Customer Service Required

Savvy Salespeople Drive Purchases of Drums & Percussion Cases

It stands to reason that products geared towards the gigging musician – such as protective cases and bags – took a hit during the pandemic. While a slim majority of retailers participating in this month’s survey (51.6%) reported a downwards trend in sales of drums & percussion cases during the past year, many also noted that as stores, venues, and the overall economy open up, there are hopeful signs of a rebound on the horizon.

Putting aside lockdown-related issues, though, many argue – and have argued in the past – that cases & bags are exactly the type of category that require some actual, skilled work to make the sale. “Consumers are willing to protect the drum and percussion instruments they purchase if the salespeople in the store are willing to talk to the buyer about the importance of protecting their gear – especially cymbal cases and bags,” asserts John Nasshan of Parowan, Utah’s Vesely Music Co. “It is more important than ever that we stress customer service.”

Of course, for every individual who believes that creativity and persuasion are keys to success, there are those, such as one participant in this month’s poll who opted to respond anonymously, who simply say, “This is such a weak category that I’m not aware of current issues.”

Compared to this time last year, sales of drums & percussion cases for your store are…?

Drums & percussion cases and bags account for what percentage of overall sales for your business?

For your operation, the bulk of sales for these types of products are…?

What brands of drums & percussion cases, bags, and covers are generating the most profit for your store?

Have you been noticing any significant trends when it comes to cases for drums & percussion – either on the supplier or consumer side?

“It’s hard to see trends at this time, because most brick and mortar stores are just starting to get open again. It is more important than ever that we stress customer service. Competing with the big mail order guys is a concern, because they stayed open through the pandemic. If your salespeople stress the importance of protecting their investment with proper cases, and the deals are good, I believe sales will grow. It’s been an interesting time to be a retail store. If you stress protecting their investment with a good set of cases at a good deal, you will sell more cases. Drums and cymbals are a large investment. We stress getting a case for the customer’s new $1,000 or more guitar, why not protect that new $3,000 or higher set of drums and cymbals? Take care of your customer like you care about their gear and they will probably want protective cases.”

John Nasshan, Vesely Music Co., Parowan, Utah

“Not really. Hard case sales are almost non-existent for us these days.”

Ed Magruder, Musician’s Warehouse, Athens, Georgia

“Decline of live venues in area, thus less demand for travel cases.”

Joel Kezar, Kezar Music Co., Thief River Falls, Minnesota

“Many of our case sales are to schools and those institutional sales are down significantly, year over year.”

Jonathon Breen, The Music Shoppe, Inc., Normal, Illinois

“Since the economy started to open up a little more, post COVID-19, business is picking up. As bands are starting to gig again, musicians are now buying the basics, like drum bags and covers, strings, cases, et cetera to get back to gigging.”

David St. John, Music & Arts, Glendora, California