Setting Up In-House Retail Sales

Now, that you are familiar and likely connected with online music sales sites, such as CD Baby, or combination online/offline retail sites, such as The Orchard, you are probably comfortable in having your music distribution and sales fairly covered.

But, what if you could get even more music sales, and even more profitable income?

I'm speaking of consigning your product to retail stores, but, with one exception...consigning your product nationally, or even internationally.

For all concerned, "consignment" means placing your music in retail stores on a trial basis, then collecting payments when it sells, with the retailer keeping a portion of your sale.

You see, as consignment goes, most musicians who consign their music to retailers, usually limit their consignment territory to only local retailers, or on a regional level at most. Their reasoning is that any larger area will be too difficult to manage.

But, that is simply not so, and they are losing a fantastic amount of money by limiting themselves to their local regions.

So, I am going to show you how you can easily consign your music to retailers and be able to collect payments for sales every thirty days (or so) via a "step-by-step" process.

It is important to note that the consignment process will be most successful if you are already receiving some degree of promotion and publicity results, such as radio airplay, press coverage, video airplay or through your music being played in nightclubs via record pools, of which I have addressed in a previous article.

Otherwise, you may find your ability to move your product from retailers' shelves almost as difficult as if you did not have product on them. And, if you do not have some degree of promotion or publicity, whether you have hired such a service, or you choose to conduct it yourself, practically, the only way that you will experience sales is purely by retail customers' accidental discoveries of your music.

So, ready?

1. Concentrating on retailers (both major chains and independents) in areas where you are getting radio airplay, video airplay, press coverage or any other form of promotion or publicity, contact retailers in these areas who your distributors may not service. One of the best up-to-date online sources to use, particularly, for the U. S. is http://www.yellow.com

This is the online version of the Yellow Pages, and you should look in such categories as "Compact Discs," "Compact Disc Retailers," "Music Retailers" or similar categories.

2. You may prefer to visit local retailers in person, introduce yourself and make them a consignment offer, such as the amount that you will need from each unit sale, etc., and how often you will need to collect payment for any sales (usually every thirty days is the normal time frame). Retailers will also expect you to make a written agreement available to them that spells out the terms of the consignment.

3. As for retailers outside of your local area where you are already getting promotion or publicity, you can simply contact them via telephone and relay the same information that you do with local retailers in person.

In both cases, you should direct them to your website, whereby hopefully, you have your music streaming for them to listen, as well as have a bio and other important information regarding you and your project.

You are also free to utilize the retail consignment form that I have already created, and which you can download, customize with your own information, then upload to your own website, that is freely available at http://www.MuBiz.com/CnsnmtFrm.html

4. Once you have uploaded your customized version to your website, your retail accounts can then simply download it from your site, or you can fax a copy to them if they prefer.

You will also note that I have included discounts for retailers within this 1-page form that are designed to dramatically reduce the number of returns that are a commonality with retail consignment and distribution. The less returns, the more money you make (and keep).

Additionally, you will see where I have limited the number of units to five (5) at any given time. This is to ensure that there are just enough copies that should sell with no problem within a 30-day period, especially, if you already have promotion and publicity occurring in the retailer's area. This limit also ensures that you have enough product to reasonably service enough retailers.

Also, with this limit, re-orders are more likely to occur before the end of your 30-day periods. This type of retail activity looks really great to traditional distributors who, after seeing your product's retail track record, may contact you to inquire about carrying your product. This will give you stronger bargaining power with them, as well as wider distribution, than if you did not have retail product available and moving.

And, even if distributors do not call, this will allow you to approach them with an attractive sales history and track record.

Also, be sure to provide local retailers with two copies of the consignment form to sign (carbon paper between two original copies still works) so that both you and the retailer have copies.

5. As for retailers outside your area, or local retailers that prefer to use the online consignment form, be sure that they download, sign and either fax or mail the form to you *BEFORE* you send them product. This creates an initial record and verification of a purchase request. You then, in turn, sign the form then return a copy to the retailer along with his order.

6. When sending retailers product, be sure to *ALWAYS* send your product via some shipping/tracking method. I would, personally, use the Certified/Return receipt service with the U. S. postal service, and I believe that the U. S. postal service also now has tracking for 2nd Day Air/Priority mailings as well.

These particular services are probably the least expensive services on the market, but they will ensure that your product doesn't get lost or stolen en route to the retailer. They also ensure a record of the retailer having received your product for those few unscrupulous retailers that may not wish to pay for your product if they received it by first class mail, but would sell it and keep its profits.

7. At 30-day intervals, contact your retailers, whether in person or via telephone, to inquire of any sales that have occurred. While you can pick up payments locally, you should have distant retailers forward you a check for payment that corresponds with the number of unit sales.

You could also have them pay you online via a credit card through PayPal, or another such online service. This would eliminate lost/stolen checks through the mail, while guaranteeing your payment quicker.

8. If, for example, within a 30-day period, you have three sales, with two unsold units with a retailer, you have the choice of either waiting for the remaining two units to sell prior to forwarding more product to the retailer, or you can offer to forward three more units to the retailer. However, it is probably best to wait until the two remaining units sell.

9. In either above case, once all five units have sold at any given retailer, begin the complete process over, starting with the retailer signing or faxing another copy of the consignment form in order to ensure accurate sales records and sales continuity for your project.

Note: Should your project begin to experience a large sales volume, you may wish to hire someone, i.e., a student or intern, to work this aspect of your project, and whom you can pay a commission for each sale. This will eliminate your need to pay hourly wages or salaries, and will further save you money.

Kenny Love is president of MuBiz.com, a radio promotion and publicity service that also provides business and career services to musicians. See the corresponding website at http://www.MuBiz.com

---

Dance Musics Most Popular and Enduring Theme: The Declaration of Independence

It all started with Gloria Gaynor's "I Will Survive" in... Read More

Recording Vocals at Home

Anyone who has recorded vocals to tape knows there is... Read More

Taps; Piping Military Honors: A Ceremonial Guide for Highland Bagpipers

It has become increasingly popular for U.S. military veterans and... Read More

Thomas Jefferson and the Chinese Gong

While Richard Nixon's diplomatic visit to China may have created... Read More

They Laughed When I Sat Down at the Piano... but When I Started to Play...

Remember the old ad that used to run endlessly in... Read More

Breathing Space in Music

While most students want to know when to play certain... Read More

Composing George Winston Style

If you're a fan of New Age piano, no doubt... Read More

The Case Against Traditional Piano Lessons

How would you like to spend 4 years in a... Read More

Piano Music - How to Begin and End a Piece

How do you begin a piece of music? That's a... Read More

Try Some New Music!

Stuck in a music rut?It happens. After listening to your... Read More

A Dying Cat And A Nylon String Guitar

"Music isn't just learning notes and playing them, you learn... Read More

SOUNDS GOOD TO ME - Eliminate Throat Tension

As a vocal coach, I hear it all the time.... Read More

Piano Chords and New Age Music

There are basically two ways you can compose a piece... Read More

Vintage Guitar Collectors Can Still Find Deals

If you're a recent vintage guitar collector, the stories you've... Read More

Reaching For The Soul Zone

Every searching artist wants to get there. It's that magical... Read More

RIAA Files Second Wave of Lawsuits

The Recording Industry Association of America (RIAA) has launched a... Read More

Piano Lessons - Group or Private?

Piano lessons are a great activity for children. They encourage... Read More

History of the Clarinet From the 19th Century

While composers had already begun to write music for the... Read More

Born into musical family, Michael Jackson is as big as ever today

Michael Jackson was born Michael Joseph Jackson on August 29,... Read More

Soul Band for a Party

Was the request six months ago, a sixtieth birthday party,... Read More

Rabbitt Productions - Up & Coming Atlanta Producer

When you think of music in Atlanta you generally think... Read More

Play Piano As Fast As Possible!

One of the rules of practicing we all hear over... Read More

Born to sing, Britney Spears is as big as ever today

Britney Spears was born December 2 1981 as Britney Jean... Read More

How Many Chords Are There, Anyway?

Since chords (the main component of harmony) are one of... Read More

Polychords and the Jazz Improviser: How to Practice & Apply Polychords to Improv

In the world of music, many Jazz improvisers and Classical... Read More

JOHN LENNON - The Man and His Times

John Lennon wasn't always my favorite Beatle; at first it... Read More

Creating Stark Atmospheres

One of the things New Age pianist George Winston is... Read More

Be An Organized Church Pianist

Playing in front of a congregation each Sunday is no... Read More

Arpeggios and New Age Piano Playing

Chopin used them extensively. So did Beethoven and Mozart. Arpeggios... Read More

Learn to Fiddle the Orange Blossom Special, the Most Popular Fiddle Tune in the World

Learning to fiddle the Orange Blossom Special is not easy,... Read More

Five Great Practice Ideas I Learned From My Piano Students!

Sometimes the teacher learns more from the student than the... Read More

Flaming Guitars! Minarik Fuels The Excitement of a New Generation of Musicians

From the Telecaster to the Flying V to the Iceman... Read More

Formal Highland Attire: The Correct Wearing of the Kilt; the National Dress of Scotland

We don't simply wear a theatrical costume; we wear the... Read More