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Guitar Center strums a new tune

The national music instrument retailer is set to open more stores.

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David Brancaccio: While some cavernous retailers of the big box variety are closing locations, Guitar Center -- the largest chain of musical instruments -- is adding stores. A new one opens today in North Carolina.

Marketplace's Eve Troeh put an ear to the ground.


Eve Troeh: Musical instrument sales are stronger than ever, thanks in part to an uptick in private lessons. Just ask Chris Catalano, CEO of School of Rock.

Chris Catalano: So we're a performance-based music education company, roughly 79 schools opened.

He aims for 115 schools this year.

The boost in demand for music gear could help retailers. But most of that growth is online sales, says Paul Majeski, publisher of Music Trades magazine. And Guitar Center has lots of debt, even after Bain Capital privatized it five years ago. Majeski can't say why Guitar Center's adding retail space, but says the new stores do feel different.

Paul Majeski: They're making their stores a little bit of a destination. They've got service -- they never had service before. And they have teaching. They never had teaching before.

Maybe you bring in your Stratocaster for a tune-up, watch an in-store concert, hang out while your kids learn the drums. And you may just decide you have to have that ukelele you've been noodling on now, instead of going home and ordering it online.

I'm Eve Troeh for Marketplace.

About the author

Eve Troeh is a reporter on Marketplace’s Sustainability Desk, filing features and breaking stories on how sustainability issues impact business and the economy.
graubart's picture
graubart - Apr 19, 2012

GC is growing, but as Majeski notes, they've got a huge amount of debt. Their story is mixed. On the plus side - they've created an environment where it's less intimidating for newbies to come in and try a guitar. When I began to play again a few years ago (after a multi-decade break) I found many stores intimidating. Guitars were behind the counter and you had to ask for help. At GC, you can walk in, try a dozen guitars and no one will make you feel uncomfortable, regardless of your skill level.
The other thing that helps them is that guitars are very personal purchases. I'll buy an amp or pedal online but when buying a guitar I need to feel it in my hands. If you pick up five copies of the same model Fender Tele, even if they came off the assembly line the same day, each will feel different - the weight, the quality of the fretwork, etc. So, while I make 95% of my purchases online, I buy guitars in person. I've probably bought 6 guitars and 3-4 amps from GC in the past three years (for both my daughter and I).
On the downside, a lot of GCs growth has come at the expense of mom & pop music stores. That's no surprise, of course, but the mom & pop stores provided a level of service that GC typically doesn't offer. So their growth may not be good for the music industry as a whole. But they have the buying power to undercut others in price and they have an online component (both under guitarcenter.com and their sister brand, musiciansfriend.com) to complement their stores.