Re-Tales

Hi-fi dealership Big Kids Toys, in Greensboro, North Carolina, is aptly named. Since its 2002 inception, fun has been at the center of its ethos. At the outset, company founder Michael Twomey established a mantra: "Life is short. Enjoy yourself." It might not be all that original, but it's apt.

In the third quarter of 2024, Big Kids Toys began expanding to the Midwest: The dealership's sales manager, North Carolina native Luke Sumerford (above), opened a home-based dealership in Fort Wright, Kentucky, about five miles from the Ohio River and Cincinnati, Ohio. That's a long way from Greensboro.

Sumerford, at 29, is part of hi-fi's youth movement. He hopes to instill—or reinforce, or bring back—musical enjoyment as the central pillar of the hi-fi hobby.

The hi-fi industry is evidently experiencing a shortage—not of parts or materials as during COVID and just after, but of qualified salespeople. As this column has pointed out, some hi-fi shops have closed, for various reasons, while some new ones have opened. Meanwhile, not just dealers but also manufacturers and distributors have reported difficulty finding qualified salespeople. Michael Manousselis, president of Americas for Dynaudio, stated as much in emailed responses to my questions. "I have heard more from dealers having a hard time finding experienced salespeople, that is for sure," he said. "We've seen some hire former customers, to groom them for sales."

What's going on? If people are passionate about this hobby, wouldn't they jump at the chance to get more involved in it professionally?

Last month's column looked at the hi-fi industry's struggles with recruiting and retaining qualified staff. For that article, Specialty Sound and Vision's Anthony Chiarella, also director of sales and marketing for Gryphon Audio and Brinkmann Audio, made a comment that bears repeating here: "If we're going to have a future in hi-fi, we have to make it worthwhile to make a career in hi-fi." How might that be achieved?

Achieving that key objective requires achieving another one: How do we make more people aware that our industry exists?

Often in these pages (and in Industry Update), we have reported ways various brands have experimented with the traditional hi-fi–retail formula. An example: the single-company dealership, adopted most recently by the Vervent Audio Group, parent company to Focal and Naim.

The latest to set up a single-brand dealership is Gryphon Audio Designs, which is preparing to open a "mono-brand" showroom in Los Angeles. Gryphon's implementation, though, is a radical departure from previous experiments in one respect: It's in the Pacific Design Center (PDC), a large (1.6 million square feet) multiuse facility that caters to the design community, including professionals in interior design, architecture, and the arts, as well as design enthusiasts. The idea is to give Gryphon products more exposure to architects, designers, and design enthusiasts. The PDC is not accessible to the broader public. Assuming all goes well, the Gryphon store will be open by the time this issue hits newsstands.

You can call Boutique Audio Gallery's Jason Melman anytime you like—just don't call him "dealer." "The two words I hate are 'dealer' and 'store'," he told me during an interview at an event he hosted at the—um, gallery he opened in March 2024. "It's just a relaxing place where people can come and listen to music."

Not many hi-fi dealerships can say they've survived half a century of history. Natural Sound, which is based in Framingham, Massachusetts, about 20 miles west of Boston, is one that can. Founded by Jim Lackey in 1975, Natural Sound turns 50 years old this November.

It's 2021, and the audio business marches ever onward. Accelerated by the pandemic, economic transformation continues apace; online sales are burgeoning across all industries. This includes hi-fi, which is under pressure to facilitate more online sales, and—maybe, for some—move away from the traditional dealer-based sales model.