5 Ways to Support Percussion Educators

Ask any band director, and they’ll agree: properly managing a percussion section is no small task. With dozens of instruments, ongoing maintenance and complex logistics, percussion is often one of the most demanding aspects of any music program. It requires time, funding, and coordination — three things often in short supply for educators.

Before returning to the classroom, I spent several years in music retail as an education resource specialist. I quickly learned how important a knowledgeable sales representative can be — especially when it comes to percussion. Now, as a band director, I value those same qualities from the vendors who support my program.

Here are five ways music retailers can support educators with percussion:

Know Your Customer.
The best representatives go beyond transactions. They learn who teaches what, how each program is structured and what a typical school year looks like. They keep high-demand items in stock and make it easy for students to purchase exactly what their directors recommend.

I’ve seen firsthand how those efforts make a difference. When I was a road rep, knowing my schools and directors made my work more effective. As an educator, I value reps who stay in touch, follow through and treat my program like a priority — not just another stop on their route.

Speak Percussion.
You don’t have to be a percussionist, but you should speak the language. Directors, especially those without a percussion background, often rely on retailers for advice. When you understand how products are used in real-world settings, you become a trusted resource. Invest time in learning what works best for student percussionists across marching, concert, and classroom settings.

Communicate.
Band directors wear a lot of hats — often juggling multiple ensembles, repairs and administrative duties. Percussion needs can easily get pushed to the bottom of the list until something breaks or goes missing, then it’s urgent.

Clear, proactive communication is essential. Use email for anything that might need to be tracked. When submitting quotes or updates, include complete details: brand, model, quantity and price. If something’s delayed, communicate that as early as possible. Small actions like these make a big difference. Directors will remember who made their job easier — and that kind of reliability earns long-term trust.

Understand the Money.
Percussion equipment can be costly, and school finance structures vary widely. Some districts allow standing purchase orders, while others require vendor approval, bidding processes or tight purchasing timelines.

Familiarity with these systems lets you guide, not just service, the customer. Know your schools’ budget cycles, and when appropriate, offer solutions like rental credits, trade-in opportunities or deferred billing. These options go a long way toward ensuring that music programs have the resources they need to equip students for success year-round.

Be a Problem Solver.
Percussion gear breaks, gets lost, or arrives late. In my retail days, the reps who built the most trust were the ones who stepped up with real solutions. Whether it meant loaning equipment, sourcing parts or offering long-term fixes, they were there when it mattered most.

As a director, I value that kind of support more than ever. Be the person who says, “Let me help,” not just “Let me check.” Problem-solvers become trusted partners — and that trust reflects positively on your entire company.

As someone who’s worked on both sides of the industry, I can say confidently: it’s never just about the product — it’s about the students behind the instruments. When retailers understand that each sale of percussion equipment shapes a student’s experience, they move from being vendors to becoming part of the educational mission. The best retailers don’t just support music programs, they help shape them. MI