Budgets Are Being Decided Right Now (Even If No One Says It Out Loud)
Let’s talk about sales this week. At the end of the day, we are salespeople. Our job is to generate revenue for our companies so that we can continue to support our band, orchestra, and chorus directors in everything they do. A big piece of that is understanding school budgets and what directors are going to have available to spend. It’s important to remember that those budgets are being shaped right now, even if no one is talking about it with you or saying it out loud. Directors are already forming priorities. High school directors are thinking about band camp, next fall’s show, equipment needs, and everything that has to be in place to make that successful. Those decisions are happening whether you’re part of the conversation or not.
So your job is to be part of it. As you talk with your directors, ask directional questions. What are they hoping to improve next year? What didn’t go well this year? What caused problems that we can fix? You’ve been in their classrooms all year. You’ve seen what’s working and what isn’t. Maybe they struggled with French horn rotary valves seizing.. Maybe their wooden clarinets were cracking, and they need to consider ABS horns for outside. Maybe it’s something simpler like cases, stands, or basic accessories always running short. Use those observations to help guide the conversation. You’re not pushing product here. You’re helping them think through what they actually need.
We need to position those solutions now so that when funding becomes available, the decisions feel obvious. Most new money doesn’t hit until July 1, and that’s when purchase orders start getting written. If you’ve already had conversations about replacing stands, adding equipment, or upgrading key items, closing those orders becomes much easier. Also, don’t forget about lead times. Marching band equipment, percussion, and large brass instruments often need to be ordered well in advance. Band camps are starting earlier every year, and your directors need that equipment ready to go. Just because they aren’t talking about it yet doesn’t mean it’s not already being planned. Make sure you’re part of that process so you’re in position when it’s time to act.