Business

D. Tobago Benito started his first brick-and-mortar record store in Atlanta in 1996. At the time, “there were about 400 to 500 Black-owned record stores around the country,” he recalls. “There were a lot of conferences. When I came in, senior store owners took me under their wing and showed me how the business operated.”
Benito’s still in physical retail 27 years later, running DBS Sounds. But the pool of Black-owned record stores has been decimated, falling to around 70, according to his count. (Some think it’s closer to 60.) Depending who you ask, there are between 1,800 and 2,100 independent record stores in the U.S., which means that Black-owned outlets now represent just a sliver of this market.  

The decline is at odds with the popularity of Black music. R&B and hip-hop’s share of overall consumption was 26.8% in 2022, according to Luminate. While R&B and hip-hop doesn’t fare as well in the physical market, it still accounted for 14.3% of physical sales last year. Yet “we make up about 3% of the record stores out there,” Benito says. “It’s unacceptable. There are major markets around the country with no Black-owned stores: Birmingham, Nashville, Charlotte.”

“The numbers are astounding,” adds Sharod Bines, owner of Retrofit Records in Tallahassee, Florida. “A generation ago, it was not as uncommon to be a Black record store owner.”

While vinyl sales have been growing for 17 consecutive years, this rising tide hasn’t yet led to a major lift in the number of Black store owners. Benito is spearheading an effort he hopes will change that: In 2021, he joined with more than 20 other Black-owned stores to create the F.A.M.S. Coalition (Forever a Music Store). Some of the hurdles facing Black record stores are systemic — the racial wealth gap, gentrification, bias in the loan-application process. But for outlets that have overcome these obstacles, F.A.M.S. is intent on gaining more support from the music industry. This could be financial assistance as well as windowed exclusives, vinyl variants and release parties pegged to notable albums that might boost the presence of coalition members. 

“We need people like Tobago to push to say, ‘we’re here, we’re growing, and we need equality,’” says Drew Mitchell, owner of 606 Records in Chicago. “We need to make sure there is equal opportunity for minority-owned stores — in the music business and in any business.”

In the early ’90s, “Black independent stores were really thriving, and they were an important part of the ecosystem when it came to breaking records,” adds Steve Corbin, Warner Music Group’s senior vice president of sales, counsel and culture. “We are in discussions with [F.A.M.S.] and working with them, whether it’s mentoring store owners or figuring out other ways to get involved with the community.”

One of the coalition’s biggest wins to date came when Beyoncé released the vinyl version of Renaissance in October 2022; F.AM.S. stores were given the chance to sell the LP a week before their peers. At the time, the coalition contained 26 stores — it’s now at 22 — which sold more than 1,000 copies of Renaissance combined. “That was huge for us,” says Marketta Rodriguez, a F.A.M.S. member from Houston who runs Serious Sounds. The first week of June, F.A.M.S. stores were able to boost their profile by hosting listening parties for Janelle Monae’s The Age of Pleasure three days before the album hit streaming services. 

Some Black-owned stores serve up all styles of music — “I cover as many bases as possible,” Bines says — while others focus on historically Black genres. The latter camp faces a challenge as it tries to stabilize and ultimately grow. “There is a lack of new releases and catalog that are not available physically in rap and R&B,” explains Steve Harkins, vp of sales and marketing at Ingram Entertainment, the distributor that has been working closely with F.A.M.S. “It’s getting better with new releases, but these stores need more product in the marketplace. And this is also product that would benefit other independent stores as well.”

D. Tobago Benito

Raphael Simien

Rap was quick to embrace the digital economy — first through free download sites like Datpiff, which hosted copious amounts of mixtapes, and then through streaming, where hip-hop soared. But perhaps as a result of this success, the genre hasn’t paid much attention to the old-fashioned physical market. Harkins notes that “labels have said they’ve had challenges convincing artists and management to release their titles physically in some cases.” 

While Tyler, the Creator and Kendrick Lamar have both sold heaps of vinyl, many major rappers still don’t release actual LPs. Often they would “rather put their money into music videos and digital marketing,” says Nima Nasseri, who manages the producer Hit-Boy. And vinyl still requires long lead times — it could be three to four months — which is a drawback in a genre that has thrived thanks in part to its relentless release pace. “By the time that a project is out, the majority of these artists are already working on the next project; they’re just over it,” says Aaron “Ace” Christian, who manages the rapper Cordae.

But around half of vinyl buyers don’t even own a turntable, according to Luminate, suggesting that fans want to support artists they favor through physical purchases even in cases when they can’t actually play the record they buy. And “especially when it comes to recouping, vinyl can put a huge dent in whatever you’re owing to these labels,” says Justin Lehmann, founder of Mischief Management. “It’s a missed opportunity for other artists if they’re not taking advantage of that,” he adds.

Lehmann has worked with his client Aminé to put out a vinyl version of every one of the rapper’s albums. Same goes for Cordae. “We sold out everything,” Christian says of his client’s LPs. “Fans like the memorabilia aspect of it.” “The popularity [of vinyl releases] is rising,” Nasseri adds. “Doing 1,000 copies for the diehard fans is a smart move.” 

On the catalog front, some Black record store owners also worry about the “big void for ’90s R&B and hip-hop,” says Phillip Rollins, owner of Offbeat in Jackson, Mississippi. Labels are “re-pressing everything else, like 1,000 Grateful Dead live box sets,” he continues. “Where’s SWV and early Usher?” “It’s starting to look really weird when you can re-press 30 Rolling Stones records but not a core R&B title from the ’70s,” Rodriguez agrees. 

Joe Lyle, owner of No Pulp Records in New Orleans, says F.A.M.S. has been working to make the labels aware of the demand for some of this classic material. Benito is starting to see some progress, pointing to represses of LPs from Mary J. Blige, Erykah Badu and Kingpin Skinny Pimp. In addition, Harkins helped secure a commitment from the manufacturer GZ North America to set aside capacity for both new hip-hop and R&B titles and represses.

There’s more to come: At the Music Biz conference in Nashville in May, members of F.A.M.S. met with Corbin to talk about the need for additional catalog releases. “What we agreed to is having them be somewhat of a curator — ‘we really think this Anita Baker record would be worth bringing out and repressing on vinyl,’” Corbin says. “Rather than us dictating and saying, ‘Hey, we’re gonna re-release these classic R&B records,’ we’re making it a collaborative effort,” and taking cues from the store-owners who are in touch with record buyers on the ground.

Benito’s dream is to grow the Black-owned sector of independent record stores to more than 5% of the total over the next five years. But for some owners, even just forming the coalition represents a victory. “We’re a minority within the minority of record store owners — it can feel like you’re kind of on an island out here,” Bines says. “It’s been nice to see there’s others out there trying to sustain the same thing that I am.”