Elderly Instruments
| Company type | Private |
|---|---|
| Industry | Musical instruments retail |
| Founded | 1972 |
| Founder | Stan Werbin, Sharon McInturff |
| Headquarters | Lansing, Michigan , United States |
Key people | Stan Werbin (Founder and CEO) |
| Products | Fretted string instruments (acoustic and electric guitars, banjos, mandolins, ukuleles), accordions, concertinas, bouzoukis, sitars, musical saws, African thumb pianos; instrument repair services; vintage instrument appraisals; record distribution via Sidestreet Distributing |
| Revenue | $17 million (2007) |
Number of employees | 85 (2007) |
Elderly Instruments is a privately owned retailer of musical instruments headquartered in Lansing, Michigan. The company focuses primarily on fretted string instruments, including acoustic and electric guitars, banjos, mandolins, and ukuleles. Established in 1972 by Stan Werbin and Sharon McInturff, Elderly has earned a distinguished reputation as a premier source for vintage and hard-to-find instruments, with a particular emphasis on Martin guitars. Its operations encompass retail sales, a top-tier repair workshop, consignment offerings, and wholesale distribution of records through its subsidiary Sidestreet Distributing, which caters to more than 300 independent retailers.
The business experienced considerable growth following its introduction of mail order services in 1975 and the adoption of online sales during the 1990s. Presently, these remote sales channels account for approximately 65 to 70 percent of total revenue. Elderly reported $12 million in revenue in 1999, increasing to $17 million by 2007, supported by a staff of roughly 85 employees. The company’s influence spans globally, recognized within the folk, bluegrass, and "twang" music communities for both its product selection and expert repair capabilities.
Beyond commercial success, Elderly Instruments has contributed significantly to nurturing the local music scene while maintaining its position as one of the largest vintage instrument dealers nationwide. In 2005, the firm was involved in a high-profile trademark infringement dispute with Gibson Guitar Corporation. Its main facility continues to serve as both a retail center and a gathering place for musicians.
History
Stan Werbin, originally from New York City and co-founder of the company, relocated to Ann Arbor, Michigan in 1969 to pursue graduate studies. With a strong passion for folk music and vintage stringed instruments, Werbin recognized an opportunity to buy and restore pre-World War II guitars. After evaluating the competitive landscape alongside partner Sharon McInturff, they secured retail space in East Lansing, Michigan in 1972 with an initial investment of $500, launching what would become Elderly Instruments. The name “Elderly” was inspired by an advertisement describing an instrument as “nice” and “elderly.”
By 1975, Elderly had expanded into mail order sales. In 1983, with a workforce of about 25 and limited retail capacity, the company acquired a building formerly used by the Independent Order of Odd Fellows in Lansing to centralize its operations. Werbin became the sole proprietor in 1986 after purchasing McInturff’s share. The business further grew in 1994 when it acquired adjoining buildings that had previously housed a post office and an NCR facility.
Early adoption of e-commerce was a key strategy for Elderly; it launched its own online ordering system while deliberately avoiding auction platforms such as eBay to preserve brand integrity. This approach helped remote sales—mail order and internet—contribute between 65 and 70 percent of total revenue, fueling substantial growth beyond its physical store presence in Lansing. Currently, Elderly operates around 35,000 square feet (3,300 square meters) dedicated to retail and service functions, ranking it among the largest dealers of vintage instruments across the United States.
Elderly Instruments’ market strength is derived from its focus on folk music niches, expert repair services, extensive vintage inventory, and its status as a leading dealer of Martin guitars.
In May 2010, an Elderly manager observed that the economic downturn negatively affected financial results and necessitated some part-time layoffs; these difficulties were compounded by Michigan’s challenging economic environment. However, recovery patterns seen in consumer electronics sales were also reflected in improved demand for musical instruments.
Gibson Guitar Corporation legal dispute
In June 2005, Gibson Guitar Corporation initiated a cease and desist order and legal action against Elderly Instruments, accusing them of trademark violation due to advertising a banjo as a "Gibson copy." Although Elderly modified the product description first to "Famous Maker Copy" and later to "Classic Bluegrass Banjo Copy," Gibson continued to seek damages. The parties eventually reached a settlement.
That same year, Gibson ended Elderly’s authorization to sell new Gibson products, citing a contractual clause that forbids retailers from offering rival banjo and mandolin brands. Elderly had been among nine authorized dealers for the Gibson Bluegrass series but also retailed other manufacturers’ instruments. Despite efforts by Elderly to segregate Gibson items within their store, the termination stood. As a result, Elderly ceased selling new Gibson instruments. This conflict attracted significant attention in both media outlets and the music industry.
Instrument sales
By 2007, Elderly Instruments was moving more than 16,000 instruments annually. The company is an authorized retailer for Martin guitars as well as popular brands like Guild and Fender. While it continues to offer used Gibson instruments, new Gibson models are no longer part of its inventory due to the legal dispute. In addition to guitars, Elderly’s catalog includes banjos, ukuleles, mandolins, accordions, concertinas, bouzoukis, sitars, musical saws, and African thumb pianos—some of which are collected as rare items.
Elderly holds exclusive rights to retail "LunchBox-A-LeLes," ukuleles fashioned from tin lunchboxes. Industry publications have acknowledged Elderly for carrying premium brands such as Paul Duff mandolins, Huss & Dalton acoustic guitars, Stelling banjos, and Nash electric guitars. The company was previously one of only two U.S. retailers for Apitius Mandolins before the brand shifted to direct sales exclusively.
The firm’s consignment operations include the sale of historically significant instrument collections. In 2006, Elderly presented the Dopyera family’s resonator instrument collection—originators of Dobro and National Reso-Phonic Guitars—demonstrating its specialization in rare and vintage instruments.
Elderly maintains an inventory of valuable vintage Martin guitars, especially pre-World War II models favored within bluegrass circles. Founder and CEO Werbin frequently acquires notable instruments for his personal archive and loans them to museums for public display.
The company’s deep involvement in the bluegrass community is reflected through coverage in trade magazines like Bluegrass Canada and Bluegrass Now. Elderly actively engages in industry gatherings such as the International Bluegrass Association Trade Show in Louisville, exhibiting essential bluegrass instruments to musicians and industry professionals alike. Staff members have also formed groups like "Friends of Bluegrass" aimed at supporting local artists.
Elderly is distinguished by a customer-centric business philosophy that encourages hands-on interaction with instruments—an uncommon practice among upscale retailers. This welcoming atmosphere often leads to spontaneous jam sessions that enhance customer experience and foster brand loyalty.
Repairs and appraisals
The repair workshop occupies approximately 3,000 ft2 (280 m2) within Elderly’s premises. Renowned guitarists have entrusted Elderly with comprehensive restorations and major repairs such as refinishing and refretting. The repair team services a variety of fretted instruments including banjos, ukuleles, and balalaikas.
In 1996, Guitar Shop Magazine highlighted Elderly’s restoration of a severely damaged Martin J40-M acoustic guitar that other shops had declined to repair. The project involved extensive work including replacement of the Adirondack spruce top, underscoring Elderly’s technical skill and dedication to quality craftsmanship.
Elderly provides expert appraisal services for vintage instruments through a team of five full-time appraisers who utilize a rigorous rating system. Recognized by industry media as among the top appraisal providers, this service bolsters the company’s reputation and contributes significantly to its commercial success. Customers may submit instruments for appraisal either in person or via mail.
Marketing and Business Strategy
Elderly distributes printed catalogs and email newsletters featuring vintage instruments to subscribers both within the United States and internationally. The company obtains used instruments through direct acquisitions as well as consignment arrangements. Although larger chains dominate the online retail landscape—Guitar Center reported $297 million in revenue in 1999 compared to Elderly’s $12 million—Elderly focuses on niche markets by offering specialized products online, including left-handed guitars and rare instrument literature.
Founder Werbin notes that while steep discounts of around 40% once set Elderly apart locally, competitors such as Guitar Center have since matched these price points. To compete effectively with large retailers that utilize mail order and internet sales, Elderly maintains slim profit margins, a necessary approach for independent businesses to thrive.
Additional Ventures
Following the opening of its initial retail location, Elderly began retailing records from Rounder Records, a modest distributor that developed into an independent record label concentrating on roots music. After testing partnerships with other distributors, founder Werbin launched his own distribution firm, Old Fogey Distributing, in 1979. By 1987, Old Fogey was supplying approximately 300 small retailers from a showroom basement in Lansing. The company rebranded as Sidestreet Distributing in 1997.
Elderly allocates retail space specifically for record sales, overseen by a dedicated purchasing manager who curates an extensive collection of both mainstream and rare folk and bluegrass music. This approach aligns with the business model of promoting instrument sales through music purchases. Instructional books centered on these musical genres are also offered.
Moreover, Elderly runs a music school specializing in folk instruments, broadening its range of products and services.
Twang and Folk Music Scene
The local publication Lansing State Journal section Noise identified Elderly Instruments as a key player in the development of the "twang" genre, also referred to as "alternative country." Several twang bands based in Lansing feature current or former Elderly employees. The store’s inventory of relevant instruments and educational resources supports this specialized market segment. Since 1995, East Lansing’s radio station WDBM has aired a twang music program.
Lawrence B. Johnson, a music critic for The Detroit News, called Elderly a "folk music mecca" and an important retail center for folk musicians. The company has been a prominent sponsor of the annual National Folk Festival, reinforcing its influence within the folk music community.
Awards and Honors
- 2008 - Best Guitar Store - Player's Choice Awards, Acoustic Guitar magazine
Top Small Business of the Year
Elderly was recognized as America’s Top Small Business in 2023 by the US Chamber of Commerce out of more than 15,000 contenders. The company significantly contributed to revitalizing Old Town Lansing by expanding its physical storefronts, which helped increase local tourism and economic growth. Additionally, Elderly actively sponsors and participates in community music festivals and events, further strengthening its brand presence and market impact.