When famed pianist and composer George Gershwin wrote “Summertime”, I’m certain he was not referring to life in the music products industry. After a two-year hiatus due to the pandemic, a more typical mid-year period is upon us, amplified in a negative way by the current economic environment. The living was relatively easy for the past couple of summer seasons, outside of the … [Read more...]
The Future of Trade Shows in the Musical Instrument and Pro Audio Business
After a two-year hiatus and a subsequent delay in January of 2022, the NAMM Show will once again open its doors in Anaheim in early June. Word is that this will be a smaller event than in previous years, as many vendors have chosen to pass. For my own part, I am not attending due to health reasons, and only a handful of my Reflex Marketing suppliers will have booths. Our … [Read more...]
Road Stories from an Old Musical Instrument Rep
Recently one of the musical instrument industry’s “elder statesmen” Ed Rider started a Facebook Group called “Old Reps Never Die” (they just go out of commission). Some of the posts brought back memories from the many years I spent roaming around the country, foraging for sales, and making friends along the way, including Ed. I remember distinctly traveling with him in the … [Read more...]
Corroborative Selling Techniques for Brands and Retailers to Leverage
Years ago, in a much earlier stage of the Internet, a company I worked for commissioned a survey. Even in those nascent days of the web, most recipients indicated that they visited a manufacturer’s website before going to a music store, ordering from a catalog on a toll-free number, or placing their trust with what were early incarnations of e-commerce websites. It immediately … [Read more...]
Push Me Pull You in Musical Instrument Sales
At a company corporate meeting what seems like a lifetime ago, then VP of Sales Dan Garrett questioned the assembled Ensoniq District Sales Managers. At the time it felt like something of an inquisition, as each of us was asked quite directly “how do you increase sales?” The answers ranged from more training, in-store clinics (big at the time), more sales calls, to other … [Read more...]
Is This a Company or a Rock Band?
In the past few weeks, I have interviewed candidates for an open position at my rep firm. Even after many years of hiring while working for others, I believe I am not a particularly good interviewer, at least in the traditional sense. This time, I Googled some standard questions, but inevitably got caught up in the moment and started telling stories about where we’ve been, and … [Read more...]
Opportunity Knocks in the Musical Instrument Trade
Looking back over a rewarding 41-year career in the musical instrument and pro audio business, I cannot help but reflect on the many opportunities that have presented themselves. Embarking on a new journey can be scary, create a certain amount of anxiety, and inevitably force saying "yes" or "no" to a new adventure. For me, the internal barometer is adrenaline. As I dwell upon … [Read more...]
Musical Instrument Trade Profiles in Excellence
Let’s face it, business today in the Musical Instrument and Pro Audio channels is challenging, and that may be a significant understatement. Supply chain headaches have only increased in recent weeks, and even the heartiest optimist among us may have trouble staying upbeat. The typical run-up to the Holiday selling season is not developing as one would expect and looking back … [Read more...]
The “Human Supply Chain” in the Musical Instrument and Pro Audio Business
Much conversation of late centers around the physical supply chain, exemplified by container ships, trucking companies, raw materials, and delivery of products in general. The headaches in each of these areas appear to be compounding weekly in the trade, with unfortunate results for all concerned. Since many of these issues are out of our direct control, how about we as an … [Read more...]
Making Sense of Supply & Demand Imbalances in the Musical Instrument Trade
For the past several months, you haven’t been able to avoid the headlines. “Container ship stuck in the Suez Canal”, “Chip shortage worsens due to factory fire” or “China’s third largest port closed due to COVID lock-down.” Chances are, if you’re reading this blog the issues surrounding the supply chain have directly or indirectly affected your livelihood, complicated your … [Read more...]