The cyclical nature of sales in the musical instrument and pro audio business
It’s post-holiday, and your company just enjoyed a successful NAMM show. In many ways, the new product releases, prospecting, dealer meetings and sheer energy emanating from the show floor kick off the New Year. The weeks that follow the annual pilgrimage to Anaheim and other periods … [Read more...]
Utilizing concentric travel and selling methods as a musical instrument and pro audio road rep
As sales professionals, especially in today’s wired world, we have many tools at our disposal to improve efficiency. Some of them appeared to have promise, such as the so-called “paperless office.” For many, this concept never fully came to fruition, based on the … [Read more...]
Account managers in the musical instrument and pro audio business can affect their own destiny
A recent trip down memory lane brought back reflections of days gone by, but has anything really changed? Yes, retail channels have consolidated, and the rise of e-commerce has made an indelible mark on our business. Rather than complaining about the upheaval, how … [Read more...]
Musical instrument and pro audio road reps have the world at their fingertips today
One sunny morning in 1987, I drove north on Route 15 from Frederick, Maryland, to Harrisburg, Pennsylvania. I had recently taken on the Mid-Atlantic Region for Ensoniq, an up-and-coming manufacturer of synthesizers and sampling keyboards. My wife and I had pulled up stakes and … [Read more...]
Mutual respect, empathy and understanding are at the foundation of great business
When examining “how things work” in the musical instrument and professional audio trade, the working relationship between vendors and dealers is top of mind. This is a critical component within the supply chain, involving both people and policy. The shared goal is to create … [Read more...]
