I will be the first to admit it, my home office is in shambles, and requires a thorough cleaning. I cannot seem to keep up with the day-to-day activities that consume my time, and clearly have not given this task the attention it deserves. Dwelling on the topic, I have come to realize that the condition of my music studio and workspace is a metaphor for how the rest of my … [Read more...]
Consultative Selling in the Musical Instrument business
Many pundits have thrown around the phrase “value added selling” without specifying what that really means in terms of definitive actions. It has been my contention for many years that if a sales representative is not providing something more than a price list and dealer credit application, they will at some point be unceremoniously cut out of the picture. If you take an even … [Read more...]
Making a sound investment during turbulent times…
Uncertainty drives markets crazy, along with their participants. When there is little sense of continuity in any area of business, personal, political, or professional life, the temptation is there to hold off on investing in a new venture. For some, the idea of plunging head-first into uncharted territory when the world is in turmoil may sound counterintuitive at the very … [Read more...]
Utilizing Data, Observation, and Experience in Decision Making
Many years ago, as a young district sales manager, I attended a sales meeting at the national headquarters of the company I worked for at the time. One of the executives held up a new guitar multi-effects pedal, and proclaimed “gentlemen, I just ordered thousands of these, and you’re going to sell them at $199.” A collective groan was heard from the assembled team, as the … [Read more...]
Selling is Storytelling, Especially with Music Brands
Time tested wisdom I can envision our ancient ancestors, gathered around a primordial campfire, telling stories of the “before times” to sell a concept, idea or specific action. Selling is in fact storytelling, as firing up the imagination of a customer and framing a picture in their mind is the ultimate way to set up a successful conversation about purchasing. Even … [Read more...]
Dealing with Change When Things Keep Changing…
Turn and face the strange… Without question, we are living in turbulent times. Uncertainty abounds, and it appears this may indeed be the much-ballyhooed “new normal”. A world where the ground shifts under your feet daily, and the tectonic plates of our culture violently press against each other, creating massive change. Not sure about you, but in my six decades on this … [Read more...]
Innovation by Music Brands in a Post-Quarantine World…
As the nation starts to slowly reopen, how can manufacturers pitch in? Across the United States, bricks and mortar musical instrument retailers begin the process of reopening their stores to the public, albeit quite differently depending on which state they reside in. The past few months have been particularly difficult times for dealers that do not have a significant … [Read more...]
The Three R’s – Resilient, Resourceful and Relentless
Challenging times call for creative measures At the beginning of April, I must admit it appeared that everything was collapsing. Here in my home state of Pennsylvania, we had been on “lockdown” for about two weeks and our business, understandably, had slowed tremendously. The daily headlines and near-panic from some quarters was quite unnerving, and there seemed to be no … [Read more...]
Time is on your side…
Taking advantage of an extended period working from home Most of us in the musical instrument and pro audio trade are in the same COVID-19 boat, regardless of our role. We are mostly working from our abodes, trying to make sense of the situation at hand, and otherwise assessing what appears to be a rather bleak picture. Suppliers, rep firms and retailers are adjusting to an … [Read more...]
Don’t Fear the Reaper…
Take the long view, as “this too shall pass” Recent weeks have been quite unnerving for us all, in the wake of the COVID-19 “coronavirus” outbreak. Financial markets have tanked as media reports come in, and fear of the unknown can be gripping, to the point of debilitating for some. While reacting negatively to such news is understandable, now might be a good time to step … [Read more...]