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Category: B2B

The Future of Trade Shows in the Musical Instrument and Pro Audio Business

colorful illustration of a tradeshow floor with booths, displays and attendees seen from above

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...]

Opportunity Knocks in the Musical Instrument Trade

an impressive wooden door with a sign that reads opportunity is knocked on by a business-suited person

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...]

The “Human Supply Chain” in the Musical Instrument and Pro Audio Business

abstract representation of flow of digits, documents and downloads

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

cargo ships docking at a busy port with a large city in the background

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...]

Take a Bite of the Big Apple…

workers harvesting a big apple

In the past few months since the COVID vaccine rollout, life as we knew it has gradually returned to some sense of normalcy. Thankfully, the Live Sound business has started to recover, and music venues are once again welcoming patrons. Our musical instrument and pro audio rep firm Reflex Marketing was quite fortunate that fretted instruments, microphones, and home recording had … [Read more...]

You had a great NAMM show, what comes next?

a varied group of musical instruments and electronics

The party’s over, now the real work begins... It was quite an event, without question a memorable one for me personally. At dawn on Friday, January 17th, I was crossing Katella Avenue after preparing for a vendor meeting at the Starbucks across from my hotel. In a freak accident, I was struck by a pickup truck and thrown to the curb. The laptop bag I carry on my right … [Read more...]

Sales Reps – Preparing for a successful Winter NAMM show…

evening view of convention hall for the NAMM show with palm trees and fountain in the foreground

The annual trek to Anaheim beckons; are you ready to maximize your time there? It’s a musical instrument and pro audio industry ritual, and for many of us on the east coast a welcome getaway from cold weather. Ah yes, the splendid sunshine of Southern California, rekindling longstanding relationships, visiting with vendors and dealers, and in general setting the table for … [Read more...]

How to distinguish yourself as a sales rep

sales rep with many arms handling phones, computer, clock and coffee

I’m now fully engaged as the owner of Reflex Marketing, a manufacturer’s rep firm serving the MI and Pro Audio industry. My fondest memories during a four-decade career were those years when I was a district sales manager for Ensoniq, covering a sizable region, and Korg USA, where the geography was much smaller, but the product lines also included Marshall and VOX. It’s not … [Read more...]

Tools of the trade — processes for developing a robust dealer network

microphone held in upraised hand

Utilizing the sales funnel in the musical instrument and pro audio business

Any student of our craft has likely heard of or implemented a “sales funnel” during their career. It’s a tried-and-true method that defines the steps from prospective account identification to the delivery of an opening order. There are tools available to automate this process, but … [Read more...]

How technology has changed the life of the field sales representative

city street scene, showing old-style pay phone in the foreground

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...]

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Welcome to the show.

Sound Marketing sits at the intersection of music, sales & marketing. We explore how insightful strategy, focused tactics, and organizational change will help manufacturers be heard over all the noise in the musical instrument marketplace.

My name is Doug Nestler, and I’ve spent 40 years—still going strong—in sales & marketing. My resume includes roles in all areas of channel management and distribution, and Sound Marketing is a way to share my expertise with you.

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