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...]
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...]
Despite the absence of a buyer, actions taken here can surely influence sales results
Manufacturers and distributors in the musical instrument and pro-audio business rely upon the nation’s chain stores for a large portion of sales revenue. While there’s no direct contact here with corporate buyers, the physical presence and support is nonetheless quite valuable … [Read more...]
Multitouch, team-based management brings the best results with mega-accounts
As a musical instrument or pro audio vendor, chances are a large amount of your revenue is derived from a handful of key accounts. The consolidation of retail channels over the past two decades further amplified this concentration of business activity, making it doubly important to have a … [Read more...]
