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...]
Getting the best possible results from your field representatives
Manufacturers and distributors in the musical instrument and professional audio verticals typically choose between maintaining a directly employed, “captive” sales force or farming out field sales work to independent rep firms. In many cases, larger companies chose the former, expecting more focus … [Read more...]
Getting the best possible results during your visits to music retailer call centers
It’s no secret that in recent years, musical instrument e-commerce retailers have grown tremendously. The larger ones have well-developed Contact Centers with varying staff sizes, and most all of them welcome key vendors to provide product training. I can say from first-hand … [Read more...]
