At one time or another, we have all been disappointed by the service received from people or organizations we do business with. Whether it’s poor communication, discourteous or outright rude behavior, or just plain unsatisfactory work or results, we base future decisions in no small part on these experiences. At a call center “service levels” are metrics that measure wait time, … [Read more...]
Category: Dealers
The Many Modes of Effective Sales Communication
Growing up in the musical instrument and pro audio business, the primary modes of interaction were telephone and in-person communication. In the early 1980’s, working at a busy retail store in suburban Philadelphia meant using the phone to “reel someone in” so I might have the opportunity to demonstrate keyboards or sell live sound equipment. I can recall assurances made to … [Read more...]
Road Stories from an Old Musical Instrument Rep
Recently one of the musical instrument industry’s “elder statesmen” Ed Rider started a Facebook Group called “Old Reps Never Die” (they just go out of commission). Some of the posts brought back memories from the many years I spent roaming around the country, foraging for sales, and making friends along the way, including Ed. I remember distinctly traveling with him in the … [Read more...]
Corroborative Selling Techniques for Brands and Retailers to Leverage
Years ago, in a much earlier stage of the Internet, a company I worked for commissioned a survey. Even in those nascent days of the web, most recipients indicated that they visited a manufacturer’s website before going to a music store, ordering from a catalog on a toll-free number, or placing their trust with what were early incarnations of e-commerce websites. It immediately … [Read more...]
Push Me Pull You in Musical Instrument Sales
At a company corporate meeting what seems like a lifetime ago, then VP of Sales Dan Garrett questioned the assembled Ensoniq District Sales Managers. At the time it felt like something of an inquisition, as each of us was asked quite directly “how do you increase sales?” The answers ranged from more training, in-store clinics (big at the time), more sales calls, to other … [Read more...]
Opportunity Knocks in the Musical Instrument Trade
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...]
Musical Instrument Trade Profiles in Excellence
Let’s face it, business today in the Musical Instrument and Pro Audio channels is challenging, and that may be a significant understatement. Supply chain headaches have only increased in recent weeks, and even the heartiest optimist among us may have trouble staying upbeat. The typical run-up to the Holiday selling season is not developing as one would expect and looking back … [Read more...]
Making Sense of Supply & Demand Imbalances in the Musical Instrument Trade
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…
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...]
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...]