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...]
Category: Dealers
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...]
Sales Reps – Preparing for a successful Winter NAMM show…
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
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...]
