Category: Featured

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...]

Grateful for my time in the musical instrument trade

I came from a family of academics and career professionals. My father was a brilliant aerospace engineer, and I was the “black sheep” who dropped out of college to join a rock band. I sometimes wonder what I missed by not pursuing higher education and choosing the path I did. Then I come to my senses and realize whatever you do, be the best you can. Wherever life leads you, … [Read more...]

Psst…want to know the secret of sales?

Putting a lifetime of lessons to work and sharing the “inside story”

I’ve enjoyed a lengthy and enjoyable career in musical instrument and pro audio sales. Curious friends and colleagues ask periodically about dealing with the rejection, self-doubt and unpredictable income that come with the territory. To some, it’s a scary proposition to … [Read more...]

Reciprocity – the key to a successful vendor-dealer relationship

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...]

Partnering with your retailers in the musical instrument and pro audio trade

Increase conversions through Corroborative Selling Techniques

Connecting messages The mind has an uncanny way of connecting text and images; some would say you store everything you’ve ever seen or read in the “file cabinet” of your brain. It stands to reason that during the consideration of an instrument or pro audio purchase, a consumer should be reminded repeatedly … [Read more...]