Getting the most out of your relationships with bricks & mortar dealers
As a manufacturer in the musical instrument business, you’re always looking for ways to support your dealer network. This includes the physical stores that in recent years have been under pressure due to increased competition from online sales. There’s no question that customers … [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...]
Consolidation of our retail channels, and the first musical instrument salesmen
To help us understand the changes that have occurred in our industry over the past couple of decades, and to put things into some historical context, please enjoy this tongue-in-cheek allegory. 😊
Contrary to popular belief, account managers in ancient Mesopotamia sold more than just … [Read more...]
Getting focused branding and messaging in place for your retail partners.
Your marketing team has worked very hard to craft a brand image for the company. And great care has gone into creating the advertising collateral for your products, all geared towards garnering interest from the end-user. And product launches? The effort and coordination have been exhaustive, … [Read more...]
What music brands can learn from in-store clinics and events.
In the music instrument business, where manufacturers are just as passionate as the people who buy and play their products, there is a connection and appreciation for each other not often found in other industries. Music is a highly personal, connective form of communication to many, and demonstrating … [Read more...]