In the past few weeks, I have interviewed candidates for an open position at my rep firm. Even after many years of hiring while working for others, I believe I am not a particularly good interviewer, at least in the traditional sense. This time, I Googled some standard questions, but inevitably got caught up in the moment and started telling stories about where we’ve been, and … [Read more...]
Category: Sales
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...]
The “Human Supply Chain” in the Musical Instrument and Pro Audio Business
Much conversation of late centers around the physical supply chain, exemplified by container ships, trucking companies, raw materials, and delivery of products in general. The headaches in each of these areas appear to be compounding weekly in the trade, with unfortunate results for all concerned. Since many of these issues are out of our direct control, how about we as an … [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...]
The Evolution of a Musical Instrument and Pro Audio Rep Firm
As we approach the mid-year mark, quarterly results and company progress are naturally on my mind. I am writing this post on Father’s Day, a quiet Sunday morning that like most inevitably starts with a hot cup of coffee and some time poring over sales forecasts and goals for the coming months. For a moment, my mind drifted back to this time in 2018, as my conversation with … [Read more...]
Improving Productivity Through Efficient Information Flow
With supply chain issues consuming much conversation of late, along with it comes a flurry of questions from consumers to dealers, dealers to sales reps, sales reps to manufacturers, and so on. In normal times having an efficient system in place to answer these inquiries is important, as the alternative squanders resources that could be better spent elsewhere, such as sales and … [Read more...]
Creating Consumer Awareness as a Musical Instrument Supplier
“Build a Better Mousetrap” has been a staple idea among manufacturers, implying that quality alone will have customers banging on your door. And while cream eventually rises to the top, it is a misguided economic principal to think this alone will create a successful business. Over the years, I have worked with companies that concentrate almost solely on product development, … [Read more...]
Circle Gets the Square in Musical Instrument and Pro Audio Sales
Over the years, I have observed that sales occur in cycles, as do many things in our world. While I am not going full-out Lion King on you, there is some semblance of beauty in the “Circle of Sales”. To be most effective, a captive salesperson or rep firm must be planning for success with their vendor management team. You may call this method “Concentric Planning”, which starts … [Read more...]