Despite the absence of a buyer, actions taken here can surely influence sales results
Manufacturers and distributors in the musical instrument and pro-audio business rely upon the nation’s chain stores for a large portion of sales revenue. While there’s no direct contact here with corporate buyers, the physical presence and support is nonetheless quite valuable … [Read more...]
Multitouch, team-based management brings the best results with mega-accounts
As a musical instrument or pro audio vendor, chances are a large amount of your revenue is derived from a handful of key accounts. The consolidation of retail channels over the past two decades further amplified this concentration of business activity, making it doubly important to have a … [Read more...]
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...]
