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...]
Time is on your side…
Taking advantage of an extended period working from home Most of us in the musical instrument and pro audio trade are in the same COVID-19 boat, regardless of our role. We are mostly working from our abodes, trying to make sense of the situation at hand, and otherwise assessing what appears to be a rather bleak picture. Suppliers, rep firms and retailers are adjusting to an … [Read more...]
Don’t Fear the Reaper…
Take the long view, as “this too shall pass” Recent weeks have been quite unnerving for us all, in the wake of the COVID-19 “coronavirus” outbreak. Financial markets have tanked as media reports come in, and fear of the unknown can be gripping, to the point of debilitating for some. While reacting negatively to such news is understandable, now might be a good time to step … [Read more...]
You had a great NAMM show, what comes next?
The party’s over, now the real work begins... It was quite an event, without question a memorable one for me personally. At dawn on Friday, January 17th, I was crossing Katella Avenue after preparing for a vendor meeting at the Starbucks across from my hotel. In a freak accident, I was struck by a pickup truck and thrown to the curb. The laptop bag I carry on my right … [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...]
My lasting musical contribution to the keyboard industry
In 1986 I was working as a customer service representative for Ensoniq Corporation, a disruptive music technology company at the time. Up against leviathans such as Yamaha, Korg and Roland, three former Commodore Computer heavyweights had managed to one-up the competition with the arrival of the Mirage, an affordable sampler that had taken the market by storm. Next up was to … [Read more...]
Leading by example in the sales and marketing world
During my 39 years in the musical instrument and professional audio business, I have experienced firsthand the good, the bad, and the downright ugly when it comes to leadership qualities. I’ve been fortunate to have learned from some outstanding leaders and observed some of the worst to determine “what not to do”. The key from my perspective is to lead by example and be willing … [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...]
Proposal Writing in the Musical Instrument and Pro Audio Business
One thing I’ve learned over the years as a sales rep is that “one size does not fit all”. The days of heavy-handed manufacturer demands are over, save the exception of a few mega-brands that continue this distasteful practice. I have yet to meet a dealer who was impressed or appreciated the one-sided conversation and threats of termination that came along with this … [Read more...]