Account managers in the musical instrument and pro audio business can affect their own destiny
A recent trip down memory lane brought back reflections of days gone by, but has anything really changed? Yes, retail channels have consolidated, and the rise of e-commerce has made an indelible mark on our business. Rather than complaining about the upheaval, how … [Read more...]
Musical instrument and pro audio road reps have the world at their fingertips today
One sunny morning in 1987, I drove north on Route 15 from Frederick, Maryland, to Harrisburg, Pennsylvania. I had recently taken on the Mid-Atlantic Region for Ensoniq, an up-and-coming manufacturer of synthesizers and sampling keyboards. My wife and I had pulled up stakes and … [Read more...]
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...]
Understanding buyer and staff psychology can improve your sales effort
Manufacturers and distributors in the Musical Instrument and Professional Audio trade have a vested interest in understanding buyer psychology. If you can connect empathetically and meet the buyer’s needs, prospects for revenue growth go up. All buyers are not alike, but they do have similar … [Read more...]
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 … [Read more...]
