Sound Marketing

helping music brands be heard

Triangle Concept in Everyday Selling Situations

My longtime industry friend and mentor Bob Brennan founded Reflex Marketing over 35 years ago based on an undeniably simple yet effective concept. Like the equilateral triangle where all sides are of equal length, so is the nature of the relationship between vendors, resellers and rep firms in the musical instrument and professional audio business. No one entity is more … [Read more...]

Planning for a successful road trip

Preparation is fundamental to success when barnstorming with a vendor guest

When you manage a territory in the musical instrument and professional audio trade, manufacturer and distributor management will want to travel with you periodically. Ideally, this provides an opportunity to leverage the knowledge and skill of your guest, while demonstrating that your … [Read more...]

Psst…want to know the secret of sales?

Putting a lifetime of lessons to work and sharing the “inside story”

I’ve enjoyed a lengthy and enjoyable career in musical instrument and pro audio sales. Curious friends and colleagues ask periodically about dealing with the rejection, self-doubt and unpredictable income that come with the territory. To some, it’s a scary proposition to work without a … [Read more...]

You’ve made the sale – now what?

Adding value and supporting your resellers in the musical instrument and pro audio business

Last week we discussed using the sales funnel, and if all goes well, you’ve received a purchase order from your retail partner. As a sales rep, if you think this is where your obligation ends, you are sadly mistaken. This is really where your job begins—to be certain that … [Read more...]

Tools of the trade — processes for developing a robust dealer network

Utilizing the sales funnel in the musical instrument and pro audio business

Any student of our craft has likely heard of or implemented a “sales funnel” during their career. It’s a tried-and-true method that defines the steps from prospective account identification to the delivery of an opening order. There are tools available to automate this process, but … [Read more...]