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-Guitar Hero is all the rage for consumers.
-Need to take a break from searching for the latest gear during The NAMM Show? Here are some celebrity appearances and parties to check out.
-Attendance increased at Music China and Prolight + Sound, and Kenny G made a big splash.
-Improving next month's NAMM Show is like making the 1972 Miami Dolphins better. But NAMM is certainly not resting on its laurels.
-We reveal all of the manufacturer nominees for Music & Sound Awards to be handed out next month at The NAMM Show.
-Counterfeiting on MI products, particularly guitars, may have received minimal national press, but the problem is real and not going away.
-Find out how to sell products your customers are probably not looking to buy.
-M&SR features its second annual independent retailer roundtable. What's on dealer's mind's this year. Are things better than last year?
-Females playing musical instruments now outnumber males, according to a NAMM/Gallup survey.
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-Robert Gault, president of Eminence Speaker, knows a massive amount about China and the pro audio industry. Enough said.
-To say Kurt Ballou, Converge's guitarist, doesn't treat guitars well is like saying the New England Patriots are a decent football team. Ballou had to find a guitar to take a pounding. Here's why he chose First Act's Sheena.
-The amazing story of how Gear Source Music reopened days after a flood took it apart. Spy ventured to the Pacific Northwest to the great city of Seattle. Five minutes with a great wealth of knowledge in the percussion industry, Remo Belli.
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-John Flansburgh, They Might Be Giants' John Flansburgh is a big fan of several independent dealers as well as a host of manufacturers.
-Matt Rubano, the bass player for the red-hot band Taking Back Sunday. Even better, he likes to shop for MI gear.
-Paul English, Willie Nelson has had four wives in 40 years, but only one drummer in that same time frame.
-John 5, When your name is a number, you must be cool. John 5, who played with Marilyn Manson and Rob Zombie, says idolizing Eddie Van Halen was a big mistake. How is that possible?
-Luke Pritchard may be “all together Kook-y,” but he has cool memories from the days he visited retail stores.
-Eddie Ojeda; Lead guitarist for Twisted Sister.
-Will Lee; Getting that gig isn’t easy and took a lot of blood, sweat, and tears.
-Imogen Heap writes songs, plays piano and the nail violin,Does she plan to design her own instrument?
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ACCESSORY TO A DIME
Accessories Can Make the Difference |
| By Brian Berk |
[November 2007 - Page 1] |
Good things come in small packages. Accessories are often the smallest things you sell in your store, but can often provide the biggest profit margins. But you already knew that. The big challenge is your customers never-with a few exceptions-walk into your store planning to buy accessories. That would be comparable to customers entering a music store planning to buy jewel case holders for their CDs or Star magazine at the supermarket. Accessories are impulse buys. So how do you get customers to buy products they are not looking for? We invited six guests to help us sort this out. They are: D'Addario's John Roderick, Shadow Electronics' Joe Melchiorre, Thomas Lotts of Onori Accessories, David Rosenfeld of Stash Picks, Bill Wenzloff of Sound Enhancement Products, and Stage Magic's Jody Page.
Let's begin with the question we just posed. Your customers are looking for the latest guitar, the hottest drum set, or a cool new mixer. Accessories are the last thing on their minds. How do you get people to buy accessories? "The best approach is sales training," said Roderick. "Many music retail sales staffs are great gear people, but have never sold before and find it uncomfortable. They need to be guided on how to ask key 'trigger' questions. 'That's a great guitar. How will you store it? What type of humidifying system are you using? You've got the best sounding amp on the market and a great guitar. What are you using for cables?' Questions like these will get the consumer thinking beyond the initial purchase."
Lotts said you can use two approaches to attack this issue. "Approach 1: Put together a package deal that may contain a strap, pick or pick holder, a box of strings, case, bag, etc. The price level of the package should be in line with that of the product level. Approach 2: If a package deal is not an option, the sales team member should walk his or her customer over to the strap, string, case displays, etc., after the sale to encourage the purchase of these accessory items. The customer most often buys what is suggested."
"With pickups for acoustic instruments, it is a logical extension of the sale," added Melchiorre. "'Do you plan to play in a group?' is a good question to start with. From there, the salesperson can suggest different amplification alternatives."
( continued, next page >> )
[ pages: 1 - 2 - 3 ]
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