RSSCategory: Columns

Disintermediation

Disintermediation

| September 22, 2014 | 0 Comments

Sometimes, my column is triggered by a news item; often, one specific encounter within our industry is the inspiration. But there are times when little bits of information from the world at large start sticking together and I sense a change in the Force, so to speak. Call it taking the pulse or sampling the […]

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You’ve Got To Let Them Know <strong>YOU’RE HERE</strong>

You’ve Got To Let Them Know YOU’RE HERE

| August 25, 2014 | 0 Comments

In all my travels as a rep, I can’t remember ever talking to a dealer about advertising. I can’t remember the last time I saw a television commercial for an independent music store, either. You’ve got to let customers know you’re here and you want their business. You have to allocate at least five percent […]

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<strong>Frequent Flyer</strong> Meets Frequent Buyer

Frequent Flyer Meets Frequent Buyer

| August 22, 2014 | 0 Comments

Loyalty programs, although appearing to be the latest trend, have been around for many years. An early pioneer, S & H Green Stamps, was based on rewarding consumers with stamps redeemable for appliances and other merchandise. An innovative, modern-day loyalty program was launched in 1981 by American Airlines and was quickly duplicated by its competition […]

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Adults Rule

Adults Rule

| August 21, 2014 | 0 Comments

When I first entered this industry more than 30 years ago, I was struck—and charmed, really—by the adults I encountered who wanted to make music. As a person who began playing as a student and never stopped, I didn’t really think about being a former player, let alone what it would be like to have […]

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In the Key of Middle C

In the Key of Middle C

| August 20, 2014 | 0 Comments

In the 12 years since Myrna Sislen took over as Owner of Washington DC’s Middle C Music, she has become known as a tireless advocate for the independent music retailer. Whether she is giving a seminar at the NAMM show, lobbying for music education on Capitol Hill or hand-delivering instruments to needy children in South […]

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Sax And Violins In Tucson

Sax And Violins In Tucson

| July 21, 2014 | 0 Comments

Neither Michael Faltin nor his wife, Leslie, dreamed of becoming business owners. He was a band director, musician and former member of the Drum Corps. She earned her Bachelor’s degree in Chemistry. However, when Michael began teaching music in the local middle schools, “I was frustrated with music store choices in our town and saw […]

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113 Years Of NAMM

113 Years Of NAMM

| July 21, 2014 | 0 Comments

Here you are at the NAMM show again. Did you know that NAMM is 113 years old? There was a book published in 2001 called NAMM 100th: A Century of Service to the Music Products Industry, written by Jane Freundel Levey. The reason I know this is I have a copy of the coffee-table book […]

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Beat Your Competitors At Their Own Game

Beat Your Competitors At Their Own Game

| July 18, 2014 | 0 Comments

Whether you realize it or not, your competition is watching you. They scrutinize your activities and look at your strengths and weaknesses. They take this information and adapt it to drive their own sales and marketing efforts. More importantly, they look at your weaknesses to try to develop ways to woo customers away from you. […]

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Guitar Center and Behringer Play Hardball

Guitar Center and Behringer Play Hardball

| July 18, 2014 | 0 Comments

I’m sure most of you caught the news in mid-May that Guitar Center served Behringer walking papers, dropping its products and terminating the business relationship. It seems our industry’s largest brick-and-mortar chain is fed up with, as the quote read, “Behringer’s revision to untenable business terms late last year and a continuous history of attempting […]

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OJT: On The Job Training

OJT: On The Job Training

| June 25, 2014 | 0 Comments

When I enlisted in the U.S. Air Force, the recruiter told me I could either go to a technical training school or get OJT. Not knowing what “OJT” was, I asked him, “What’s that?” He said, “On the job training. You will go to an assignment and they’ll teach you how to do your job.” […]

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