RSSCategory: Columns

A Problem Beneath the Surface

A Problem Beneath the Surface

| February 19, 2014 | 0 Comments

One thing that concerns me about our industry’s future is the mismatch between growing interest and instrument availability, particularly in the school music market. What makes it difficult to suss out are the strong enrollment numbers many programs seem to have. That means many school music dealers are faced with plenty of rental instrument requests, […]

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What’s The Most Important Department in Your Store?

What’s The Most Important Department in Your Store?

| January 24, 2014 | 0 Comments

It’s always a pleasure to visit dealers. At a recent store visit here in Wisconsin, I had an interesting conversation with a few repair techs. We discussed a variety of ways in which brick-and-mortar stores use the Internet to sell their services. It was surprising to me that they never really thought about selling their […]

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I Need To Know

I Need To Know

| January 23, 2014 | 0 Comments

The most frustrating aspect of writing a sales training column is not knowing whether my readers apply what I teach them and, thus, increase their sales. I get some e-mails that tell me some of you are using my information to become a better salesperson, but I don’t receive enough to be sure I am […]

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Don’t Capture Market Share… EARN IT

Don’t Capture Market Share… EARN IT

| January 23, 2014 | 0 Comments

As I write this, Black Friday (including myriad Black Friday previews, Black-giving holiday openings, Web releases, preview extensions and the ironic “me-too” Cyber Monday previews) has come and gone, and the sloppy, cynical, somewhat desperate selling season has begun—if this distended, scrambling mess of a season can actually be said even to have a beginning. […]

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The Center Of It All

The Center Of It All

| January 23, 2014 | 0 Comments

Palatka Music Center has been offering a one-stop shop for the 11,000 residents of Palatka FL since opening its doors on October 29, 1979. The store not only offers a full-line selection of musical instruments and merchandise, but also boasts three lesson rooms, a performance area and a recording studio, which are designed to offer […]

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Changing Of The ‘Gard’s’

Changing Of The ‘Gard’s’

| December 20, 2013 | 0 Comments

Gard’s Music was a mainstay of Glendora CA since opening in 1978, delighting the local MI community for generations. Daniel, Christy, Matthew and Ellen Sandt purchased the store in 2008 and, since then, what had been a small family business with a more-than-30-year legacy has developed into an ever-growing MI chain that strives to maintain […]

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Let’s Make Lots Of Green In 2014!

Let’s Make Lots Of Green In 2014!

| December 19, 2013 | 0 Comments

  If you are cheering…Good Job! If you are crying…then do better in 2014! However, you can only do better if you have a good plan. Without a plan, you might be crying next year, too. You have 12 months to get it done. Put another way, you have 52 weeks to get it done. […]

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OLD WAYS WON’T OPEN NEW DOORS

OLD WAYS WON’T OPEN NEW DOORS

| December 19, 2013 | 0 Comments

A friend recently posted the quote on Facebook: “Old ways won’t open new doors.” The message inspired dozens of likes and comments, with many posting similar adages. It made me think about how he used social media to share this truism and the reactions that it caused. Social media for music retailers is one of […]

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Skill Set

Skill Set

| December 18, 2013 | 0 Comments

Over the last few months, I’ve been talking about the fact that our real business—or, at least, our business moving forward—is selling not the products but, rather, the experience of making music, at least in terms of our mindset and approach to our customers. So, imagine my surprise when I heard “Shark Tank” billionaire Mark […]

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More Than A Game Of Chicken

More Than A Game Of Chicken

| November 15, 2013 | 0 Comments

Since opening on November 6, 1996, Matt’s Music Center has made a name for itself as a destination for guitar collectors and musicians alike. They’re also likely remembered as the guys in the chicken costumes. No, really! Matt’s Music Center 1597 Main St. Weymouth, MA 02190 781-335-0700 www.mattsmusic.com Mon-Thurs 12pm to 8pm Fri 12pm to […]

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