Resources

The Antidote For A Shrunken Industry Survival has become a common goal for the industry, and closest to my heart, the independent dealers who serve the piano needs of their respective communities. The narrative of late has been this question, ”Are you a part of the survivor’s club?” The pie, the whole of the piano sales to be had, has indeed become a ghost of what it was in its heyday. The talk at industry cocktail parties often harkens back to the “good ole days” when the p

How do you define a good sales day? One without rejection? A day where the consumers of the world are more receptive than normal? A day with a significant sized sale surely qualifies. A day where you score an appointment that sounds and feels like a great potential deal. The day at the end of the month when you’ve met your sales goals, that is a great day, especially if you met a company goal and won a bonus! That is definitely a good sales day. The good sales days I want to

In a recent internal organizational meeting, I asked our staff about what we could improve on from last year and we were pretty much on the same page, knowing the things that needed improvement and what the priorities are. "How we can best serve our clients' needs" was the topic and something great came out of that 2026 kickoff meeting. My staff, which I affectionately call the “A Team", had the opinion that we are poised to be operating at an unprecedented high level in the

REVISTING A FOUNDATIONAL SALES ARTICLE How using a chronological order of sales activity and marketing can be the most profitable element to pay attention to… So that’s how we should sell everything, right? Send people pictures and prices via email and text, and sell luxury goods based upon them seeing a picture of the right thing and liking the price… simple. That should work – NOT. Yes, it does in the world of e-commerce when moving commodities and items with universal appe