I Love to Buy!

Now, I May Need Some Help to Sell Thru!

Moderators:

Alan Friedman - Friedman, Kannenberg & Co.

Danny Rocks - The Company Rocks

Meet the Panel• Donovan Bankhead – Springfield Music• Gayle Beacock – Beacock Music• Mike Guillot – Mississippi Music• David Jahnke – Hal Leonard Corporation• Gary Winder – Yamaha Corporation of America

What We Stock

When We Stock

How We Display

How We Market

How We Service

Five Topics to Discuss

What We Stock

- The Product Mix is Changing

Lessons Learned:

Revised Product Mix

Focused on Core Products / Core Customers

Improved Average Sale

When We Stock

- Improve Cash Flow

- Focus on “Sell Thru”

- Establish “Win-Win” Agreements

Lessons Learned:

Improved Vendor Communications

Initiated this Conversation

Created a “Win-Win” Outcome

How We Display

- In our store

- On our website

Lessons Learned:We are compared to the

“Best of the Best”

First Impressions Matter

Use a “Customer” Perspective

How We Market

- Defining your target customer

- Taking advantage of opportunities

Lessons Learned:

Invited Customers Back

More & BetterAdvertising Opportunities

Improved Our Web Presence

How We Service

- Stop focusing on the transaction

- Start focusing on the relationship

Lessons Learned:Made it Easier for Customers to do Business

with Us

Focused on Key Customers

Focused on Customer Needs

Final Thoughts