Playback - Winter 2009 - (Page 19)

(L-R) Winston Dutton general manager, and Gary Francisco, director of sales, in Nick’s Sabre Springs store. planned to buy the business from La Grandeur’s owner, but the two men couldn’t agree on a price. When the company’s new owner took charge, Nick was quickly motivated to strike out on his own. to open a store, but our company simply couldn’t be where it is today without our great team of employees. Hiring right, training right and rewarding right while maintaining a healthy sense of humor are the keys to a good business—and what gives us the ability to be passionate about our work and succeed in the marketplace.” Hiring right, training right and rewarding right while maintaining a healthy sense of humor are the keys to a good business—and what gives us the about our work.” ability to be passionate He found his niche: serving school music programs. “We rent, sell, repair and teach band and orchestral instruments, and our team of road reps visits schools to service the needs of the music programs. “I liken the business to gardening,” Nick explains. “We’re the guys you go to for help in making your garden grow. We help you plant the seeds of little musicians and are there to nurture them as they grow.” Nick Rail’s Guiding Principles As Nick’s customer base expanded, so did his business and he now owns five locations in Southern California. He believes first impressions are important in this business and works hard to keep his stores inviting. “Store appearance is crucial to good business and its importance increases every year as more and more ‘the mom’ becomes our primary walk-in-the-door customer. Moms want neat, moms want clean and pretty, and moms want a sales presentation directed with their interests in mind.” And while his band program is flourishing, Nick believes you have to be entrepreneurial to survive and grow in today’s challenging market. “Some of our best promotions have been NAMM’s New Horizons band, which has more than 100 members, and Yamaha’s Sounds of Summer, a program we’ve had excellent results with for 20 years straight.” Nick also credits his stores’ success to having a great crew. “It may have been my idea 1 2 3 4 5 Define your niche and then work your niche—don’t try to be everything to everybody. Gradual growth is better than rapid growth. The obvious traits of hard work, tenacity, perseverance, honesty, respect and open-mindedness. Embrace the Internet and technology. Keep a smile on your face. Without a sense of humor, it’s not even worth getting out of bed in the morning! WINTER 2009 19

Table of Contents Feed for the Digital Edition of Playback - Winter 2009

Playback - Winter 2009 Contents From the President NAMM Events Music in the News A New Year... a New Look at Technology Commercial Retail Reps in the Field Washington Watch International New Domestic Members NAMM Foundation Music Notes Resources Viewpoint

Playback - Winter 2009

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