Playback - Winter 2009 Supplement - (Page 21)

3 p.m. Participative selling for Music retailers, Part 5: Processing Objections and Closing the sale Presented by Greg Billings, Steinway Piano Gallery of Naples What happens when your customer says “No”? Do you take this as a personal rejection? It is not. Rather, it is an opportunity for you to understand the reason for the objection. Your customer is really telling you that a decision is under active consideration. You will not want to miss this session! Greg will show you how to process your customers’ objections and make the closing a mere formality. Topics covered in this session will include the Objection-Handling System and How to Guide Your Customers Through the Decision-Making Process. sunday, January 18 BreaKFasT sessIOn Hilton Anaheim Hotel, Pacific Ballrooms FREE breakfast served 8 a.m. – 8:30 a.m., first come, first served; Session 8:30 a.m. – 9:30 a.m. 8 a.m. Best in show—This year’s Hottest Products Frank Alkyer, Publisher, Music Inc., and Panel With more than 1,500 companies exhibiting and demonstrating thousands of products at the NAMM Show, sometimes it can be difficult to make sure you’ve seen all the important new items. Join Music Inc. publisher Frank Alkyer and his esteemed panel of retail buyers, media and gear heads as they scour the aisles and dig into the merchandise to find the best products, ideas and trends from the hidden depths of the show. You know as soon as you get home, someone always says, “Did you the see the new…?” and you feel you’re the only person who missed it. The chance to change all that, this rapid-fire, 60-minute snapshot covers what you need to see before leaving Anaheim. 3:30 p.m. Participative selling for Music retailers, Part 6: seeking referrals and the sale after the sale Presented by George Hines, George’s Music People will buy from the people who meet their expectations. Don’t measure the value of your customer by the one purchase they make today. Happy customers will return to make many purchases over their lifetime. And they will promote your store to their friends and family. You cannot buy word-of-mouth advertising. George Hines will show you how to seek customer referrals so that you can make the “sale after the sale.” Topics covered in this session include the Value of a Happy Customer, Asking for a Referral, How to Implement an Ongoing Contact System, and Customers for Life. Idea CenTer sessIOns NAMM Idea Center, Booth #5501 in Hall B Sessions Start Every 30 Minutes 10:30 a.m. I need a Web site: should I Build It Myself or Buy a Pre-Built Model? Presented by Danny Rocks, The Company Rocks You know you need to establish or improve your music store’s online presence. But you may not know how much it will cost to build your Web site. Or how long it will take. Or what resources you will need. You may not even know what you need to know—yet! In this session you will get some answers. At the very least, you will learn from two music retailers who have shared this experience. One retailer will tell you about their decision to build their Web site from the ground up. The other will tell you why they decided to let a service provider do the building for them. 4 p.m. The Key to Managing Music Product Inventory Presented by Alan Friedman, CPA, Friedman, Kannenberg & Company, P.C. You’ve identified the product your customers want, you’ve stocked the shelves and you have a great sales team. But cash is still tight, supplier invoices are aging and we all know why—too much inventory. Even if you guess right most of the time, you’re still going to guess wrong some of the time. How do you fix these buying blunders? This session will teach you how to correct buying mistakes and control your level of inventory. Alan Friedman, a CPA with several music dealer clients, will present his “one-page solution” to managing your entire inventory. 11 a.m. I Have a Web site, now What do I do With It? Presented by Jen Lowe, Boom Boom Percussion Building your Web site is the easy part. To make your site successful, you will need a plan: Where do you get content for the site? Who actually posts it to the site? How do you promote your site? How do you know who is visiting your site? How do you get customers to buy from your site? Jen Lowe and Danny Rocks will answer these questions. They will show you how to create a weekly checklist to make sure your site is set up for success! 4:30 p.m. – special Double session 25 Ways to Lift sales with store design and Merchandising secrets Presented by Chris Miller, President, Pacific Store Designs, Inc. Learn low-cost ways to triple the shop-ability of your retail presence. Get 25 ideas in just one hour—WOW! Chris Miller will share his latest store design secrets and proven merchandising techniques. Whether it’s color, lighting, location, traffic flow, sight lines, focal points or using correct signage, Chris will show you how to implement a positive change in your store tomorrow. Don’t miss NAMM’s model store designer with experience that spans more than 27 years and 3,000 stores. 11:30 a.m. Point-of-sale solutions Presented by Alan Friedman and Daniel Jobe, Friedman, Kannenberg & Company, P.C., and Panel It’s tough enough to find and implement the right accounting software. But it becomes “mission impossible” when you start requiring critical music retailing applications like point-of-sale, inventory control, e-commerce, online rentals and business- Information in this document is subject to change without notice. PLAYback SUPPLEMENT 21

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Playback - Winter 2009 Supplement

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