Business & Marketing

Product Knowledge Is Paramount

Today’s consumers are digitally connected and socially networked. Before walking into your store, they have already done their homework, especially on items tha...

Key Qualities For Success In Sales

By the time this article is published, I will be celebrating my one-year anniversary at Hartland Music. For most of my career, I’ve been on the wholesale side o...

5 Tips For Telling A Better Story

A common theme derived from sessions at the NAMM Show that I attended, or participated in, was building customer engagement. After taking time to let this s...

Buyers Are Liars!

In the early part of my career in the music products industry, I had the privilege of working for Greg Billings in Milwaukee, selling pianos. It was an inte...

Have The Guts To Charge More

In the early ’80s, I found a book written by Tom Peters entitled “In Search of Excellence.” It offers advice on, and insight into, the art and science of bu...

The Importance Of Vendor Training

In today’s competitive market, the process of sourcing vendors effectively to reduce costs is now only the start of the relationship-building and trust-buildi...