Columns

‘Get Dressed And Go To Work’

By Rebecca Apodaca Anker Paulsen asked his son, “What are your plans?” as he stood at the end of his son’s bed, the morning after Jim Paulsen graduated from ...

Melting Pot

By Dan Vedda Over the last couple of months, we’ve been talking about transforming our industry’s retail approach a la Walt Disney (creating a thorough and e...

‘Eat A Bug’?

By Rebecca Apodaca It could be said that Gordy Wilcher dropped “da bomb” of a music store on Owensboro KY when Owensboro Music Center (OMC) was founded in 19...
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New Demographic

By Dan Vedda Last month, I talked about Walt Disney and his relentless focus on the customer experience. I think that his approach can be applied to the ...
Elderly Instruments

‘Elderly,’ And Definitely Wiser

By Rebecca Apodaca For a man who runs a music store called Elderly Instruments, Stan Werbin is hard to keep up with, even in his speech. He was difficult to ...
NO 'BE-BACKS'

NO ‘BE-BACKS’

By Gene Fresco The greatest loss of sales is from the “I’ll be back” objection. Most salespeople don’t know how to overcome the “Be back” objection or th...