santaHAT-Q4I’m sorry to say that I missed the Summer NAMM show in Nashville because of health issues.
My cardiologist told me not to go because of breathing issues. I have congestive heart failure and, when the fluid builds up, breathing becomes difficult and I have to eliminate the fluid. I just can’t seem to improve upon my attendance record of 75 NAMM shows. I’ll keep trying, though!
Enough medical talk. I hope you all had a great time in Nashville and accomplished everything you wanted to.

Now, let’s talk about what you will do to improve your business for the rest of this year.
I’ll admit that August has always been my toughest month as a rep and as a retail salesman.
The good news is the last quarter of the year is on its way, so now is the time to plan how you will get all the business you can.

No person has
succeeded without the
help of others.

You have to make sure
that your sales force
is positive and that it’s
committed to making
your business a


How do you do this?
By telling the team it’s
what you expect from

September is back-to-school month. Things will get back to normal, and you certainly want your customers thinking about the upcoming holidays.

The theme has to be “Layaway for Christmas now!”

Offer a discount on all layaways and, of course, store the gifts until Christmas Eve.
I know from personal experience that this is very effective: You will have nearly half your holiday sales in store in September.

Customers can mail in payments toward the layaways or come in to make a payment.

The good news is, when they come in to make a payment, they’ll usually add another product to put on layaway.

If you’ve never done this before, you will be…

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