Browse Popyk, Bob

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Title	Type	Date	Words
Accordions a niche worth considering: if you really want to see a thriving underground music scene, go to an accordion festival.		Dec 1, 2009	925
Why Snail Mail still works! Email is great, but customers still react to a piece of paper in the mail, and retailers find that direct mail really pulls.		Nov 1, 2009	1039
Looking back to understand the future: current challenges closely mirror the problems of past recessions. They also suggest that great times are around the corner.		Oct 1, 2009	966
Numbers were down, spirits were up: despite fewer exhibitors and attendees, summer NAMM was surprisingly upbeat as the industry recalibrated strategies to address the current recession.		Sep 1, 2009	1043
The meaning of "community involvement": with a creative approach to supporting musical activities in your community, you can polish your image, increase store traffic, and improve your sales at a nominal expense.		Aug 1, 2009	855
Hope is not a good game plan: wishing for better business results isn't enough to get you through this recession. If you want to survive and thrive, start by attending the NAMM Show In Nashville.		Jul 1, 2009	1397
Don't get stuck in the past: the "good old days" weren't that great anyway. To succeed you have to live in the present.		May 1, 2009	1119
The power of passion: lessons from a hard-charging door-to-door vacuum salesman, and how referrals and the right attitude can trump even the toughest recession.	Interview	Apr 1, 2009	1104
Go out and get people into your store: the wit and wisdom of KISS's Gene Simmons, how to turn a kazoo into a $400 sale, and other thoughts after spending four days at the NAMM show.		Mar 1, 2009	1074
It all comes down to numbers: how much you sell depends on how many people you talk to each month. Herewith, some thoughts on how to reach more people without spending a fortune.		Feb 1, 2009	1018
How to handle the "neo-hagglers": there's nothing like a tough economy to bring out the larceny in consumer's hearts. Some thoughts on how to avoid giving away the store when customers come in looking for a special deal.		Jan 1, 2009	1216
Dealing with customers you hate: when it comes to those incredibly annoying customers who drive you up a wall, forget the "Golden Rule" and apply the "Platinum Rule." It will help you weather the economic storm.		Dec 1, 2008	1159
Accordions are more than a punchline: hi-tech Roland V-Accordion expands the popularity of the world's most derided instrument. Is there an opportunity here?		Nov 1, 2008	1201
"Flat" is the new "up": lessons in a positive attitude from Canadian retailers and some insights into reaching markets you may currently be ignoring.		Oct 1, 2008	999
How to stand out in a crowd: create a commercial for your store that can be used everywhere that truly communicates what makes you unique.		Sep 1, 2008	875
Store events spur customer participation: how special events, ranging from in-store concerts to "VIP" nights, can build store traffic and blunt internet competition without busting your promotional budget.		Aug 1, 2008	887
Just one more thing! How four simple words can more than double the gross profit on a sale. And if customers object, just tell them you're doing your job!		Jun 1, 2008	976
Ask not, get not: there are a lot of ways to close a sale, but all require that you approach the customer, engage them in conversation, and ask them for their business. Herewith, some thoughts on how to get more business from the people coming into your store.		May 1, 2008	1061
Had a senior moment lately? Believe it or not, science shows that making music is like the fountain of youth! How to translate these findings into new business.		Apr 1, 2008	1036
Now that was a NAMM show! Huge turnout reflects continued opportunity in the music industry. A few thoughts on how to take advantage of it!		Mar 1, 2008	1124
A great untapped market: if you want to grow your business, start by looking beyond the teenage demographic. You may be surprised by how many new customers you find.		Feb 1, 2008	1412
Going where your competition isn't! The key to profitability is finding untapped market niches where you don't have to compete with everyone on price. A few thoughts on how to find them.		Jan 1, 2008	1094
Toy makers see opportunity in music: if you can't beat them, join them. Rather than look down on people who buy musical toys, view them as potential customers who have already expressed an interest in music.		Dec 1, 2007	912
All you have to do is ask! If you ask people to buy, believe it or not, your sales will actually increase. Thoughts on overcoming the fear of rejection that keeps salespeople from acting on this basic truth!		Nov 1, 2007	937
Thinking inside the box: instead of focusing only on getting new customers, what about making your store a more enjoyable place, so your existing customers will spend more time there?		Oct 1, 2007	955
Thoughts on NAMM in Austin: maybe there weren't that many people there, and maybe some were disappointed. But it was a great learning experience for those who went, and a lot of fun as well.		Sep 1, 2007	944
The difference between functions & goals: the function of your business is to create customers. Your goals are up to you. Why not make a list of them to clarify your thinking and better direct your efforts toward achieving them.		Aug 1, 2007	940
All things are not equal, especially price: some thoughts on how to create perceived value and build customer trust so you don't have to continually match every lowball price that comes along on the internet.		Jul 1, 2007	894
Salespeople must be self-starters: competition is tougher, producing targeted, effective advertising is more challenging, and customers are jaded. The only way to break through is by having motivated, creative salespeople.		Jun 1, 2007	1022
Is great service a given at your store? The function of your business is not to make a profit. It's to attract and retain customers. Do that and everything else will take care of itself.		May 1, 2007	882
Are you set at "full speed ahead?" Think laterally when you reach the "end of your rope." Don't just try to climb back up, try swinging to another rope!		Apr 1, 2007	1026
A show for the record books: the music business is a fun business, and the more money you make at it, the more fun it can be. NAMM is there to help.		Mar 1, 2007	931
Competing with mass merchants: they may be big and have deep pockets, but they are hardly invincible. Some thoughts on how independents can exploit the weaknesses that are inherent in any large retail operation.		Feb 1, 2007	980
Wanna Play? NAMM's latest promotional campaign is designed to drive a new demographic into your store. Will you be ready when they start to show up?		Jan 1, 2007	1084
Stop improving and the competition will catch up! Big or small, you have to keep moving forward to survive. Rather than attempting to go toe-to-toe with larger rivals, try ignoring them and focusing on your unique strengths.		Dec 1, 2006	1111
"Easy play" gets them in the door; the enduring popularity of the harmonica illustrates just how interested people are in making their own music. How can you translate that interest into more sales at your store?		Nov 1, 2006	1132
Attitude is everything! Think business is bad, that your situation is hopeless? You're probably right. No one wants to buy from a place where business is bad. Success breeds success. Try looking the part, even if you have to fake it.		Oct 1, 2006	1066
I'm glad I went to Austin: the attitude was upbeat as proactive retailers drew energy from suppliers who were probing new ways to cater to a changing market. I hope they do it again!		Sep 1, 2006	919
How old are your customers? The 12-to-30-year-old demographic is still the industry's prime customer base, but older players offer a rich opportunity for additional sales. What are you doing to address this market?		Aug 1, 2006	1099
Why don't you have a store newsletter? A well written newsletter is a subtle and inexpensive way to remind indifferent prospects about you why you are better than the other music stores in the area. It's a great value-added service too.		Jul 1, 2006	868
Do you run a clean business? Cleanliness is next to Godliness, and it also helps boost retail sales. If you are a small to mid-size music store competing with much larger competition, don't let anyone get the best of you in the cleanliness department.		Jun 1, 2006	874
Avoid crisis-driven advertising programs: sifting through all the advertising channels to reach your customers is more complicated than ever. Be sure to take your time and analyze carefully. Otherwise you'll burn through a lot of money quickly.		May 1, 2006	857
A look at how far NAMM has come: dues are lower, services are better, and the shows are bigger. The only thing that hasn't changed? It's still an organization made up of great individuals.		Apr 1, 2006	1012
Ten great salespeople you never knew: some of the incredible talents who are no longer with us, but whose accomplishments continue to inspire.		Feb 1, 2006	1461
No more slow days!: When it comes to generating store traffic, creativity will outperform a big budget every time. Herewith, some unusual and low-budget ideas that will put more customers in your store.		Jan 1, 2006	1319
How to follow your dream: good guys do finish first! Lessons from my friend Vinnie Falcone, the consummate gentleman, who parlayed his skills into a gig with Frank Sinatra.		Dec 1, 2005	1222
Where's your next customer coming from? You don't have to take big newspaper ads and blanket the airwaves to generate store traffic. Take a lesson from other industries and try a combination of personal notes, coldcalls, and email blasts next time sales slow down.		Nov 1, 2005	1247
Instead of customers, employees come first: take a lesson from Wegmans, a regional grocery chain that Fortune says is the best company in the country to work for. If investing in peole works well for them, think what it could do for your business.		Oct 1, 2005	953
Why direct mail still works: email may be cheaper and easier, but snail mail still delivers better results. Maybe it's because envelopes feel more personal. Maybe it's because customers like to hold something in their hands.		Sep 1, 2005	977
The best salespeople of all time!		Aug 1, 2005	1075
Lessons from Burma-Shave: for those old enough to remember, the famous Burma-Shave billboards were the first real "guerrilla" marketing. In the age of email, billboards are no longer viable, but the Burma-Shave campaign still offers guidance for anyone trying to market on a tight budget.		Jul 1, 2005	1178
What happened to the organ market? Was there ever really any demand for those big keyboards or was it just a question of selling consumers with the promise of free lessons and easy musical fun?		Jun 1, 2005	1022
Music teachers--nicety or necessity? If you don't have a teaching program in your store, you may by overlooking a major promotional opportunity, not to mention a clear-cut way to separate yourself from the major chains.		May 1, 2005	1005
Eternal truths of selling: the techniques outlined in a 75-year-old Baldwin selling manual still work today--listen to your customers, address their objections, and know your product inside and out.		Apr 1, 2005	824
What a great show! Excitement, great music, amazing new products ... no wonder thousands make it a point of going to NAMM. Is this a great business or what?		Mar 1, 2005	1070
Ukranian wisdom on language fraud: selling means listening to the customer and answering their questions, not just trying to hustle them out the door as quickly as possible.		Feb 1, 2005	910
Is 50 the new 30? Demographics, as they say, is destiny, and with Baby Boomers entering their 50s, the market is changing. Have you considered how to reach this large and lucrative market? If not, you're leaving money on the table.		Jan 1, 2005	902
Are group lessons the key to growth? Organ dealers once used education to tap a market of affluent hobbyists. Can we use the same playbook to sell other types of music products?		Dec 1, 2004	1367
Are you pursuing the 50 and over market? Over the next 16 years, the 50 and over demographic will increase by 74 percent. What's your plan for addressing these customers?		Nov 1, 2004	1081
Appealing to a graying market: music products appeal to a broadening demographic mix, and if you can't relate to people over 55, you're missing out on the fastest growing segment of the market.		Aug 1, 2004	915
Looking big on a small budget: the right merchandise mix, display fixtures, and promotional strategies can enable independent retailers to successfully compete out of a small storefront. Want to make more money in a small store? Read on.		Jul 1, 2004	1243
Why small is beautiful: smart retailers in every line of business realize that accessory items are the biggest profit producer. The margins are good, they turn fast, and with a little effort they can transfrom your bottom line from good to great!		Jun 1, 2004	907
It's the customer, stupid! The first contact with a customer should be positive, no matter what. Telling them that they made a dumb purchase will send them out the door faster than anything else.		May 1, 2004	1021
The impact of low-priced horns: no one knows for sure what low-priced horns on the shelves of Wal-Mart means for the school music business, but a lot of people have interesting theories. Below, we share some of the wit and wisdom of industry retailers, suppliers, and technicians.		Apr 1, 2004	1419
More fun than Disneyland! Great seminars, Mariachi Divas, new marketing concepts, products that blow your mind, and a whole lot more make NAMM the best show on earth. If you missed it, too bad. Better luck next year.		Mar 1, 2004	976
Band instruments and wrist watches: as band instrument retailers confront a flood of cheap Chinese imports, not to mention Wal-Mart, they should take some comfort from the watch business. Rolex and Cartier copies abound, yet a lot of people still want the real thing!		Feb 1, 2004	926
Outside events ... still profitable? Outside sales still work, but they're a bit like rolling the dice with a lot of money on the table. And, like in Las Vegas, you have to know when to change tables, change your strategy, or just plain quit.		Jan 1, 2004	840
Fair pricing is in the mind of the beholder: if you establish a need that is high enough, you don't have to start whacking away at the price because that's what you think will make the sale. Features, benefits, and need will get you more margin, along with the opportunity to stay in business.		Dec 1, 2003	897
No one leaves this business alive: what is it about the music industry that keeps people hard at work long after retirement age? Successful real estate agents quit as soon as they can. Same with insurance guys. Obviously, there's something about music that makes it hard to quit.		Nov 1, 2003	952
How do you compete with eBay? At the NAMM show in Nashville, we posed this question to a panel of successful retailers. In the space below, we present their often surprising responses.		Sep 1, 2003	1396
The power of suggestive selling: do you try to help customers with their decision to purchase? do you suggest add-ons? do you tell them what the really hot items are that you have in stock and that everyone must have? if not, you may be losing easy sales. (Bob Popyk On Selling).		Aug 1, 2003	859
Educating the customer: it's not enough to bring hundreds of students into your store for lessons. If you don't want to have them buying on eBay, you have to let them know what you sell, what nice people you are, and why they would be foolish (and time-wasters) to go anyplace else. (Bob Popyk On Selling).		Jul 1, 2003	938
Getting more from current customers: there are hundreds of ways to build your business besides running another SALE! SALE! ad. For starters, your best source of more business is from your list of current customers. Some thoughts on creative ways to build repeat business and stimulate store traffic. (Bob Popyk On Selling).		Jun 1, 2003	847
Never tell anyone business is bad: they won't feel sorry for you--they just won't do business with you. Success breeds success. Act successful, look successful, sound successful, and success will follow. (Bob Popyk On Selling).		Apr 1, 2003	901
Outside sales events need more than a big checkbook; success depends on planning, advance appointments, and hard work. (Bob Popyk On Selling).		Mar 1, 2003	900
Outside events--do they still work? An analysis of how to generate business outside the four walls of your store. (Bob Popyk On Selling).		Dec 1, 2002	1894
Think you can't afford celebrities at your store? Think again! Local celebrities properly used can create dynamic sales events! (Bob Popyk On Selling).		Nov 1, 2002	962
How easy are you to reach via email? Your customers use email and you should too! (Bob Popyk On Selling).		Oct 1, 2002	878
The human side of selling: does your personality come through in your presentations? If not your customers are probably not listening. (Bob Popyk On Selling).		Aug 1, 2002	1086
Customer service is customer retention: it costs a lot to get new customers, so try to keep the ones you have! (Bob Popyk On Selling).		Jul 1, 2002	1239
The easy way to handle complaints: take care of a disgruntled customer properly and you can build loyalty. (Bob Popyk On Selling).		Jun 1, 2002	887
The key to promotion ... keep it simple, do it often! Promoting your business is more art than science, some thoughts on how to do it without denting your checkbook. (Bob Popyk On Selling).		May 1, 2002	802
Asset or liability -- what is the phone to you? The person answering the phone is quarterbacking the business ... most buying decisions are based on how you were treated on the phone! (Bob Popyk on Selling).		Apr 1, 2002	925
Bill Gard would have been proud; thoughts on the evolution of the NAMM show. (Bob Popyk On Selling).		Mar 1, 2002	884
Does your direct mail stand out? Times have changed and without a clever hook, your mailing piece is destined for the trash can. (Bob Popyk On Selling).		Feb 1, 2002	904
The ten greatest salespeople of all time: remembering the people who built the industry. (Bob Popyk on Selling).		Jan 1, 2002	1228
The day the world changed: September 11th will long be remembered as a turning point thoughts on what to do now. (Bob Popyk On Selling).		Dec 1, 2001	1091
Are your employees stupid? Why managers berate their employees in front of customers--and some thoughts on a better way of doing things. (Bob Popyk On Selling).		Nov 1, 2001	1065
The main ingredient for increasing sales: if you don't truly believe in what you're trying to sell, find something else to sell or pack it in! (Bob Popyk On Selling).		Oct 1, 2001	988
KEEP IT SHORT AND SWEET.		Sep 1, 2001	994
HOW WELL DO YOU KNOW YOUR PRODUCTS?		Aug 1, 2001	885
GETTING YOUR NAME OUT THERE.		Jul 1, 2001	945
The shortes distance between two points; at the heart of sales success is the ability to ask the customer for the business. (Bob Popyk On Selling).		Jun 1, 2001	922
CLOSING IN THE 21ST CENTURY.		May 1, 2001	896
AN ENDLESS STREAM OF CUSTOMERS.		Apr 1, 2001	974
DO YOU KNOW JACK?		Mar 1, 2001	960
BIGGER ISN'T ALWAYS BETTER.		Feb 1, 2001	989
RELYING JUST ON WALK-INS?		Jan 1, 2001	1124
DO YOU TELL YOUR CUSTOMERS THEY'RE STUPID?		Dec 1, 2000	1037
DO YOU REALLY BELIEVE?		Nov 1, 2000	1142