If you are a business owner, a caring manager, perhaps a commissioned sales person, or even a sales rep for a manufacturer, you should be interested in this month’s installment of “Small Business Matters.”
No matter what your role is in this crazy industry called the Musical Instrument Business, emotions fluctuate intensely because every day we are challenged to be at our best while running on a treadmill of uncertainty. Here are a few inside tips and practices from folks in the industry on ways to keep your mojo workin’
Encourage and lift others by teaching through your trials and tribulations.
As Muddy Waters sang, “Got My Mojo Workin’, but it just don’t workah on you!”
If that is the case for you, let me share what works for me at those times. One of the ways I keep the spirits of my fellow co-workers lifted is to share the disastrous moments I have personally experienced with “difficult” customers. Yes, I know the customer is always right, but that doesn’t mean they’re not slightly impetuous. For example, when a customer’s behavior affects the morale of one of my employees, I try to cheer him/her up by engaging in humor and asking if he or she has ever had a cello thrown at him/her from across the room by an indignant customer, and then, of course, I include… aimed directly at the head. After regaining composure from laughing, I generally find the answer is no. So my retort is to quip, “Then it looks like you still have some things to look forward to and a ways to go.” Usually, the next question is, “Did that really happen?” After I confirm, the employee always asks, “What did you do when that happened? “ I tell them, “As I ducked to keep from getting hit, I reminded the customer she was still under contract and didn’t have damage coverage and, therefore, was responsible for any damage caused to the instrument.” Imagine how well that was received by the irate customer! I promise you, through using the method of commiseration, the employee’s spirts are lifted and you have forged a better bond as well.
Take a lesson from Willie Stargell and Sister Sledge
In 1979, by using the Sister Sledge track “We Are Family” as a theme song, the great baseball player Willie Stargell motivated the spirits of the Pittsburg Pirates, and the entire metropolis of Pittsburgh. The city became gloriously infected with the spirit of unity, and that year the Pirates became baseball’s World Champions.
At times the music business can feel erratic. The professional stories that unfold are not always based in logic, and business trends genuflect to the dollar. It’s no secret that the business “combine harvester” can chew you up quickly.
That’s where perspective on your “business family” becomes even more important because you are not alone, and your store is not an island.
My suggestion is improve your network and actively reach out to other dealers; most will gladly interact and provide support in helping you sort any professional issues you may be experiencing. This help will certainly strengthen every aspect of your business. Take NAMM for example; they are your music family.
Recently I spoke with Brian Reardon of Monster Music in New York and brought up this topic. He shared a few thoughts with me: “What gets me through is that I have the privilege to be surrounded by music each day and [that ]I am constantly surrounded by remarkably creative people.” Dealers across the country are glad to open up about the daily struggles they face, and they are happy to share successes. Keep in mind, they are just as willing to talk about business exasperations.
Remember as a business owner you, too, are a brand…
Be sure to use social media for yourself and not just your business. It is important to keep personal interactions open with the music community. We need to look no further than the most recent and sad passings of Prince and David Bowie to grasp how much our music friends and music industry professionals turn to each other for news and music-related stories. I constantly strive to keep in touch with my peers to assess what they are doing both personally and in business and to see what they believe is working. This comradery lifts our spirits to a more expectant and productive level.
4. Share resources, read the columns, and attend NAMM’s Idea Center sessions
When she speaks at the NAMM Idea Center, Gayle Beacock of Beacock Music (a former NAMM Dealer of the Year) sets the bar high for sharing this best practice example. In order to help other dealers thrive in their businesses, when Gail speaks on a topic, she makes available multiple resources. It’s a practice that shows exactly why Beacock is so successful. Throughout the year I make a point to keep in contact with most of the Idea Center speakers; often I reach back out after I implement an idea they have suggested to let them know of its viability. Also, I always try making myself available to answer any questions from dealers who attend my sessions at NAMM-U.
In closing, always remember, we are all in this together. The music community is, indeed, special, and it is our job to seed the fields of tomorrow. You will definitely come across days where the retail or education aspects of our businesses don’t meet our expectations or perplex us. However, I think all would agree that playing the blues is a sure fire way to get rid of them.
