1. Course Title 7 Ideas to Thrive in Any Economy Danny Rocks, George Hines, Gayle Beacock, Robin Walenta, Kevin Cranley

2. Meet the Panel Kevin Cranley – Willis Music Robin Walenta – West Music Gayle Beacock – Beacock Music George Hines – Georges Music

3. Coaching for Success Kevin Cranley Willis Music

4. Plan, Dont Panic Robin Walenta West Music

5. Discourage buying into the theory that recession means failure, rather plan ahead to increase efficiency and win a larger share of the available opportunities Now is the time to be prudently aggressive in the marketplace. Actively seek out new business, and perhaps add a sales associate or two or an extra service to give you a competitive edge. –Dont skimp on service and quality by being understaffed. Identify the organization's critical objectives and have measurement tools in place to ensure they are being met. Plan, not Panic

6. Digging for Gold Polishing Diamonds Gayle Beacock Beacock Music

7. Increasing In-store Traffic In-store Events George Hines

8. Increasing Store Traffic Events and Clubs By George Hines – President of Georges Music

9. GEORGES MUSIC West Palm Beach Events

10. Consider Free and Paid Events Why paid events? Creates Value Creates Exclusivity Extra $ Income Creates Guaranteed Store Traffic

12. Paid Event Stats Lead Guitar Class in October –6 attendees –$120 in ticket sales Recording Workshop Series in October –2 events, 10 attendees per event (20 total) –$600 in ticket sales Blues Guitar Class in November –10 attendees –$200 in ticket sales The Recording Institute in November/December –4 events, nearly sold out – 36 attendees for entire series –$730 in ticket sales Rock Guitar Class in November –6 attendee –$120 in Ticket Sales Guitar Setup Class in November –5 attendees –$100 in ticket sales Uke Beginners Clinic –14 attendees –$140 in ticket sales

16. The BLUES is KING

17. Product Specific

18. ¡Ahora en español!

19. Summary of Sales/Attendance Ticket Sales Over 30 days – $ 2,000 + Customer Traffic Over 30 days – Approximately 340 additional customers from paid and unpaid free events

20. Using Clubs and Permission Marketing to Reach Customers

24. EVENTS AND CLUBS New Stream of Income - $$$$ Increase Store Traffic - PPD Build Loyalty and Repeat Customers

25. Flex Time Schedules Cross-train Employees Submitted by Multiple Dealers

26. The Customer Pyramid Robin Walenta George Hines

27. Rest of the World Prospects and Suspects Inactive Customers Active Customers Top 20% of customers deliver 80% of revenue and 100% of profit Bulk of marketing budget (60% - 80%) spent on non- customers Increasing Importance The Customer Pyramid It is 17 times more costly to acquire a new customer than to keep the loyalty of a current one ADVOCATE

28. Identify key customers Collect email addresses Thank you cards Survey for customers Centers of Influence Customer Relationship Management Identify the organization's critical objectives and have measurement tools in place to ensure they are being met.

29. Rest of the World Prospects and Suspects Inactive Customers Active Customers The Customer Pyramid ADVOCATE Climbing the Loyalty Ladder Turning Loyal Customers Into Advocates The Ultimate Competitive Edge…