1. Course Title

2. Proven systems for selling instruments and accessories to your in-store students Proven systems for selling instruments and accessories to your in-store students

3. “I LOVE MY PIANO LESSONS! I took piano lessons when I was younger, but since coming to The Piano Gallery, I have rediscovered the joy of playing and I even enjoy practicing.” ~ Susan Langenkamp, age 49 - Grand Piano Purchased

4. “[Learning to play the piano] has meant meeting new people who enjoy music with laughter and enthusiasm. Everyone at The Piano Gallery opened their arms and welcomed me - made me feel at home. They are gracious and kind. I hope in the future, when I move, that I will find another family like this.” ~ Nancy Reyes, age 50 - Upright Piano Purchased

5. “I have always wanted to play the piano since I was a little girl but wasn’t able to. Three years ago, my husband said ‘Go for it’. I did and it is exciting to play songs now at my speed. It is very relaxing. I enjoy playing for me - it is surprising too since I have no musical talent naturally.” ~ Barbara Moser, age 55 - Digital Piano Purchased

6. The Power of Focus Be aware of who is coming in the door – or sitting in the car… Everyone is a potential customer for something “Concentration is the key to all economic success.” ~ Peter Drucker

7. Building Your Student Database Begins with the registration process

8. Adult Registration Form

9. Building Your Student Database Begins with the registration process Include everyone learning under your roof Hold meetings with sales team to discuss student needs

10. The Power of the Teacher Recommendation Working relationship with teachers in your store Benefits of a better instrument Awareness of what their students are playing on at home Identifying “buying signs”

11. Educate Your Students and Families Musical and non-musical benefits of playing a musical instrument

12. Benefits of RMM

13. Educate Your Students and Families Musical and non-musical benefits of playing a musical instrument How to purchase a musical instrument

14. What Piano Students CANNOT Learn on a Portable Keyboard What Piano Students CANNOT Learn on a Portable Keyboard

15. Educate Your Students and Families Musical and non-musical benefits of playing a musical instrument How to purchase a musical instrument Create an environment for enjoying music at home

16. The Musical Encourager

17. Educate Your Students and Families Musical and non-musical benefits of playing a musical instrument How to purchase a musical instrument Create an environment for enjoying music at home Recital talk

18. Recital Introduction

19. Entertain your Students and Families Concerts Recitals Workshops Jam Sessions Celebrations Showcases Festivals Clinics

20. Provide an Opportunity to Purchase Strategic signage

22. Provide an Opportunity to Purchase Strategic signage Include special pricing on programs Distribute flyers at events

23. Product Showcase

24. Provide an Opportunity to Purchase Strategic signage Include special pricing on programs Distribute flyers at events Exclusive student sales

26. www. EveryLifeNeedsMusic.com

27. Takeaway 1: Re-align your Focus – Everyone who comes into your store is a possibility Takeaway 2: Educate and Entertain your students and families Takeaway 3: Provide Opportunities for your students and families to purchase Top Three Takeaways