1. Course Title MI Management: Bryan McCann, President Instrumental Music

2. Three locations in Southern California

3. Background- History Instrumental Music is a three-store chain located in Southern California. Established in 1979. An agressive strategy of market differentiation has enabled the store to prosper in a highly competitive marketplace. Present market conditions demand a focused inventory, knowledgeable staff and exemplary customer service.

4. Implementation of "best practices" Research and implement industry-wide best practices. Partner with key vendors to increase your buying impact. Always be a student, stay ahead of industry trends. Implement & master an integrated POS software package adjust your operations to accommodate POS work-flow. Create a highly differentiated store persona with a unique selling or educational emphasis.

5. Adapting to a changing marketplace: Embrace change as a competitive advantage. Anticipate new trends - respond quickly. Study your competitors - Take market share. Create growth with specific plans that: 1. Get more customers 2. Sell more to existing customers

6. Set realistic sales & promotional goals Goals drive growth and innovation. Track weekly sales progress vs goal. Set deadlines for events and promotions. Recap results vs goals, encourage accountability.

7. Cultivate vendor partnerships Strategically work with your key suppliers. Focus buying and inventory around key vendors. Pay all bills on time - take all terms discounts. Encourage staff through commission and sales spiff Incentives.

8. Leveraging staff with Google docs Improve communication within the organization. Gmail accounts - No expensive infrastructure. Google calendar - Great collaboration tool. Google Docs- Great way to share information.

9. Cherish your best customers! Exceed customer expectations at each point of contact. Create a customer-driven store culture. Encourage "relationship selling" with personalized contact and follow-up. Communicate with your best customers regularly.

10. Promotion: Direct Mail In-store buyers guide

11. Professional Development - Leadership Leadership - Become an expert in your business. Establish clear standards for the company. Be hands-on with critical issues. Choose leadership & accountability over popularity. Encourage candor and excellence with all staff. Have fun - We are fortunate to market & sell dreams!

12. Bryan McCann, Founder, President Instrumental Music For info on direct mail buyers guide production Bryan@instmusic.com