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Check Out NAMM University Sessions

Anaheim, CA (January 9, 2007)--If you're planning on attending the Winter NAMM Show next week (January 18-21), be sure to check out some of the educational offerings being presented both on and off the show floor. From the free breakfast sessions at the Hilton, a full-schedule of half-hour mini power sessions in the NAMM Idea Center in Hall B, and Roundtable Discussions, NAMM attendees can maximize their time in Anaheim and leave the show with valuable sales and marketing ideas in addition to awareness of new technologies.

Anaheim, CA (January 9, 2007)–If you’re planning on attending the Winter NAMM Show next week (January 18-21), be sure to check out some of the educational offerings being presented both on and off the show floor. From the free breakfast sessions at the Hilton, a full-schedule of half-hour mini power sessions in the NAMM Idea Center in Hall B, and Roundtable Discussions, NAMM attendees can maximize their time in Anaheim and leave the show with valuable sales and marketing ideas in addition to awareness of new technologies.

The NAMM Idea Center, located in Booth #5501 in Hall B of the Anaheim Convention Center, will feature a variety of timely, focused sessions every 30 minutes. This will go on throughout the convention. When you arrive at the show, stop by the Idea Center to pick up your free copy of the “Idea Book.” A new addition for 2007, this booklet contains highlights of each NAMM U session, as well as a Notes section for your ideas.

On opening day, attendees are invited to a free lunch, sponsored by NAMM-endorsed business service providers. During lunch, learn how NAMM Membership can increase your bottom line. On Sunday afternoon, share your ideas with industry leaders at a Roundtable Discussion.

The NAMM U sessions are loaded with great business-building ideas that you can put to use right away, focusing on sales and marketing, technology, e-commerce, customer service, training and more. The following Idea Center sessions would be especially useful for pro audio retailers–go to for a complete list of NAMM U sessions:



11:30 a.m. Hire Like a Casting Director
Presenter: Susan Lipp, President, Full Compass Music
Learn the tricks to hire and keep employees FOREVER, EVERY TIME. Learn not to believe those resumes. Learn to test. Learn from Susan Lipp, president of Full Compass, who was formerly a theatre director, film casting director and professional headhunter.

2 p.m. Power Sales Techniques That Work
Presenter: Gene Fresco, Pro Music Rep (37 years)
Gene Fresco will give you ways to close sales successfully. He will increase your counter sales with just two simple words. He will change “clerks” to salesmen and saleswomen. He will tell you about the eight “Ps” of selling … planning, preparation, prospecting, pre-approach, presentation, persistence, perpetuation and profitability.

3 p.m. A Line in the Band: An Intro to Finite Line Arrays
Presenter: Kent Morris, Worship Market Specialist, Peavey Electronics
Much more than a fad, line array speaker systems have entrenched themselves as the standard of the industry. Come and learn how line arrays work, where they are applicable and how you can sell them to churches, bands and halls. From aiming software to rigging points, you will learn the essential elements you need to start selling the biggest news in speakers.

3:30 p.m. Professional Audio Manufacturers Alliance (PAMA) @ NAMM–Pro Audio and Music Retailers
Presenter: Paul Gallo, PAMA Executive Director
Professional audio is an exciting new business opportunity for many music retailers. Learn from one of the industry’s leading experts about how to get involved in the pro audio installation market. This session will also address why this market is a good growth strategy for your business and how the market works. Additionally, you will gain insight into how your business operations will be impacted by including this market segment in your portfolio, specifically the training you will need to learn about these products.


8 a.m. The Big Issues: Profitability
Moderators: Bill Hinely, Hinely Training and Development
(Breakfast served 8 a.m.-8:30 a.m. first come, first served; session 8:30 a.m.-9:30 a.m.)
Hilton Anaheim Hotel, Pacific Ballrooms A, B and C
In Anaheim last year, a diverse industry panel explored the issues of MAP pricing and Internet sales tax. The net result of these two factors is that margins are tight and the bottom line is under pressure. The latest session in the series, “The Big Issues: Profitability,” explores the components that support and strengthen the bottom line and focuses on practical actions that can make a difference to your profitability. Presented by buying and sharing group AIMM (Alliance of Independent Music Merchants) and moderated by Bill Hinely, this session is a must-attend for everyone who wants to understand the blueprint for profitability and build a healthy and sustainable bottom line. Panelists include Kevin Cranley, Willis Music; Chris White, White House of Music; Ron Papparella, Daddy’s Junky Music; Skip Maggiora, Skip’s Music; Eric Matzat, Palen Music; and George Hines, George’s Music. Audience Q&A will follow this panel discussion.


10:30 a.m. How to Get Free Marketing Opportunities for Your Store
Presenters: Mark Despotakis, Market Development, Progressive Music, and Aaron Soriero, Owner, Music Matters
We all are faced with tight budgets and are pressed for time. We all want ways to generate more store traffic and more sales. These presenters will provide you with the ideas and tools that effectively promoted their store names and got customers into their stores. Whether you’re a guitar shop or a school music dealer, you can learn the ideas the presenters used to get some great marketing opportunities for their stores and get you started thinking of ways to get your own FREE marketing plan in place.

11:30 a.m. How to Increase Your Business By 25 Percent-Starting Next Week!
Presenter: Bob Popyk, CEO, Bentley-Hall, Inc., and Columnist for Music Trades Magazine
Learn some easy ways to increase your business without drastically cutting prices or spending a fortune on advertising. This session presents a game plan to add more profit dollars to your bottom line right away.

3 p.m. Where in Your Store is Your Web Site?
Presenter: Bee Bantug, Partner, Retail Up! Music
Make your Web site a more dynamic and profitable part of your day-to-day operations. We’ll discuss how to increase traffic, leads and closing rates, implement the right features, improve merchandising, conduct “on the road” appearances and promotions, and take full advantage of all the profitable possibilities the Web can offer ANY type of store. This seminar is for those who believe like the presenters do, that “there’s more to your Web site than just e-commerce.”

3:30 p.m. National Systems Contractors Association (NSCA) @ NAMM–Basic Requirements for Systems Professionals
Presenter: Brad Nelson, President, Sound Solutions, Northwest, Inc.
Unlike retail, contracting for installed systems requires that your employees have an entirely different skill set. While the products are somewhat the same, the method of procurement, delivery and-especially-installation and training add on a whole new set of activities for your company. The sales process will be covered, including estimating basics, analyzing the cost of doing business, risk vs. reward, defining the scope of work and targeting the type of systems you work with, along with other business strategies.



3:30 p.m. National Systems Contractors Association (NSCA) @ NAMM–Best Practices in Installed Systems
Presenter: Chuck Wilson, Executive Director, National Systems Contractors Association Learn the basics of what professional sound contractors need to know before installing that first system. Topics will include licensing requirements, certifications, code compliance, rigging and safety practices, grounding, and rack and cable management. These issues are critical to your business if you intend to do installations. NSCA offers this course as a gateway program for those choosing to explore this business opportunity.



11:30 a.m. Your Store Is a Brand: 10 Tips for Promoting Your Unique Identity to Build Sales
Presenter: John Stiernberg, Principal Consultant, Stiernberg Consulting
Q: What do Google, Mercedes, Jack Daniel’s, Beyonce and Musician’s Friend all have in common?
A: They are all examples of strong brands. A brand is a symbol that causes your customers to connect with you in a positive way. The stronger your brand, the stronger your competitive position-and your sales and profits. Join us for 10 inspiring tips for how to build your store’s brand in today’s competitive market.

12 p.m. Maximum Marketing (on a Minimum Budget)
Presenter: Larry Mersereau, CTC PromoPower Presentations and Consulting
If you’re up against tough competition from big stores–with their big marketing budgets and hard-to-beat prices–this session alone is worth the trip to Anaheim. We’ve asked the author of Shoestring Marketing to put together a few simple, doable moves that you can start making first thing Monday morning and profit from all year. You’ll learn a simple marketing strategy that puts you in direct contact with the best prospects in your market without spending a lot of money talking to people who will never buy. You’ll learn how to create ads, Web pages, flyers and mailers that grab prospects’ attention and demand response. You’ll start creating marketing communications that will make your store stand out from the crowd of competitors while avoiding the stupid mistakes most retailers (even the big ones with their expensive advertising agencies) make. You’ll position yourself as the only place your target customer would even think about buying, without lowering prices to get it done.