Listen to the Music
The salespeople in these stores clearly don’t understand the FinalScratch concept, so they either give potential customers bad information about it or steer them to products from your competitors. No wonder sales are so bad at this chain. Your task: You’re tempted to pull your products out of this chain immediately, but you know how difficult and expensive it is to recruit new retailers in this market. However, this situation can’t go on; you’re losing thousands of dollars of potential business every week.
Write a letter to Jackson Fletcher, the CEO of Music99 (14014 Preston Pike, Dover, DE 19901), expressing your disappointment in what you observed and explaining that the Music99 sales staff will need to agree to attend product training or else your company’s management team will consider terminating the business relationship. You’ve met Mr. Fletcher in person once and talked to him on the phone several times, and you know him well enough to know that he will not be pleased by this ultimatum. Music99 does a good job selling other Stanton products—and he’ll probably be furious to learn that you were “spying” on his sales staff. 43