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Pete Gamber is an educational sales representative for Music & Arts in Rancho Cucamonga, Calif., and the former owner of Alta Loma Music. His columns discuss ways to better market, staff and run music lesson programs.
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JANUARY 2005
Marketing New Gear to Students
‘Put merchandise into the lesson rooms. Include gear that is of step-up caliber, or impulse products.’
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FEBRUARY 2005
Maximizing Your Lesson Program
‘Even if you could start lessons in one room at noon versus, say, 2 p.m. at five days a week, you would have 20 more students.’

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MAY 2005
Host Student Events
‘Parents get to see and hear the product of their $20 per week, and more importantly, the students are stars.’
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JUNE 2005
Need Teachers? Look In-House
‘Students will look at teaching as an honor. More importantly, they are already familiar with your program.’
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JULY 2005
Selling Music Lessons
‘Staff often receive little-to-no training in their store’s lesson program, which can be a high profit center.’
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AUGUST 2005
Guitar Teacher Loaner Program
‘Consider loaning your teachers a guitar or bass touse while teaching or playing gigs.’
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SEPTEMBER 2005
Showcases Retain
More than ‘just giving lessons,’ student show cases help retain students and provide a competitive advantage.
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OCTOBER 2005
The Numbers Behind Music Lessons
Over 10 years, your studio rent income has increased, while your guitar sales have decreased.
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NOVEMBER 2005
Extreme Lesson Room Makeover
Everyone focuses on the way to merchandise product on the showfloor. We explore what lighting and signage to use and talk about “curb appeal.” But what about lesson rooms? How do they look and smell? What’s the waiting area like? Do your lesson rooms “merchandise” the quality of your lesson program? Or do you explain away a funky lesson room with talk of great teaching.
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