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Ted Eschliman is a music industry veteran and a co-owner of Dietze Music, based in Lincoln, Neb. His columns address the various issues specific to independent music product retailers.

20132012201020092008

JANUARY 2011
Never Assess Attitude
Judge staffers on their behavior, not on how you think they feel
{DOWNLOAD ARTICLE} FEBRUARY 2011
Selling in 3-D
The sales team's body language can make a huge impression on customers
{DOWNLOAD ARTICLE}
MAY 2011
Selling Solutions
'The best mindset is to think of our goods as prescriptions to problems.'
{DOWNLOAD ARTICLE}
JUNE 2011
How to Compete
Three conditions music retailers must adopt to survive against the competition
{DOWNLOAD ARTICLE}
JULY 2011
The Sleeper 'Sell'
Leaving military-esque sales tactics behind and becoming one with your customers is crucial
{DOWNLOAD ARTICLE}AUGUST 2011
Diagnosing Patience
Learn how to recognize the three major customer types, so you and your staff can serve them better
{DOWNLOAD ARTICLE} {READ ARTICLE}SEPTEMBER 2011
Guest Service
Concentrate less on the idea of service and more on the buying experience
{DOWNLOAD ARTICLE}OCTOBER 2011
Surviving in Retail
Three main requisites for being a viable retail business
{DOWNLOAD ARTICLE}NOVEMBER 2011
The Second Mouse
Taking a wait-and-see approach with new products and technologies can pay off
{DOWNLOAD ARTICLE}
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