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Finding More Cash…

Finding More Cash…. in Your Rental Customer!. Liz Reisman, Creative Music Center, Monroe, CT. ?. $140. ?. Touch X 7 = Purchase. After 10 Purchases = 7 New Potential Customers. MOM!. IDEA #1. “We stuff a booklet of in-store coupons into rental cases!”. Connie Smith

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Finding More Cash…

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  1. Finding More Cash… in Your Rental Customer! Liz Reisman, Creative Music Center, Monroe, CT

  2. ?

  3. $140

  4. ?

  5. Touch X 7 = Purchase After 10 Purchases = 7 New Potential Customers

  6. MOM!

  7. IDEA #1 “We stuff a booklet of in-store coupons into rental cases!” Connie Smith Ward-Brodt Music, Wisconsin

  8. IDEA #2 “Students need accessories throughout the year so we send out a couple of emails a month reminding them to come in and get them.” IDEA #3 “We also try to push the supplemental instruments such as piccolos for the flute players and tenors for the good alto players.” Scott Summerhays Summerhays Music, Utah

  9. IDEA #4 “We write and call these people because we know who they are, where they are and what they play. And we know when they’re ready for a step up because we know how long they’ve had their rental.” Russ Beacock Beacock Music, Washington

  10. IDEA #5 “We pass out accessory sheets for each instrument to the band directors, and our guys leave the sheets in band rooms as well.” Jim Kidder Kidder Music, Illinois

  11. Soft Sell with Emotion! • Courtesy call • Make a personal connection • Positive, caring attitude always – in store, on phone, to friends • Remember the mission: MAKE MORE MUSIC MAKERS

  12. BIRTHDAY!

  13. Rental Customer Marketing Plan RENTAL SEASON Advocacy Card 1 year = 11% 2 years = 22%

  14. $140 $140 $ 460

  15. NOVEMBER 2011 Sale: $38 Total Sale: $500

  16. DECEMBER 2011 Total Sale: $700

  17. February Responds to flyer at school, purchases a new box of alto reeds. $30 January Responds to e-mail blast about guitar repair clinic, buys a new set of strings. $25 March Responds to Bring a Friend postcard. Friend signs up for 3 months, and buys a new guitar. $660 April Brings in his report card from school, buys a sax stand. $30 May Mom receives $10 coupon if she keeps rental instrument over the summer. $65 June – August E-Blast Signs up for 1 week of summer rock band camp. $300

  18. $3,000 Multiply by 5

  19. Future Reading Hug Your Customer, Jack Mitchell The Big Moo, Seth Godin

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