Listen to the Music

18. hear to the music, partner Delivering an ultimatum to a business associate. Youre a marketing four-in-hand for Stanton, one of the premier suppliers of DJ equipment (turntables, amplifiers, speakers, mixers, and related accessories). Your companys in vogue(p) creation, the FinalScratch system, has been flying off retailers shelves. Both professional and amateur DJs love the government agency that FinalScratch gains them the feel of working with vinyl records by letting them control digital music files from any analog turntable or CD player while giving them access to the endless possibilities of digital music technology. For to a greater extent information about the output, go to www. stantondj. com. ) Sales are strong all over except in Music99 stores, a retail chain in the eastern region. You suspect the cause The owners of this chain refused to let their gross salespeople attend the free product readying you offered when FinalScratch was introduced, claiming their pe ople were smart enough to train themselves. To explore the situation, you brain out from Stanton headquarters in Hollywood, Florida, on an undercover shopping mission. subsequently visiting a few Music99 locations, youre appalled by what you see.The salespeople in these stores clearly dont 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 Youre tempted to pull your products out of this chain immediately, but you know how tricky and expensive it is to recruit new retailers in this market. However, this situation cant go on youre 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 y our companys management team will attend terminating the business relationship. Youve met Mr. Fletcher in person once and talked to him on the phone some(prenominal) 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 productsand hell probably be furious to learn that you were sleuthing on his sales staff. 43