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One sunny morning in 1987, I drove north on Route 15 from Frederick, Maryland, to Harrisburg, Pennsylvania. I had recently taken on the Mid-Atlantic Region for Ensoniq, an up-and-coming manufacturer of synthesizers and sampling keyboards. My wife and I had pulled up stakes and moved to Frederick at the insistence of the sales manager, who wanted me living near mega-account Washington Music Center. Barreling up the highway, I started yawning uncontrollably due to the bright sun, getting very sleepy behind the wheel. I started to worry if I was cut out for this line of work, so I rolled down the window and began smacking myself to stay awake. A while later I pulled into Wray Music and made my first musical instrument sales call. I adjusted quickly to being on the road, learning the “tricks of the trade” while traveling around the seven-state territory.

Telephone and “old school” methods

While mobile phones existed in the late 1980s, they were bulky and out of reach financially. Like other traveling sales reps, I’d stop on the turnpike or other location containing a bank of pay phones, and with clipboard in hand, started “smiling and dialing.” Over time I found favorite spots to hunker down and make calls, as I needed to hit my daily number of keyboard sales. There was no GPS, so I kept plastic-coated Rand-McNally maps in my car visor. CB radios were all the rage to keep an eye on “Smokey Bear,” as were radar detectors. In Ohio once I had attended a dealer event with other musical instrument manufacturers and was caught later that night speeding towards Pittsburgh with instant-on radar. The state trooper was not impressed with my use of the evasive measures. He made me sit in his car, insisting I provide payment with a credit card. A fellow sales rep named Robert Podolinski flew by, and I heard his voice crackling over channel 19, “breaker, breaker Doug Nestler, is that you sitting in the police car?” We had a good laugh about this years later, but at the time it seemed quite a serious matter.

Leveraging the tech stack

Ensoniq reps had early Hewlett-Packard laptop computers, downloading our shipping, backorder and aging reports using dial-up modems. While email didn’t come along until later, we were early adopters and stayed on top of current technology. Today we have the best of all worlds, with powerful mobile devices, wireless Bluetooth headsets and the ability to provide great service to our customers. Sales reps in the musical instrument and pro audio business have many advantages compared to “back in the day,” and we live in a golden age of communication. And while all of this technology is great, nothing can replace a firm handshake and a warm smile during a personal visit. Thankfully, some things never change.

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