Hello Ed Reps!
Welcome to rental season, everybody! I know by now everyone is absolutely going crazy getting instruments out, scheduling meetings, handling customers in the store, and, oh by the way, making sure we’re still visiting our schools on a regular basis. It’s a lot to keep going, and this can be a pretty difficult time of year. Remember, it only lasts for about four or five weeks, depending on where you are, and then it’s over for another year.
Also, keep in mind all the people you’re helping get started on their musical journey. Those fifth and sixth graders coming to your rental meetings may be experiencing band or orchestra for the very first time. Even though it might be your thousandth rental meeting, it’s their first, and they’re excited! You have the privilege of helping them get started on that journey, and I find that remembering what we’re actually trying to accomplish makes the crazy days a little easier.
One of the things I want to remind you of this week is not to let the urgent kill the important. Rental season creates about a thousand different emergencies, but you still have to distinguish between what is genuinely important and what is merely making the most noise. Everybody wants something NOW. You’re never going to get a call from a teacher saying, “Hey, I need such and such, but don’t worry about it. Take four or five weeks to bring it to me.” A teacher needs those reeds for class tomorrow. Little Timmy broke his trumpet and needs it through the shop quickly. Everything feels urgent, but not everything deserves the same priority.
During this busy time of year, protect the things that directly affect your students, educators, rental meetings, and major accounts. Right now, that means prioritizing the preparation and execution of your rental meetings. You need to be completely prepared and stocked so those events run smoothly and your company makes a great first impression. This goes double if you’re attending a competitive rental meeting where other vendors are competing for the same business. If your choice is between visiting three or four schools that probably aren’t going to generate much business this week or taking that time to properly prepare for an important rental meeting, I’m going to coach you to make sure that meeting is ready to go.
Just behind that, though, is your schedule. You know I’m always preaching at you about sticking to it, and rental season doesn’t change that. Don’t let small requests from educators, fellow employees, and, dare I say it, even your boss distract you from running your schedule as regularly as possible. This is especially important if you’re working with new teachers. Building those relationships is critical, and the only way that’s going to happen is through regular visits.
This time of year is hairy and crazy, and as ed reps we have requests coming at us from 50 different directions. If you’re like me, you hate saying no to anybody, but this is the time to turn that filter on and start saying no when you need to. Focus on what absolutely has to get done. Take care of your rentals, protect your schedule, and keep building those relationships. Those things take priority over nearly everything else.
Have a great rental season, and we’ll see you here next week!
Chris