August+2013+ +District+Managers+Presentations+ +Edds+v4

8/13/2019 August+2013+ +District+Managers+Presentations+ +Edds+v4

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Territory 2 - Southeast Region

2013 YTD Shipments2012 YTD 2013 YTD Variance

Steinway Grands 98 119 21%

Steinway Verticals 22 11 -50%

Boston Grands 38 44 16%

Boston Uprights 33 50 52%

Essex Grands 57 58 2%

Essex Uprights 83 117 41%

Dollars $ 5,886,366.00 $ 6,765,100.25 15%


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2013 YTD Steinway ShipmentsAnnual goals 2013 % OF GOAL

DEALER MARKET BPI GRND VERT GRND VERT GRND VERTSPG Nashville/Birm/Knox Nash/Birm/Knox TN/AL 0.8650 26 7 17 1 65% 14%SH Dallas Dallas TX 2.0101 60 16 33 5 55% 31%Pendley Piano Gallery Shreveport LA 0.1342 6 1 3 0 50% 0%Summitt Chattanooga TN 0.1450 6 1 2 0 33% 0%Steinway Piano Gallery Houston TX 1.8965 57 15 18 2 32% 13%Amro Music Memphis TN 0.3365 10 3 3 0 30% 0%SPG San Antonio /Austin Aust./ San Antonio 1.0581 32 8 8 0 25% 0%SPG Boca West Palm Beach FL 0.6747 20 5 5 0 25% 0%SPG Orlando Orlando FL 0.8645 26 7 4 0 15% 0%Saied Music Center Tulsa OK 0.2226 7 2 1 0 14% 0%SPG Atlanta Atlanta GA 1.9289 58 15 8 0 14% 0%Broussard's Pianos Mobile /Pensacola FL 0.2681 8 2 1 0 13% 0%Edmond Music Oklahoma City OK 0.3385 10 2 1 0 10% 0%SPG Naples Naples FL 0.3734 11 3 1 0 9% 0%The Music Gallery Tampa FL 1.0107 30 8 0 0 0% 0%Hall Piano Company New Orleans, LA 0.3760 6 2 0 0 0% 0%Rice Music House Columbia SC 0.1874 6 2 0 0 0% 0%Pritchard Pianos Sarasota FL 0.1474 6 2 0 0 0% 0%Turners Keyboards Augusta GA 0.1121 6 2 0 0 0% 0%Case Brothers Spartanburg SC 0.0779 6 2 0 0 0% 0%TOTALS: 13.0276 397 105 105 8 26% 8%


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2013 YTD Boston ShipmentsAnnual goals 2013 % OF GOAL

DEALER MARKET BPI GRND VERT GRND VERT GRND VERTPendley Piano Gallery Shreveport LA 0.1342 4 2 2 0 50% 0%Pritchard Pianos Sarasota FL 0.1474 6 4 2 0 33% 0%Amro Music Memphis TN 0.3365 10 6 3 5 30% 83%SH Dallas Dallas TX 2.0101 60 36 10 17 17% 47%Hall Piano Company New Orleans, LA 0.3760 6 4 1 0 17% 0%SPG San Antonio /Austin Aust./ San Antonio 1.0581 32 19 4 9 13% 47%Broussard's Pianos Mobile /Pensacola FL 0.2681 8 5 1 0 13% 0%SPG Orlando Orlando FL 0.8645 26 16 3 3 12% 19%SPG Naples Naples FL 0.3734 11 7 1 0 9% 0%SPG Nashville/Birm/Knox Nash/Birm/Knox TN/AL 0.8650 26 16 2 2 8% 13%Steinway Piano Gallery Houston TX 1.8965 57 34 4 1 7% 3%The Music Gallery Tampa FL 1.0107 30 18 2 3 7% 17%SPG Atlanta Atlanta GA 1.9289 58 35 3 3 5% 9%SPG Boca West Palm Beach FL 0.6747 20 12 1 0 5% 0%Summitt Chattanooga TN 0.1450 6 4 0 0 0% 0%Saied Music Center

Tulsa OK

0.2226

7

4

0

0

0%

0%

Edmond Music Oklahoma City OK 0.3385 10 6 0 5 0% 83%Rice Music House Columbia SC 0.1874 6 4 0 0 0% 0%Turners Keyboards Augusta GA 0.1121 6 4 0 3 0% 75%Case Brothers Spartanburg SC 0.0779 6 4 0 0 0% 0%TOTALS: 12.9497 351 209 39 51 11% 24%


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2013 YTD Essex ShipmentsAnnual goals 2013 % OF GOAL

DEALER MARKET BPI GRND VERT GRND VERT GRND VERTHall Piano Company New Orleans, LA 0.3760 6 8 4 3 67% 38%Pendley Piano Gallery Shreveport LA 0.1342 4 5 2 1 50% 20%Broussard's Pianos Mobile /Pensacola FL 0.2681 8 11 4 9 50% 82%Rice Music House Columbia SC 0.1874 6 8 3 4 50% 50%SPG Naples Naples FL 0.3734 11 15 5 3 45% 20%Pritchard Pianos Sarasota FL 0.1474 6 8 2 2 33% 25%SPG San Antonio /Austin Aust./ San Antonio 1.0581 32 42 7 17 22% 40%SH Dallas Dallas TX 2.0101 60 80 13 23 22% 29%Summitt Chattanooga TN 0.1450 6 8 1 1 17% 13%Turners Keyboards Augusta GA 0.1121 6 8 1 4 17% 50%SPG Orlando Orlando FL 0.8645 26 35 4 7 15% 20%Amro Music Memphis TN 0.3365 10 13 1 5 10% 38%SPG Atlanta Atlanta GA 1.9289 58 77 3 3 5% 4%Steinway Piano Gallery Houston TX 1.8965 57 76 1 3 2% 4%SPG Nashville/Birm/Knox Nash/Birm/Knox TN/AL 0.8650 26 35 0 6 0% 17%SPG Boca West Palm Beach FL 0.6747 20 27 0 1 0% 4%Saied Music Center Tulsa OK 0.2226 7 9 0 5 0% 56%Edmond Music Oklahoma City OK 0.3385 10 14 0 0 0% 0%The Music Gallery Tampa FL 1.0107 30 40 0 5 0% 13%Case Brothers Spartanburg SC 0.0779 6 8 0 3 0% 38%TOTALS: 12.9497 395 527 51 105 13% 20%


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YTD 2013 vs. 2012 dollars

Dealer 2012 Dollars 2013 Dollars Variance274290 STEINWAY HALL-DALLAS $ 1,541,375.00 $ 1,862,845.00 21%567082 STEINWAY PIANO GALLERY HOUSTON $ - $ 780,400.00212260 SPG-NASHVILLE / KNOXVILLE / BIRMINGHAM $ 790,712.00 $ 737,620.00 -7%274750 SPG-AUSTIN / SAN ANTONIO $ 420,710.00 $ 521,130.00 24%558303 STEINWAY PIANO GALLERIES ATLANTA $ 420,245.00 $ 507,132.65 21%503715 PIANO EXPO,INC. dba: $ 92,020.00 $ 258,052.60 180%501403 GOLDCOAST MUSICAL PROPERTIES $ 156,750.00 $ 225,810.00 44%000090 AMRO MUSIC STORE $ 223,390.00 $ 167,200.00 -25%550183 PENDLEY PIANO GALLERY $ 20,070.00 $ 136,940.00 582%563113 BROUSSARD'S PIANOS OF ALABAMA $ 234,720.00 $ 104,230.00 -56%345690 STEINWAY PIANO GALLERY NAPLES $ 152,110.00 $ 92,800.00 -39%152000 EDMOND MUSIC INC. $ 51,640.00 $ 86,340.00 67%508933 SUMMITT PIANOS, INC. $ 49,100.00 $ 74,910.00 53%528557 SAIED MUSIC COMPANY $ 144,858.00 $ 74,480.00 -49%504146 HALL PIANO COMPANY,INC. $ 202,280.00 $ 65,630.00 -68%264640 THE MUSIC GALLERY, INC. $ 361,576.00 $ 54,505.00 -85%519369 SUMOHAN ACQ, L.L.C. $ 258,320.00 $ 53,700.00 -79%121230 PRITCHARD MUSIC INC. $ 46,300.00 $ 44,524.00 -4%097650 TURNER'S KEYBOARDS INC. $ 68,310.00 $ 29,040.00 -57%000270 CASE BROTHERS OF SPARTANBURG $ 64,720.00 $ 9,150.00 -86%

$ 5,299,206.00 $ 5,886,439.25 11%


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YTD 2013 Dollars per BPI

Dealer Market SPI Dollars Dollars per SPIPendley Piano Gallery Shreveport LA 0.1342 $ 136,940.00 $ 1,020,666.28

Steinway Hall Dallas / Ft Worth / Plano Dallas TX 2.0101 $ 1,862,845.00 $ 926,764.16

SPG Nashville/Knoxville/Birmingham. Nashville TN 0.8650 $ 737,620.00 $ 852,739.88

Summitt Pianos, Inc. Chattanooga TN 0.1450 $ 74,910.00 $ 516,693.02

Amro Music Store Memphis TN 0.3365 $ 167,200.00 $ 496,895.37

Steinway Piano Gallery Austin / San Antonio Austin TX 1.0581 $ 521,130.00 $ 492,514.89

Steinway Piano Gallery - Houston Houston TX 1.8965 $ 780,400.00 $ 411,496.66

Broussard's Piano Gallery Mobile/ Pensacola AL 0.2681 $ 104,230.00 $ 388,771.47

Steinway Piano Gallery Boca Raton West Palm/Boca FL 0.6747 $ 225,810.00 $ 334,700.59

Saied Music Center Tulsa OK 0.2226 $ 74,480.00 $ 334,654.62

Pritchard Music, Inc. Sarasota, FL / Tampa FL 0.1479 $ 44,524.00 $ 301,068.58

Steinway Piano Gallery Orlando Orlando FL 0.8645 $ 258,052.60 $ 298,506.35

Rice Music House Columbia SC 0.1874 $ 53,700.00 $ 286,526.90

SPG Atlanta Atlanta GA 1.9289 $ 507,132.65 $ 262,918.19

Turner's Keyboards Inc. Augusta GA 0.1121 $ 29,040.00 $ 259,106.62

Edmond Music, Inc. Oklahoma City OK 0.3385 $ 86,340.00 $ 255,033.70

Steinway Piano Gallery of Naples Naples FL 0.3734 $ 92,800.00 $ 248,493.89

Hall Piano Company, Inc. New Orleans LA 0.3760 $ 65,630.00 $ 174,549.68

Case Brothers of Spartanburg Spartanburg, / Greenville SC 0.0779 $ 9,150.00 $ 117,458.28

The Music Gallery, Inc. Tampa FL 1.0107 $ 54,505.00 $ 53,926.35


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Top 4 Dealer PerformancesSPI

1. Steinway Hall Dallas 2.0101 Annual Goals Actual % of Goal

Dallas TX Grands Verts Grands Verts Grands Verts

Plano, TX Steinway 60 10 33 5 55% 50%

Ft Worth, TX Boston 60 44 10 17 17% 38%

Essex 28 42 13 23 46% 54%

Dollars $ 1,862,845.00

Dollars per

BPI $ 926,742.45

SPI

2. SPG Houston 1.8965 Annual Goals Actual % of Goal

Houston, TX Grands Verts Grands Verts Grands Verts

Steinway 57 9 16 1 28% 11%

Boston 57 42 10 17 18% 41%

Essex 27 40 13 23 49% 58%

Dollars $ 780,400.00

Dollars per

BPI $ 411,494.86


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Top 4 Dealer PerformancesSPI

3. SPG Nashville 0.865 Annual Goals Actual % of Goal

Nashville, TN Grands Verts Grands Verts Grands Verts

Knoxville Steinway 26 4 17 2 66% 46%

Birmingham, AL Boston 26 19 2 2 8% 11%

Essex 12 18 0 6 0% 33%

Dollars $ 737,620.00Dollars

per BPI $ 852,739.88

SPI

4. SPG Austin 0.865 Annual Goals Actual % of Goal

Austin, San Antonio TX Grands Verts Grands Verts Grands Verts

Steinway 26 4 17 2 66% 46%

Boston 26 19 2 2 8% 11%

Essex 12 18 0 6 0% 33%

Dollars $ 737,620.00

Dollars

per BPI $ 852,739.88


10/21


Bottom 4 Dealer PerformancesDealer SPI1. Case Brothers 0.0779 Annual Goals Actual

% of

Goal

Spartanburg, SC Grands Verts Grands Verts Grands Verts

Steinway 2 0 0 0 0% 0%

Boston 2 2 0 0 0% 0%

Essex 1 2 0 3 0% 183%

Dollars $ 9,150.00

Dollarsper BPI $ 117,458.28

SPI

2. Turners Keyboards 0.1121 Annual Goals Actual

% of

Goal

Augusta, GA Grands Verts Grands Verts Grands Verts

Steinway 3 1 0 0 0% 0%

Boston 3 2 0 3 0% 122%Essex 2 2 1 4 64% 170%

Dollars $ 11,590.00

Dollars

per BPI $ 103,389.83


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Bottom 4 Dealer PerformancesDEALER SPI

3. Pritchard Pianos 0.1479 Annual Goals Actual % of Goal

Sarasota, FL Grands Verts Grands Verts Grands Verts

Steinway 4 1 0 0 0% 0%

Boston 4 3 2 0 45% 0%

Essex 2 3 2 2 97% 64%

Dollars $ 44,524.00Dollars

per BPI $ 301,041.24

SPI

4. Rice Music 0.1874 Annual Goals Actual % of Goal

Columbia, SC Grands Verts Grands Verts Grands Verts

Steinway 6 1 0 0 0% 0%Boston 6 4 0 0 0% 0%

Essex 3 4 6 5 229% 127%

Dollars $ 53,700.00

Dollars

per BPI $ 286,552.83


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Territory 2 - Southeast RegionMarkets where a positive change would have the

greatest positive impact

Boca Raton FL New Orleans LA

Orlando FL

Tampa FL


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14/21

Territory 2 - Southeast RegionTop Institutional Prospects - 2013

University of Alabama American Keyboard

Knoxville

Arkansas State UniversityAmro Music

Howard Payne UniversitySH Dallas

Collin County CollegeSH Dallas

Tarrant County Community CollegeSH

Dallas


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Territory 2 - Southeast RegionTop Institutional Prospects2014

Howard Payne UniversityFall 2014

University of OklahomaFall 2014 University of AlabamaSpring of 2014

Wayland BaptistSpring of 2014

Arkansas State UniversitySpring of 2014 Louisiana State UniversityFall of 2014

Lipscomb UniversityFall of 2014


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Territory 2 - Southeast RegionTop Institutional Prospects

Construction / Renovation

Texas Christian UniversityNew Construction

Baylor UniversityNew Construction East Tennessee State UniversityRenovation

University of ArkansasRenovation

Oklahoma State UniversityRenovation


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Promotions: What has worked?

Cliburn Event ( Steinway Hall / Ft Worth, TX

over 1 million in sales with less than 4%

advertising of sales budget

One moment in timespecial invitation of

current prospects with special sales

representative. Long Center EventArtist Anton Nell selected

pianos at the in store event


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Major promotions scheduled: 2013 Q4

Broussard's PianosMobile AL October 2013

A regional event with a large advertising

budget and small market pianos.

Steinway Piano Gallery of Austin and San

Antonio: Steinway Selection Event the last

week of September, 2013 Steinway Hall DallasSeptember Plano Event


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Major promotions scheduled: 2013 Q4

Steinway Piano Gallery of HoustonGrand

Opening EventOctober 2013

Steinway Piano Gallery of AtlantaUniversity

of Georgia State EventSeptember 2013

Steinway Piano Gallery of AtlantaUsed

Steinway Event November 2013


20/21

Territory 2 - Southeast RegionDealers needing to conduct more promotions, and

what it will take to make this happen

Saied MusicEvent in Fayetteville

Amro MusicEvent in Little Rock Steinway Piano GalleryAustin / San

Antonio.Event in McAllen, Brownsville


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Territory 2 - Southeast RegionDealers needing to conduct more promotions, and

what it will take to make this happen

Festival Tour including all models and sizes

of Steinway & Boston pianos Outlying marketsWe supply the Steinway

pianos, including freight, and they pay all

promotional fees.

Incentives on pianos reserved for event.

Documents

August+2013+ +District+Managers+Presentations+ +Edds+v4