Word: zackfia
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Dates: during 2003-2003
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...personal service to Willie Nelson, Run-D.M.C. and Limp Bizkit, among others--loaning them equipment and stocking the rare and vintage instruments they favor. The store's reputation as a hangout for pros creates a "cool factor" that is seductive to musical neophytes and serious hobbyists, says Sharon Zackfia, an analyst at William Blair...
...weak competition. The country's next biggest music-store chain, privately held Sam Ash, has 40 stores concentrated on the East Coast. A 79-year-old family-owned business, Sam Ash doesn't have the capital to grow at Guitar Center's pace, says William Blair & Co. analyst Zackfia, nor can it match the big chain's massive catalog and online sales. Another national retailer, Mars Music, went under last fall...
...maintaining the chain's hard-won brand cachet. That means keeping service levels high and stocking a $125,000 guitar that may take years to sell but gives shoppers something to drool over. "You'd never see Wal-Mart keep around merchandise just to help customers daydream," says Zackfia. But for Guitar Center, the very best customer is the one who's lost in the music...
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