10 Steps to Turn Around Mobile Electronics: Part 2
Ed Sachs' strategies for improving the mobile electronics industry
February 4, 2010 By Ed SachsI was encouraged to see that the column I wrote two weeks ago was the most read of all I have written to date. I personally wish to thank both of you. As much as I would like to believe you were interested in what I had to say, I know that it is because this is something important to you and the industry. Everyone wants to see how we can give the kiss of life back to the very industry that has and is putting children through college and providing for our families. I say this as I just learned that 2009 was a year of retail sales decline and worst in that area since 1938.
In this series of articles I will present 10 strategies that I believe will help bring back to life the industry in which we have invested. Last week, I spent some time concentrating on the Internet and finding ways to use it as a tool instead of wasting energy trying to fight the beast. This is by no means any attempt on my part for you to go back and re-read any of my articles, but I do hope you are looking back later in the week to see what comments have been posted to the articles. If you have not seen the comments from Lee Zell and Mark Jones, I think you might find their comments interesting.
This week I offer two additional concepts for your consideration. While similar, they are uniquely different and should be explored separately. The first suggestion is for everyone to toss out their egos (retailers and manufacturers alike) and join an association or organization and actively voice your opinion. The other thought would be to communicate with each other honestly. This is a great industry for talking around each other. Frankly, it comes from mistrust of one another. To move forward this distrust must be tossed overboard. Trust me on this.
I will tell you up front that in my view not all organizations are alike; nor are they chartered to work for a greater good but rather selfish interests. You will run into egos and politics. This does not mean they are not worthwhile and don’t bring value through someone else’s eyes. It all depends upon what you are looking to accomplish. I also would hope that all of these groups would open their membership to individuals as well. The voice of an installer or retail sales person is just as important as that of an owner or manufacturer spokesperson. But, to state the obvious, it is better to work together than separately in this case. To quote Hillary Clinton, (may I be forgiven) it takes a village. Or at least to quote whomever ghost wrote that book for her.
Hello,
I am looking for a new business venture, and was wondering if someone has a link or can tell me a little more about 12 Volt business. Hope to hear from someone soon.
Thanks,
Thank you, Ed, for finally tackling issues that have needed attention for a long time. I have retired after 37 years in the mobile electronics retail industry, but still maintain an active link via my company, now being operated by my 2 sons and my wife.
I have said for many years that the Mobile Electronics Industry has never received the respect that it deserves - from the consuming public and, yes, even from some manufacturers. Over the years, I have tried many times to open some dialogue to try and bridge the gap between dealers and manufacturers with little or no success. I am hopeful that these articles will be the catalyst needed to get 12-volt back on track and start the healing process among all of those involved in the most exciting industry on the planet. I can't wait for column #3!
I couldn’t agree more about the importance of being outgoing and honest with vendors. Joining a group gives you a voice and perhaps a chance to get in front of someone that will actually do something with the information. Telling the manufacturer’s representative about it usually falls on death ears. They have other agendas, are probably representing multiple lines and are more concerned about getting the purchase order than listening to your suggestions or complaints.
You need to pick the group that has other dealers that are in your league. If you join a group that is mostly made up of small single store dealers, and you have multiple locations and an internet business, you may not have much to learn from that group. You should join a group with dealers that have already gone through your growing pains, ask them a lot of questions and take advantage of their knowledge. As long as they are not directly competing with you, they usually want to help.
These last two columns have been great and I'm looking forward to the next in the series. While it has been many years (thank goodness!) since I've been actively involved in the 12 volt business, I currently make my living running a consortium of regional specialty distributors in the residential custom install space. The business lessons, anecdotes and advice shared by Ed apply to us as well.
To echo Ed's references to Groups and trade associations, I have found the CEA to be a high value for the money affiliation. From market research to networking to mentoring they are a valuable resource. They also seem to consistently hire a great staff.