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2012 Dealerscope Buying Group Profiles

April 19, 2012

Azione Unlimited
35 S. High St.
West Chester, PA 19380
Phone: (610) 344-7477
Fax: (610) 344-7734
Richard Glikes, President & CCO
Members: 150 expected by year-end

Key Suppliers: Canton, Digital Projection, JBL Synthesis, Revel, Lexicon, Integra, Peerless AV, Monitor Audio, JL Audio, Perfect Path, Sonance, IC Realtime, Stewart Filmscreens, Salamander, Epson, Liberty Audio Solutions, SurgeX, Universal Remote Control, Certified Cyber Solutions, SunBriteTV. We also have via a distribution network Panasonic Pro, Panasonic, Samsung, Sharp and LG.

Description: Azione Unlimited is a group of like-minded custom retailers, integrators and vendors who, together, achieve greater levels of prosperity, technical acumen and sophistication while creating a market unto itself with a maximum of 250 dealers. We are as much an “education group” as we are a buying group. Sharing execution excellence in free member meetings, marketing, and aiding in vendor relationships are part of our value proposition. Azione will be the launch vehicle for new technologies

Philosophy: It’s not what you say, it’s what you do. It’s not how much business you do, it’s how much money you make. The time is the time. It’s the purple couch that sells the brown couch.

Associated Volume Buyers/

100 S. Anaheim Blvd., Suite 250
Anaheim, Calif. 92805
Phone: (714) 502-9620
Fax: (714) 502-9627
Bob Lawrence, CEO
Andy Kersey, Chairman of the Board
Jeff Zeglin, National Vice Chairman
Mark Pardini, National Secretary
Jim Davenport, National Treasurer
Kathy Maloney, Comptroller
Mike Allen, Executive Vice President Furniture
Jim Ristow, Executive Vice President, Electronics
John White, Executive Vice President, Appliances
Bob Donaldson, Vice President, Digital Marketing
Members: 4,500, many with multiple locations
Annual Sales Volume: $14 Billion
Regions: 15
Divisions: 8
• BrandSource
• ProSource
• BrandSource Flooring Gallery
• BrandSource Canada
• SleepSource
• BrandSource Service
• Furniture Advantage

Key Suppliers: Electronics: Samsung, LG, Mitsubishi, Panasonic, Pioneer, Sharp, Sony, Toshiba, JVC; Appliances: Amana, DCS, Fisher & Paykel, Frigidaire, GE, LG, Maytag, Whirlpool, Bosch; Furniture: Ashley, Broyhill, Best Chair, Bush Furniture, Coaster, Encore!, Lane, Sealy, Serta, Shaw Living, Simmons, Tempur-Pedic, and U.S. Furniture

Description: BrandSource is a 100-percent member-owned merchandising group organized by regions and divisions with representation on a national board. It provides buying and merchandising services for major appliances, consumer electronics and furniture retailers. BrandSource is a coast-to-coast organization with 4,500 members. BrandSource provides a multitude of services, including wholesale and retail financing, four-color tabloids, customized television spots, a monthly newsletter, merchandising programs and an Internet program, as well as special pricing, merchandising allowances and rebates on products.
BrandSource is divided among a number of different divisions based on the specialty of the various product categories that members serve. Each division specializes in its own category; however, each retains the key tagline of “source,” indicating to consumers that BrandSource, or one of its divisions, is the source for any consumer electronics, furniture, or appliance need.

Philosophy: The goal of BrandSource is the success and growth of the independent BrandSource dealer. The No. 1 challenge for today’s independent dealer is to generate traffic in the store. The creation of BrandSource and the other divisions, plus a specialized national advertising approach, generates more traffic into the member stores capitalizing on BrandSource members’ high close rates.

Upcoming Events:
August 26 - August 29, 2012:
BrandSource National Convention
Caesers Palace, Las Vegas, NV

Home Entertainment Source (HES)

100 South Anaheim Blvd., Suite #250
Anaheim, CA 92805
Phone: (714) 502-9620
Fax: (714) 502-9627
Jim Ristow, Executive Vice President, (715) 487-5338
Jon Krueger, District Manager: Minneapolis, (714) 422-0735
Andy Orozco, Director of Communications, (714) 422-0749
Rich Price,District Manager: Phoenix, (480) 229-9624
Sherry Dantonio, Sales Operations, (206) 729-1682
Jeremy Adams, District Manager: Portland, (503) 380-4619
Roy Radloff, District Manager: Dallas, (714) 422-0742
Kevin Werner, District Manager: Kansas, (714) 422-0745
Tim Bashford, District Manager: Columbus, (714) 422-0740
Marco Dominguez, District Manager: Michigan, (714) 422-0737
Mike Lopes, District Manager: Miami, (714) 422-0741
Joe Javins, District Manager: Indianaopolis, (714) 422-0736
James Brumagen, District Manager: Tucson, (714) 422-0743
Chad Evans, District Manager: NY/NJ Metro, (714) 422-0748
Craig Evans, District Manager: Salt Lake City, (714) 422-0750
Members: 550
Storefronts: 750
Annual Sales Volume: $1.8 billion

Key Suppliers: Audioquest, Anthem, Bell’O, Chief, Control4, Definitive Technology, Denon, Draper, Energy, Epson, Honeywell, Integra, JVC, Key Digital, Klipsch, LG, Lutron, Luxul, Marantz, Mirage, Mitsubishi, Monster, Panamax/Furman, Panasonic, Paradigm, Peachtree Audio, Pioneer, Runco, Salamander Designs, Sanus, Samsung, Sharp, SIM2, Sonos, Sony, SpeakerCraft, SunBriteTV, TEAC, TechCraft, THIEL, Toshiba, Tributaries, Universal Remote Control, Vutec, Yamaha, ZVOX.

Description: Home Entertainment Source is the Specialty Consumer Electronics division of AVB (Associated Volume Buyers). AVB provides the umbrella for several other merchandising groups, including BrandSource (appliances, CE and home furnishings), SleepSource (mattresses and bedding), TRIB, and BrandSource Flooring Gallery. The AVB group represents $14 billion in annual sales, of which HES dealer members generate nearly $1.8 billion. Annual sales of individual HES members range from $1 to $15 million. HES provides specialized pricing, merchandising allowances and rebate programs to the CE independent specialist, while using the size and power of AVB to provide a multitude of general business services including wholesale and retail financing, competitively priced group health insurance, extended service agreements and merchandising/marketing programs.
The group’s Expert Warehouse Program offers just-in-time inventory that allows members to select from authorized brands. This inventory advantage combined with better allocation, marketing support, and other sales tools, such as display programs, is designed to keep members competitive in volatile markets. There are several Expert Warehouse locations across the country and HES dealers have the ability to cost effectively fulfill product by taking advantage of a tiered freight policy on orders of $2,500 or more at “better than distribution prices.” The lines available include LG, Samsung, Panasonic, Pioneer, Sharp, JVC, Mitsubishi, Toshiba, Definitive Technology, Klipsch, Paradigm, Chief, and Bell’O.

HES members also have access to Expert Custom Warehouse. This one-stop shop for all CI needs includes a $250 free freight minimum, with 95 percent of the country serviced via next-day shipments. This warehouse features better-than-distributor pricing and includes brands such as APC, B.E.S., Cable Pro, CE Labs, DVDO, Dymo, Electrolux, HAI, Honeywell Cable, ICM Corp., Key Digital Systems, Leviton, Lutron, Luxul, M&S, Panasonic Phones, Platinum Tools, Proficient, Speco Technologies, Spectrum Electronics, Testum, Universal Remote Control and Xantech.

Philosophy: The goal of HES is to ensure the continued success and growth of its independent HES members. HES has a dozen district managers in the field that assist members with general business and merchandising solutions

Upcoming Events:
CEDIA Expo Cocktail Party
Date and Location TBA
Home Technology Specialists of America (HTSA)
501 E. Uwchlan Ave.
Chester Springs, Pa. 19425
Phone: (610) 363-9055
Fax: (610) 363-9065
Website: &
Bob Hana, Managing Director , Executive Director
Jon Robbins, President
Members: 63
Storefronts: 98
Annual Sales: $475 million

Key Suppliers: Panasonic, Integra, Paradigm, Sharp, Savant, Control4, Mitsubishi, Samsung, Runco, LG, Anthem, Lutron, Audio Quest, Sonance, Arcam, Lexicon, Harmon Specialty, Liberty, ihiji, IC Realtime, Peachtree, Chief, Sanus, BDI, Salamander, Universal Remote Control, Pakedge, Key Digital, SunBriteTV, Sharp Elite, Stewart Filmscreen

Description: HTSA is a buying group for mid-sized specialty audio/video dealers and custom integrators. Its members sell upscale products to affluent customers, with a focus on custom installation. Its members sell upscale home technology solutions to affluent customers, with a focus on custom installation.

Upcoming Events:
April 9-12, 2012
HTSA Spring Member/Vendor Conference
Hilton Bayside, San Diego, Calif.

In Car Experts (ICE)
Pureland Business Center
Swedesboro, N.J. 08085
Phone: (877) 777-4423
Rob Elliott, Executive Director
Annual Sales Volume: $250 million
Storefronts: 200 in 43 states
Key Suppliers: Pioneer, Kenwood, Boston Acoustics, Code Alarm, isimple, Warrantech, PAC, AAMP of America, ibiquity (HD Radio), Stinger, Sound Quest, Peripheral Electronics, Lightning Audio, Renegade

Description: In Car Experts is a select group of mobile electronics retailers supported by vendor partners that are committed to the success of the independent specialist. The average ICE retail member has been in business for more than 20 years.
ICE provides retailers with the benefits of working as a large cohesive group. ICE focuses on the areas of a retailer’s business that are generally not impacted by vendors. This includes marketing, merchandising, personnel, store policies, idea sharing, peer communications and store services.

Philosophy: To build a network of the nation’s best retailers in order to increase member’s profitability by reducing costs, increasing customer traffic, increasing the average sale ticket, and elevating the consumer’s in-store experience. ICE also helps consumers and vendors identify the best retailer in the area.

7511 Capital Dr.
Germantown, Tenn. 38138
Phone: (901) 753-8243
Fax: (901) 755-3076
Rick Bellows, President
Jim Sendrak, Electronics Merchandise Manager
Arlin Walters, Lawn & Garden/Home Specialty
Jerry Honea, Furniture/Mattress Merchandise Manager
Missy Hodges, Appliance Merchandise Manager
Mallory Parker, Business Services Manager
Scott McFarland, Information technology director
Members: 1,600
Storefronts: 2,500
Annual Sales Volume: $3.5 billion
Key Suppliers: Electronics: Samsung, LG, Toshiba, Mitsubishi, Yamaha, Sharp, Panasonic, JVC, Bell’O, Pioneer, Sony; Appliances: Air King, Amana, Bosch, Broan, Crosley, Danby, DCS, Electrolux, Jenn-Air, Frigidaire, Fisher Paykel, GE, Kitchen Aid, Maytag, Speed Queen, Waste King, Whirlpool; Furniture: A-America, Aspen Home, Broyhill, Bassett, Catnapper, CBK, Coaster, England, Fashion Bed Group, Human Touch, Jackson, Magnussen Home, Pulaski, Sealy, Serta, Shaw Rugs, Simmons, Southern Motion, Tempurpedic, Klaussner, Symbol, Simmons Upholstery; Lawn & Garden: Poulan Pro, Husqvarna, Orgill, Swisher, Briggs&Stratton, Country Clipper, Cougar, Agri-Fab; Home Specialty: Dreammaker Spa, Fuller Brush, Holland Grill, Traeger Grill, Oreck.

Description: MEGA Group USA is focused on delivering products and services to its retail members in the furniture, electronic, appliance and mattress industries. MEGA Group USA’s single management team means no layers or subgroups to complicate matters, and the group’s 12 field-marketing managers provide hands-on regional support. MEGA Group USA’s membership model allows for 100% of the vendor rebates to be returned to members. MEGA Group USA provides web-based and social media programs.
MEGA Group USA was create to allow members to identify with a national organization. It provides support services that encourages dealer development and implementation of different systems and programs. These include online solutions, circular programs, insurance, product protection plans, as well as training, seminars, and finance support. MEGA Group USA conducts buying shows and regional training. Its focus is on non-traditional ways of retailing through service and marketing programs.

Upcoming Events:
March 17 - 20, 2012
Mariott World Center
Orlando, Fla.

September 6-8, 2012
Marriott Hotel and Louisville Convention Center
Louisville, Ky.

M.E.S.A. (Mobile Electronics Specialists of America)

12650 W 64th Avenue, #E511
Arvada, Colo. 80004
Phone: 877-770-MESA
Ryan Gunter- Executive Director
Members: 41 Members with 122 locations covering 27 states and $143 Million in sales.
Key Suppliers: AMMP of America/PAC, ATrend, Audiovox, Concept, Directed Electronics, Escort, Hertz/Audison, HushMat, JL Audio, Kenwood, Metra, Parrot, Pioneer and Rockford Fosgate.

Description: M.E.S.A. is a member-owned retailer marketing and selling group focused on the 12-volt and mobile electronics market. Retail and vendor members have demonstrated the highest level of business principals and acumen. As we add more of the right retailers and installers across the country, we are able to increase members’ foot traffic, profitability and sales for our vendor partners.
M.E.S.A. provides members with a variety of marketing materials, including fully produced TV commercials, radio advertising and printed material. This allows members to benefit from quality advertising and media production at a cost they could never acquire individually.
M.E.S.A. also provides members with group VIR programs, pre-planned product buys with pre-produced marketing materials and opportunity buys of vendor overstocked or closeout products. Due to our members’ geographic isolation, vendors also benefit by being able to move products in a manner that does not affect dealers across the entire nation. While members will continue to negotiate their own programs and continue to purchase through their individual representatives, the M.E.S.A. programs enhance their profitability and bring new opportunities.
M.E.S.A. members share their best practices, internal forms, sales staff incentive programs and other business information. Group forms for RTV, employee manuals and sales contest templates are other examples of the ways that group Members can save time by benefiting from group membership.

Nationwide Marketing Group
110 Oakwood Drive, Suite 200
Winston-Salem, N.C. 27103
Phone: (336) 722-4681
Fax: (336) 722-8658
Robert Weisner, Chief Executive Officer
Les Kirk, Chief Operating Officer
Dave Bilas, Executive Vice President

Major Appliances: Jeff Knock, Senior VP of Marketing
Patrick Maloney, VP of Appliance Merchandising

Consumer Electronics:

Tom Hickman, Senior VP of Electronics
Doug Schatz, VP of Electronics Merchandising


Richard Weinberg, Senior VP of Marketing

Specialty Electronics & Custom Installation: Jeannette Howe, Executive Director of SEN
Home Furnishings and Bedding: Bill Bazemore, VP of Nationwide Furniture

Rent to Own: James MacAlpine, VP of Rental & Business Development

Members: 3,500 in the United States
Storefronts: 10,000
Annual Sales Volume: $14 billion

Key Suppliers: Brand-name suppliers in Major Appliances, Consumer Electronics, Home Furnishings & Bedding

Description: Nationwide and its regional groups and divisions provide the solutions dealers need to build a better business in the new marketplace. The group’s negotiated pricing and specialized services help their members thrive and cut costs. Nationwide Marketing Group is also involved in training and marketing efforts. It owns and operates a state-of-the-art studio in Atlanta that produces high-definition TV commercials and in‐store digital signage. Members also have access to custom print and online advertising, rebate programs and customized promotions, including interest free financing and other consumer incentives. The group’s learning programs are on the cutting edge of management, sales, service and financial training. In addition, Nationwide hosts PrimeTime!: Buying Show and Strategic Member Conference, that puts members face to face with top executives from brand‐name suppliers and gives them access to leading experts who present on the latest trends in the retail industry. Every year, dealers walk away with millions of dollars in cash on merchandise purchased at the show through the group’s exclusive CashBack Now savings program.

Upcoming Events:
August 19 - 22, 2012
The Gaylord National Harbor, Washington, DC

NATM Buying Corp.
50 Karl Ave., Suite 303
Smithtown, N.Y. 11787
Phone: (631) 382-8640
Fax: (631) 382-8645
President/Executive Director - Bill Trawick
Director of Operations - Michael Maund
Vice President - Scott Hymas
Treasurer - Martin Hartunian
Secretary - Michael Perlman
Members: 12
Storefronts: 321
Annual Sales Volume: More than $6 billion

Description: Founded in 1970, NATM is a national buying co-op representing 12 regional retailers in the appliance and electronics industry. NATM coordinates the buying and merchandising strategies for its members and provides a forum for the exchange of ideas. NATM explores new opportunities in the marketplace and strives to deliver a quality product to its customer base while optimizing profits for its members.

Key Suppliers: Electronics: HP, Mitsubishi, Panasonic, Samsung, Sharp, Sony, Toshiba, and LG Electronics; Appliances: Frigidaire, GE, Maytag, Whirlpool, LG and Samsung

Upcoming Events:
NATM 2012 Meeting:
Sept. 10 - Sept. 14, 2012
Ritz Carlton
Dallas, Texas

Progressive Retailers Organization, Inc. (PRO Group)
11700 Pheasant Creek Drive
Fort Worth, TX 76244
Phone: 817-431-2240
Fax: 817-431-2243
Dave Workman, Executive Director
George Manlove, Chairman
Walt Stinson, Vice President/Secretary
Glenn Rogers, Business Manager
Jessica Paskon, Operations Manager
Members: 16
Storefronts: 187
Annual Sales Volume: $2.1 billion

Key Suppliers: Samsung, Mitsubishi, Denon, Yamaha, Toshiba, Sharp, Panasonic, LG, Sony, Klipsch, Alpine, Definitive Technology and Polk Audio

Description: In addition to coordinating purchasing, PRO Group facilitates the exchange of best advertising, merchandising and training practices between its members. PRO Group’s membership includes: The Big Screen Store, Bill Smith Electronics and Appliances, Bjorn’s Audio/Video, Car Toys, Crutchfield, Electronics Expo, Huppin’s/OneCall, J&R Music & Computer World, Jetson TV & Appliance Centers, Inc., ListenUp, MODIA, Ovation Audio/Video, Paul’s TV, Stereo Advantage, Vann’s and World Wide Stereo.
Upcoming Events:
PRO Group Spring Meeting
May 9-11, 2012
Ritz Carlton Laguna Niguel
Dana Point, Calif.

Resource Plus (Formerly MARTA)
515 East Carefree Highway, Box 1140
Phoenix, Ariz. 85085
Phone: (480) 443-0211
Fax: (480) 443-3354
Bob Thompson, Executive Director
Tom Balistreri, President, Board of Directors
John Rice, Treasurer
Sandra Quick, Secretary
Members: 50
Storefronts: 250+
Sales Volume: $1.0 billion

Key Suppliers: Electronics: LG, Samsung, Sharp, Sony, Toshiba; Appliances: Amana, BSH, Electrolux, Fisher&Paykel, General Electric, Maytag, Whirlpool

Description: MARTA is a 46-year-old collection of like-minded retailers with locations nationally. Average dealer size exceeds $10 million in annual retail sales. MARTA formed an alliance with BrandSource and operates as a division (Resource Plus) within the BrandSource family of groups, with access to BrandSource’s member services. MARTA maintains ties to key suppliers through two annual buying meetings, committee travel and group-coordinated activities at CES, NAHB, KBIS and CEDIA. Regular Internet bulletins keep dealers aware of industry programs, events, price shifts and merchandise opportunities.

Specialty Electronics Nationwide

A Division of the Nationwide Marketing Group
110 Oakwood Drive, Suite 200
Winston-Salem, NC 27103
Phone: 949/369-6402
Fax: 949/369-9350
Jeannette Howe, Executive Director, (949) 369-6402
Barrie McCorkle, Director of Membership,, (970)984-0545
Members: 500+
Storefronts: 625
Annual Sales: $1.5 Billion

Key Suppliers: Anthem, Atlantic Technology, ATM, Audio Authority, Automated Outlet, Bedrock Learning, Bell’O, CEA, CEDIA, Chief, D-Tools, DSI Systems, Elite, Energy, Epson, ImageCrafters, Inada, InstallerNet, ISF, Integra, JVC, Klipsch, LG, Mitsubishi, Monitor Audio, Monster, NavNet, Netsertive, Onkyo, Paradigm, PCS, Perfect Path, Pinnacle, Pioneer, RGPC, Russound, Sanus, Samsung, SED, Sharp, Severtson Screens, Toshiba, Tributaries Cable, VIP, ZeeVee and more

Description: Specialty Electronics Nationwide is dedicated to the independent specialty consumer electronics dealer. We provide our members with a number of initiatives, including discounted factory direct programs, inventory fulfillment solutions, training, marketing campaigns, web strategies, customizable digital signage, consumer financing, inventory financing, competitive credit-card processing rates, store design and merchandising, installation services, and extended warranty programs. Our tagline is Buy Better, Compete Tougher, Sell Smarter.
Specialty Electronics Nationwide negotiates programs with its factory direct manufacturing partners that give members increased DFIs, rebates, SPAs, display programs, extended terms and other benefits that deliver bottom line impact.
SENationwide also partners with various distribution companies across the county so members can purchase goods through our Warehouse Direct program at factory competitive prices. There are 36 Warehouse Direct warehouses across the nation and members generally receive inventory within 48 hours of placing an order. By ordering as a group, we are able to forecast our needs and place sizable purchase orders with our manufacturers. SENationwide also provide tools to help members more efficiently track IRs and price protection.In many cases the IRs are DFI’d from the invoice reducing what can be an extensive paper trail.

Upcoming Events:
August 11-14, 2013
The Gaylord Texan, Dallas, Tex.



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