Buying Power: Do or Die
The message BrandSource and HES executives delivered to dealers at this year's Spring Summit was a bitter pill washed down with a healthy swig of tough love: There is hope and opportunity, but if you don't change you're business is going to die.
"There is no one silver bullet," Jim Ristow, executive vice president of HES, told hundreds of system integrators, specialty electronics dealers and installers during the opening session of the Summit. "However, there are a lot of opportunities."
Dealers now have to rack up business based on a lot of singles, not the big homeruns of yesteryear, Ristow told the crowd. "Let's stop thinking about the good old days," he said. "They're gone."