A New Wave of Opportunities for HES Dealers
Whether you're a specialty consumer electronics dealer or a custom integrator, you must embrace both higher-end and lower-end solutions to capture a new wave of sales opportunities that is set to flood the channel.
"We have to do it all," said Jim Ristow, executive vice president of Home Entertainment Source during the general session of the HES Summit, held this week in Orlando, Fla., as part of the BrandSource Summit.
Ristow explained that HES dealer members typically benchmark 80 percent of their business at a certain price point, whether it's at the higher-end or more in the middle of the market, depending on a dealer's business model. But a new wave of products - as well as the fact that a dealer's core competencies, no matter what segment they sell into, can often handle the sale and installation of a wide range of solutions - is opening up a broader range of markets and opportunities for a variety of dealers to capture.