1999 Appliance Retailing Giants - Selling Innovation Not Price
Of course, retailers face the challenge of getting people to actually pay for the innovations and looks they want.
"There's a lumberyard mentality out there," Palko said, nodding to the lowest-price credo embraced by today's mammoth home improvement chains.
"People who are conditioned to buy on price alone end up under-buying. A consumer's new washing machine may clean clothes better than his old one, but it won't have the energy-saving features or high capacity" he'd appreciate over the long term.