You can tell something’s taking hold in the retail channel when, without looking too hard, it hits you from all sides and from a variety of sources.
The overall message became clear while I was editing and reporting stories during the last month for Dealerscope and www.dealerscope.com: to survive in this tough environment, in which competition increases as fast as margins fall, retailers of all stripes must take the initiative to recommend full solutions to their customers and clearly explain the services they offer to optimize, maintain and upgrade those solutions. Ignore the full solution - the combination of hardware, software and services - and you’re leaving dollars on the floor.
This isn’t a new concept. What is new is the consistency with which it is resonating throughout the industry. More and more of that information, seems to provide the steppingstones retailers can take to revamp their business model and increase their competitive edge. It’s been estimated that almost $3 billion in product sales each year, not including the services needed to optimize those full solutions, is lost by focusing on marketing and selling single products as opposed to a full solution.