Buttery Soft Leather, Balls Of A Plumber
Believe it or not, the two phrases in the headline are actually related. They’re taken from two of our favorite quotes of the year, which just happen to appear in this month’s Dealerscope. We couldn’t help but laugh (for the right reasons) when we first read them and figured the lessons the full quotes carried are worth repeating. They relate to some of the most important business strategies CE retailers have to implement if they want to survive today: the need to promote full solutions and the necessity of developing and GETTING PAID for services that garner high profits and recurring revenue.
Dealerscope has trumpeted those themes for years, but we’ve never been able to say it better than these two industry leaders.
The first one comes from Starpower’s David Pidgeon, who is quoted in our cover story on marketing strategies surrounding the football season (see the story for more great tips and quotes on page 34). Starpower recently doubled the size of its Dallas flagship store, added more appliances and began selling custom furniture, including home theater seating. All of that was done to offer both male and female customers a fuller entertainment shopping experience and to generate higher sales tickets and better margins.
When asked during the phone interview to describe Starpower’s Game Day sales strategy, Pidgeon came up with this answer on the fly. Each element of the quote, though, is so embedded in the company’s full-solution-sale DNA that you know every Starpower sales associate carries the essence of it during each customer encounter.