Distributors State Their Case
We have 38 locations. Our inventory, tech support and dealer training are in the local markets where the retailers are. We have over 100 brands and 16,000 active items in stock. We truly are a “one-stop shop,” and our people know how things work and how disparate vendors’ products work together. A single vendor cannot provide that level of support and knowledge. In the CE business today, it is not the price you pay, it is the return on your investment (ROI). The more sophisticated the retailer, the more they understand that. If you can buy a box from AVAD today, deliver it to the customer tomorrow, and pay us in 30 days with the customer’s money, there is a dramatic improvement in your working capital.
What We Offer That They Don’t: Access to our customer base. Market development: we can make a brand happen within our channel. Distributors traditionally have not been good at that. They were fulfillment partners. We’re marketing partners. We have over 140 salespeople, of which there are about 40 on the road. That’s a formidable sales force for a manufacturer to add to their team.
Bill Lyons, Vice President & General Manager, Cardinal Electronics