While Cardinal Electronics still does substantial business with small technology retailers, the Lodi, N.J.-based regional distributor has increased its focus on specialty and online retailers, as well as custom installers.
The hybrid mix was apparent this week at Cardinal’s dealer show at the Wyndham Garden Hotel in the shadow of New York’ City’s LaGuardia International Airport. The 61-year-old distributor showed off Niles’ JobSite Pure Custom line of AV installation products; Monster’s line of cables, accessories and power products; Sanus Systems’ flat-panel mounts; Denon Electronics; Yamaha’s full line of audio products; and Olevia and Westinghouse flat panels, among other products.
“We began to see the smaller mom-and-pop retailers fade into the sunset because it was getting tougher and tougher for them to compete against the big boys,” said Bill Lyons, Cardinal’s vice president and general manager, adding that the distributor’s business is about 60 percent smaller retail and 40 percent to custom installers and higher-end specialty retailers. “Most retailers have to add some custom installation services, as long as they have that vision.”