Roundtable: Distributors Dig Deep
Trends: The loss of Fujitsu was a big deal for us and our dealers. They were a high-performance video brand that our dealers could sell as the “best of breed,” make good margin and differentiate themselves from the mass market. It’s not easy for them to replace that business. We are working in Asia with our current vendors to create better-performing products with the right features for our customers (RS-232 control, discrete infrared commands, etc.) that will enable them to continue differentiating themselves from the pack.
Also, we are in the midst of a company restructure that is realigning our regions, consolidating some departments and has promoted some people within our organization to exciting new roles.
Bill Lyons, vice president and general manager, Cardinal Electronics