Contacts: Mark Alexander, Owner of Alexander & Ray’s TV and Appliance, Olathe, Kan.
Mark Alexander, an independent retailer in the mid-size metropolis of Olathe, Kansas (close to Kansas City), caters to all sorts of customers, selling low-end ranges for rental properties as well as high-end 32’’ flatpanels for the master bathrooms of mansions. But he’s learned over the years to keep his eye out for one sort of customer in particular: builders.
“You really take take of that builder because what you really want are his clients,” says Alexander. “Any builder that you can turn into a friend stays with you a long time, even if it’s just someone who’s doing five to twenty homes a year.”
Alexander says he’s seen a lot of business resulting from the national trend of retrofitting existing homes with luxury appliances and home entertainment products. “One of my favorite clients buys $300,000-$500,000 homes in older neighborhoods, rehabs them, and turns them over for a profit. That’s a fun market because you’re really helping them design. These guys want something that’s really going to make that kitchen show.”