Contacts: Retailers Selling CE with a Twist of Innovation

Henry Posner, B&H Photo Video Inc., New York City

Henry Posner says the sales force at B&H Photo Video Inc. has a simple formula for guaranteed success: “We slip a Hersey bar into every outgoing order!” There are snacks at B&H, actually, kosher pretzels and sodas, but the real draw at the fast-expanding Manhattan camera center is a reputation for having some of the most knowledgeable salesmen and women in the industry, available to customers in person and by phone. Posner, Director of Corporate Communications for B&H, says a few strategies have helped the company gain that kind of respect:

1. B&H hires professionals. “I was a shooter for 20 years. Most of our sales staff has worked shooting sports events, news or weddings. Because of our breadth and depth, we have a unique opportunity to talk with photographers as photographers, not just as sellers.”