Roundtable:: More Than Distribution
The most effective things we can do as distributors are to educate and mentor manufacturers on the ramifications of their pricing policies; continually monitor the market to identify problem areas; and proactively seek out product opportunities from manufacturers that have a commitment to margin integrity.
Swanke: Margin. We are working hard to leverage our buying power to get the retailer the most margin they can get.
Kalman: The ability to compete on value versus price. Retailers have to use the advantages of physical selling (face-to-face interaction, demo products, environment, etc.) and stand out from the big boxes by offering distinctive solutions and creative ideas. We are helping the retailer by providing tools such as a full-featured website; a wide-ranging product mix, including consumer electronics, computing and small appliances; unique and hot new products; and consultative support in the form of dedicated account representatives who help our dealers with suggestions to grow their business, increase margins, and stand out from the crowd.