Distributors Focus On New World Solutions
Tom Bamrick, Ingram Micro CE: A major focus in 2013 for IMCE (Ingram Micro CE) is to provide our partners with value product adjacencies’ opportunities and high-margin accessories. IMCE has significantly increased its growing non-traditional consumer electronic product categories such as home appliances and outdoor recreational products, in an effort provide dealers with high-margin, mapped product adjacencies. Supplying the dealer with relevant accessories such as cases, cables and headphones should enable the dealer to increase overall order sizes as well as increase the margin potential of each order. Everyone should be thinking “attach.”
Jack Halperin, Almo: We are working with our dealers to create customized ‘plan to sell’ programs focusing on key categories at tiered pricing levels that fit their business model and customer set. By narrowing their offering to only go-to models in entry level, core and step-up tiers, salespeople can cleanly help customers navigate to the model and feature set that meets their needs. The higher the tier, the higher the margin.
Curt Hayes, Capitol: We’re working closely with our vendor partners who are helping us to offer special purchases with high value. Bundling, too, is more important than ever, since it allows our customers to significantly increase gross profit margins.