Distributors Focus On New World Solutions
Hayes: Early on we saw the trend in Smart TV as being something that would help our customers grow their business when others were slipping. Consumers have heard of it, know they want it, but they don’t know how to fully implement it and take advantage of all its features. Consumers look to retailers for help, but many don’t have staff who are up to speed on the best new solutions coming to market, let alone what to do if there is a technical question. That’s where we come in. Capitol’s sales team includes staff trained in product design and in many cases, engineering. This puts us in a better position to help our dealers fully implement Smart TV technology in their customers’ homes.
Caruana: We’ve further exposed our business unit leaders to the economics of our business, and empowered them to develop new supplier relationships. Since they are closest to the needs of our customers, they are now making decisions that have a direct and significant impact in bringing our dealers an offering that better serves their customer base.
Halperin: We’ve clearly aligned our outside and inside sales teams to provide more consistent service in addressing our dealers’ critical needs. No automated answering service, no ‘pools of people;’ our dealers interact directly with their personal account team that knows their business.