Living and Dealing With Channel Conflict
For example, we recently met with the directors of distributor Tech Data's consumer technology division who said one of their main strategies in ramping up their division is to work closely with dealers of all sizes in a consultative role to drive sales. The company joins a long list of other established and committed CE and appliance distributors that continue to strengthen their value to the independent dealer channel.
On the buying group side, Nationwide is rolling out, among other strategies, a new email and database platform for the creation of more targeted promotional and marketing campaigns. (All independent dealers should be creating their own databases, since customer contact info is worth more than gold.) Other major buying groups also continue to roll out new tools and programs to help improve the competitive edge of their dealer partners.
And there are plenty of vendors over the last few months that deserve accolades for some the efforts they've made to help the independents in the face of channel conflict. Nationwide's Mike Decker told us that LG and Samsung have greatly improved their consumer instant rebate process, cutting the time it takes dealers to receive their money.