Distributors Pack More Value
To kick off our annual distribution package, we surveyed some of the industry’s leading executives to find out the most important initiatives they‘ve implemented to help dealers drive more sales and gain more profit during these tough times. Don’t forget to check out our full distribution coverage each day at www.dealerscope.com and in the magazine’s Pipeline and The Source sections. Let’s hear from the executives:
Warren Chaiken, President and COO, Almo
We’ve beefed up our inventory levels so [dealers] can order product as needed, which reduces their financial risk. To broaden their customer appeal and revenue opportunities, we’ve added additional product categories, including A/V accessories and photo/video categories. We are also negotiating vendor-specific sales programs that include extended terms along with pricing programs. We’ve improved our dealer services, including an upgrade to our Web site to make it easier for our dealers to do business, particularly during non-business hours. We’ve expanded our Dealer Expos and developed private sale opportunities.
Joel Blank, Executive Vice President, ArchBrook Laguna
We are initiating a number of support programs, from more efficient metrics to SEO and marketing efforts, not traditionally associated with distribution, in order to help our dealers and suppliers sell more product, more efficiently and more profitably.
Wally Whinna, Executive Vice President of Marketing, AVAD
We continue our aggressive training programs to assist dealers in developing new skill sets with additional focus on new profit centers such as lighting, control and media centers. Having multiple, fully stocked will-call facilities in every major market makes AVAD a dealer’s warehouse, providing just-in-time inventory the day of the delivery or installation. We continue to add higher-end limited-distribution brands such as Martin Logan and B&K, giving dealers high-ticket, high-margin sheltered brands to sell to their customers.
Curt Hayes, President and CFO, Capitol Sales
We adhere to the old adage that teaches, “education is an ornament during prosperity and a refuge in adversity,” meaning that difficult times call for an increase in knowledge in order to do combat in a challenging market. We’re launching our most aggressive dealer education program to date: The Capitol Sales Learning Institute, Regional Outreach program, which will address how best to adapt to changing conditions without resorting to knee-jerk discounts and promotions, focusing instead on increasing profitability through 2009 and beyond. And we’re taking it on the road to make sure we reach the greatest number of Capitol partners throughout the country.