Distributors Pack More Value
Doug Pircher, General Manager, International Supplies
We’re customizing our programs for dealers and come up with solutions for them where we can show them how to increase the margins on their sales. We realize that people are not really running out and replacing something because the batteries have failed. They’re now making the effort to get the items repaired. So, what we’re trying to do is focus on the overall experience with the dealer, and the dealer’s efforts to keep that customer and own that customer’s business through their service and through the products and accessories they sell to the customer.
Phil Minix, President and General Manager, MCM Electronics
We are reinforcing that we have Net 30 accounts available for qualified customers. If they are experiencing a lack of credit, we can help. We are offering more incentives: free shipping, percent off, etc...Until further notice, we are promoting free shipping on any order over $200. We also are putting our private-label brands front and center. These brands—Tenma test equipment, Duratool Tools, Stellar Labs wire and cable, MCM Custom Audio—offer excellent value and great quality at less than the national brands. We continue to aggressively pursue surplus and closeout opportunities and then pass the fantastic savings on to customers. Name brands and liquidators come to us with the deals because we have the resources to pay them in timely fashion, and have the space to take the inventory.
Brian Dietz, Vice President of Sales, M. Rothman & Co.
By being a conduit between our vendors and dealers, we educate and train our customers with seminars and dealer training sessions, which provide vendors immediate reaction and feedback about their product. By helping in the policing of product, profit margins can be better maintained for all parties.
Our national, regional, specialty and Internet partners are all serious about cutting costs and we contribute by helping them reduce inventory levels. We allow our dealers to try new product categories without any significant investment or risk. Our state-of-the-art in-house dealer Web site allows our customers to shop, compare and order 24/7 and have us ship the same or next day. For dealers that may not have the floor space or floor model commitment, our showroom is open for dealers to bring customers in to see the full range of a manufacturer’s lineup, linked in product vignettes with complimentary products. We also provide extended terms, floor display allowances and volume rebate incentives. We have also provided and managed in-house rebate programs, which allow us to monitor their success for the dealer more closely.