"We wanted to focus on the top part of the electronics market," he said. "Focusing on the top half has really been our lifeblood. We get terrific support from our vendors." In fact, four times a year, the personnel behind Good Guys converges in one location to meet select manufacturers. There, the sales teams and vendors meet eye to eye. "We have some salespeople who aren't afraid to be honest, saying that customers don't like this feature, or that customers want more of this,'" he said. "The vendors like this because they get a different perspective." This perspective inevitably influences the way in which products are further tweaked and delivered. The professional chain is linked by not only by what works best, but also what will work better tomorrow.
Supply in Demand
The teams are trained to know about and operate products in every niche. "What's really hot is HDTV—digital TV, plasmas, particularly flat screens," he said. "The technology is all new, but actually the face is changing, too." He cited flat screens that can hang on the wall like a picture. It's apparent that Weller is as conscious of aesthetics as he is of function. "We try very hard to differentiation from the out-of-box players. About 60 percent of what we sell, you can't buy elsewhere." Good Guys showcases at least six or seven plasma TVs in every showroom. "You'll see Sony TVs, like the XPR line, or Mitsubishi's Diamond and Platinum lines. The new challenge is making them eye-catching." He also said that introducing the latest equipment is a priory.