Glikes on Green Electronics
Glikes: we have a couple of strategies we’re trying to implement, and one of them is to try and go back to previous customers, because previous customers are familiar with the dealer, they are happy with the dealer for the most part, and all of them probably have something that needs attention or that they’d like to replace. We also have that will probably come on-line (soon) is a way to attract people who move to a different home; we have a campaign designed around that. And then, of course, we’re also recommending that they begin diversifying their product mix. Our business in lighting is up 50 percent this year, whereas our flat-panel business overall is down in dollars and units. So
if you diversify your product mix that’s one way that you can maintain your volume and profit.
Dealerscope: It always amazes me when I hear that retailers and custom installers don’t call back their existing customers. It seems like such a basic tenant of business. Why don’t they?