Guerrilla Retailing: Walmart's Project Impact Targets Regional Retailers
Either get in the battle or get out of the business. One way or the other, it's time to act not sit on the sidelines hoping things will settle down.
* Sell the full solution. One dealer recently told me that even with the competitive pricing on flat panels, some sold close to cost, once he got the customer into the store he could make a profitable sale-sometimes as much as a 32% margin-by adding installation, accessories, mounts and warranties.
* Shop the competition regularly. Find out what their real offers are. See what they include in a basic delivery or installation. Look for their weaknesses. Explore their product line-up and pricing to find out where you need to be.