Keeping On The Right Track at Best Brands Plus
It is also important to recognize the sale of warranties as profitable, he added, and to compensate the salespeople for selling old merchandise that is usually harder to sell than new merchandise. Other revenue sources that should be tied into the salespeople's compensation, said Bellows, are selling parts and accessories, and delivery and installation. "Good service is a given," Bellows concluded.
During the session on selling electronics specifically, Chris Nickas, sales manager at Best Brands Plus, advised: Don't sell in many categories, find a niche instead. Also, he recommended, "buy short," referring to selling electronics, as products get replaced fast by the newer, less expensive models with more features. Try to get more product lines and access to many distributors, Nickas added. "We can't negotiate better prices if we don't have the volume."
Finally, he urged his audience, in the time when technology moves forward fast and the economy is volatile, don't just lay off your tech support, but try to retrain them instead. One of the ways to keep the tech staff, he suggested, is to train them how to perform custom installation, since the demand for it is increasing. n