"Now all of a sudden they found that 'Geez, we have to be in the computer business!' But they've lost their understanding of networking technologies and the way [the computer-centric vendors] go to market," Baker said. "Now they're stuck selling TVs that are becoming PCs in terms of margins and prices that are always falling. If you want a strategy that gets you more margin, you have to develop a strategy independent of Apple and anyone else."
Part of that strategy can include taking advantage of holes in Apple's retail sales model, Baker said. The Apple Stores essentially sell third-party products as a convenience. "They don't do very well selling solutions," he said. That gap in marketing and selling Apple-centric solutions is one that many specialty dealers can fill.
The Migration to Solutions