PRO Group’s Workman: Dealers, Vendors Must Tackle Channel Management
Workman said that neither dealers nor vendors want a world where there are two or three retailers left to deal with, or two or three manufacturers to deal with. “If only general merchandise or multiple-product dealers can survive, we’re all in trouble,” he said. “Do we really want the only survivors to be those who don’t depend on consumer electronics for profits? We’re audio and video dealers. We can’t depend on groceries, gas and Pampers to make it up.”
Workman alluded to the ProSource organization, the collaboration forged in 2011 between PRO and BrandSource’s Home Entertainment Source (HES) division and expanded last month, as a major initiative that he said is working synergistically for dealers in both groups in their buying leverage with vendors. With over $3.1 billion in aggregated CE sales, 950 storefronts and 500 dealers, “now, we have the biggest tool box out there,” he said, from which to pro-actively address business concerns. He also alluded to a recently announced partnership with eBay, crafted to increase dealer visibility. He exhorted the membership to “take full advantage of what’s been created.”
Stay tuned to our sites for more news to come from this meeting.