Roundtable: Amping Up the Sale
Regional retailers tell us that consumers, tired of putting off CE and appliance, are finally loosening the purse strings. That said, your customers are more value-conscious than ever. Like planes in a holding pattern, they circle and re-circle the Internet sites, looking for bargains to land on before setting foot in the store, where dealers can then work their step-up salesmanship magic. With sales up modestly for traditional brick-and-mortar regional dealers as they head into the 2010 holiday season, here is a look at what some of those specialists are doing to excite their customers for the next six months.
Dealerscope: How much were electronics and appliance sales and profits up or down compared to last year?
Terry Oates, President, King's Great Buys Plus, Evansville, Ind.: Overall, our business is flat to up maybe one or two percent. It's not anything to stand on top of the building and cheer about, but it's not cut-your-wrists time either. It's a mixed bag—two good days, a bad day, three good days, two bad days, five good days, two bad days. I think consumers are holding their pocketbooks until they really see compelling value, more so than ever in my 30-year career. They're pretty informed, they're shopping very hard, and it's incumbent upon us to make sure we've got a value proposition for them.