Rembering A Retail Veteran
One of Crosley's driving focuses came about when discount chains and superstores entered retail, spurring direct distribution from manufacturers and eventually changing the landscape of distribution entirely. At that point, Crosley redirected its focus on independent dealers. "Our program is to sell to independent dealers only," Dixson explained. "We don't try to sell to people who cut prices. Our whole effort is to keep independent dealers alive and profitable." He asserted that the industry notion that 80 percent of business is done by 20 percent of the players (mainly large chains and discount stores) is false. He thought that independents are now doing 40 percent of the industry business. Dixson admitted that he never really knew any other business better than the one he's been in all these years.
"In this industry after you've lived in it and have been raised in it, it gets in your blood — you just don't know anything else," he said. " You get to know the electronics industry pretty well and you try to survive in it."