The Best of the New
All of the products, which generate at least 30 margin points and have just begun shipping through distribution, are targeted at retailers that have established installation divisions, are developing them or have a savvy DIY customer base, said Bob Williams, Aton’s general manager. Each product also comes with retail-centric packaging and an installation guide for the installer or customer.
“We’re aiming it at dealers who are looking for a product that’s easy to install and requires no programming,” Williams said. “Retailers are being asked to hang plasmas and they’re trying to capitalize on those and other services.”
Peter Janis, president of PrimAcoustic, is another executive who realizes how consumer demand for flat-panel televisions is expanding the need for other products that are easy to install and serve a specific purpose. A division of Radial Engineering, a manufacturer of studio and live performance audio gear based in Vancouver, BC, Canada, PrimAcoustic recently began shipping its Broadway acoustic panels, which are specifically designed as a low-priced solution for retailers. The fiberglass panels are covered with an acoustically transparent fabric finish that comes in only three colors. Offering a limited number of SKUs allows PrimAcoustic to mass-produce the product at a low cost, Janis said. A typical home theater can be equipped with Broadway panels for $399 to about $1,200, Janis said, adding that dealer margins are 40 points.