Shining Light on the Industry
Dealerscope: What was the single best-selling product you sold this year? What was it about the product that helped it to sell more than others?
Lavine: French-door refrigerators in either three- or four-door versions. In our market, people liked the size and the design. Also bundled packages—refrigerator/stove/microwave—did very well when vendors supplied multiple-product rebates, and when the rebates were substantial.
Clemens: In terms of units, it was air conditioners by far. We do a lot of business with property managers, and this was a hot summer. We completely blew through forecasts and had to scramble to get more product in mid-summer to fill demand.
In dollars, refrigeration is still our number one category. In particular, Samsung French-door refrigerators performed extremely well. They have a good mix of design, function and price that make them an easy sell for our folks on the floor. Plus, they support us with a pretty deep program that allows us to make good margin, compensate our salespeople and offer consumers a good value.