Distributors on the Dais
Gary Palenbaum, Synnex: Our direction is to focus on retail at the national level, and also focus on the custom home install segment of that business. So we’ve got several different entities served through our dedicated sales team: custom home install, regional retailers, buying groups and the camera retailers and e-tailers. That’s the customer segmentation. We’ve got a dedicated sales team that works with them, and experienced product managers who go out and find products that fit with each of those categories. It’s a narrow, dedicated focus at each level. From a services standpoint, a lot of what we’re offering goes to our IT heritage. We have a pretty compelling distribution strategy with 11 warehouses across the U.S. It’s a North American strategy, really, not just a U.S. strategy. NEXCE, which we created in 2006, is a division of SYNNEX, which has traditionally been IT, and it’s a CE-centric brand. Being the third largest IT distributor, we’ve leveraged the existing partnerships we had to get our CE lines. So we’re in fairly good shape to expand CE relatively quickly.
Bill Stewart, Petra: We are constantly adding new manufacturers and products to our product selection. We plan to continue expanding our presence in certain areas, such as communications and custom installation. Flat panels and satellite radio are two others we are focusing on. And, as always, we continue to offer services such as no minimum order and free freight programs in an effort to pass along savings. Receiving their order quickly is important to our customers so we extended our cut-off time so customers can order until 6 p.m. CST and still count on same-day shipping. Best of all, we offer a lowest-price guarantee that promises to beat any competitor’s price, even if it is an advertised special.
DEALERSCOPE: What advantages does your business model offer over manufacturer-direct sales or what some buying groups are offering?