Distributors on the Dais
Palenbaum: We have the distribution network of 11 warehouses, and our integration capabilities. A lot of home installers in some smaller retailers are finding some other larger opportunities where we sometimes need to scale this, so we’re able to buy the products on their behalf and integrate them, if need be, and deploy them. We also offer national installation.
Gartland: We have what we call ‘AVAD advantages,’ as we see them. First of all, [that includes] brands that can really expand someone’s business. We think our 37 locations are a huge advantage for dealers. We have product, training rooms, and tech and applications support in each facility, so you have that local person—installer, integrator, system designer—come to our facility and sit down with someone and be able to walk through a project and get some training on a new category they want to implement. And it’s all local—they’re not flying in from somewhere. That can’t be done on the telephone. It’s not the same. The showrooms provide hands-on knowledge of the products that these folks are trying to integrate into people’s homes, presented as a complete solution.
Stewart: We reach more than 80,000 retailers twice a year with our 768-page, full-color catalog. This biannual catalog is supplemented with approximately 35 mini-catalogs that target specific markets such as the mobile audio and video, the custom installation, and the consumer electronics industries. With Petra’s no minimum order policy, retailers can maintain just-in-time inventory with the large selection of products, price points and brands that consumers are looking for. This gives them several sales opportunities without the initial investment they would need if buying direct from the manufacturer.