Learning From 2010
When Starpower's $25,000 to $30,000 installs dwindled, the dealer retooled its compensation structure to reward personnel when they sell more $5,000 to $10,000 jobs. They've also received training on how to sell more $100,000 projects. "We're doing more $100,000 business than we ever done, and we're doing a whole lot of smaller orders," said CEO Daniel Pidgeon.
Both Nationwide Marketing Group and AVB BrandSource added personnel to help dealers strengthen their businesses and leverage group services and programs. Nationwide rolled out the Funai brand, which added Sylvania, Phillips and Magnavox to its members' electronics product mix, to positive result. AVB BrandSource/HES dealers bought deep into promotional buys to offer sale pricing before, during and after manufacturers scheduled promotion.
AVB Brandsource began testing IRs on appliances in July. "It's going very well," said CEO Bob Lawrence.