Distributors Provide Conduit to Profitability
Rob P. Kalman, vice president, U.S. marketing, SED International: We continued to round out our line card with important new vendor partners, such as Niles, Sanus and Polaroid, and entered new segments such as small appliances and As Seen On TV. These additions help our customers grow and diversify their businesses, whether from a retail, installer, or e-commerce model. We provide assistance to the dealer to enter new markets and add products through various vehicles, such as opening-order specials, financing incentives and marketing materials.
Peter A. Richichi, COO, WYNIT: As WYNIT continuously strives to provide enhanced value to both our customers and suppliers, the biggest change we began in 2009 is in the area of market specialization. This means providing unique value propositions for each market we serve, based on the specific requirements of our customers doing business in those markets. Essentially, we closely examine the intricacies of each market arena, and provide solutions to those challenges.
Internet retailers have different needs than national brick-and-mortar chains. Specialized dealers and integrators place a high value on technical expertise, training, and support, and customized logistics capabilities help both suppliers and customers penetrate new markets. This expanded focus on specific markets provides WYNIT customers with the service and support required to effectively move goods through the channel, and maximize both revenues and margins.