Accessories: The Industry's Viagra
The mindset against accessories selling at retail sometimes has to do with the size of the ticket. If I come to you and buy a $2,500 TV, the salesperson is oftentimes reluctant to say the customer probably should be getting an HDMI cable or a component video cable, or a couple of speakers, or an extended warranty. It’s one of those things where you’re piling on, and salespeople are afraid to ask for the accessory sale, afraid it might hurt the core sale. It’s been a long-term problem.
Dealerscope: What’s the most exciting thing about accessories in today’s market?
Lee: Wireless. It’s extremely exciting. We hope to have some of the things we’ve talked about coming out around the CEDIA Expo time frame and afterwards that will change the face of custom installation. It will open up a lot of profit opportunities to installers because they will then be able to do things in running high-definition signals that they couldn’t do in the past.