Attitudes: Finding Elite's Replacement
Workman and other members said their main focus during the meeting was to re-educate manufacturers about what specialty dealers contribute to the industry, and what they need to do an even better job. None of that was lost on Perry and Panosian. Panasonic, for one, will continue to limit distribution of lines like the Z1 and G15, to the specialty channel, Perry said. Both executives said they’ll continue to provide specialty dealers with the tailored programs, prices and product mixes they need to compete.
The rest, as it always has been, is up to the dealers. The game going forward is all about adding more accessories, warranties and add-on product to the core sale. Manufacturers, as Workman pointed out, have to realize that all it takes is a trained sales force that can only thrive with their support.
Manufacturers have always benefited as much from the specialty channel as it has from them. The relationship between the two sides will only grow more important as market dynamics continue to mature into lasting trends.