Business Strategy

Demograhic Demagoguery
February 1, 2006

By David Dritsas There's been a lot of talk lately about "Selling to Women." It's a topic that is bandied about commonly at trade shows, business conferences and certainly in the pages of Dealerscope, more than a few times. The premise is certainly valid. Electronics is no longer a boys club; more women are buying CE products, so it makes sense to take this demographic more seriously. But is selling to women really all that different? Is this group so generically disparate that retailers need to adopt a whole new strategy, or even a radical change in store design? At our recent editorial advisory board meeting,

Radio Days
February 1, 2006

HD Radio is being advertised by broadcaster, but does retail know enought to sell it? Edited by David Dritsas After the first of the year, 91.1 FM, a local public radio station and NPR affiliate in Philadelphia, started adding "now broadcast in HD Radio" to its station identification announcements. Many people have been left asking, "What's HD Radio?" While one of the better technology improvements radio has seen in a long time, HD Radio hasn't had the marketing pizzazz like that of HDTV or satellite radio—there's no Howard Stern linked to the promotion of HD Radio. Still, products are rolling out and radio stations are eager

Industry Rountable
February 1, 2006

Dealerscope's editorial advisory board sounds off about consumer electronics retail. By David Dritsas "It's looking like COMDEX more everyday," joked members of Dealerscope's Editorial Advisory Board (EAB), referring to the size and spectacle of this year's CES. But everyone agreed the show offered a lot of great, new technology. This year the Dealerscope editorial staff met with EAB and other members of the industry at the Las Vegas Hilton to discuss topics affecting the industry. One of the biggest issues discussed was the question of how to educate the customer, and the resulting challenges the retailer faces in training its sales staff to sell to an increasingly

Selling Machine
February 1, 2006

An automated retail machine is catching eyes and CE shoppers By Audrey Gray On the first floor of the Las Vegas Hilton, a hallway away from the blinking, clinking casino floor of one-armed bandits, tourists stop in their tracks and pull out cell phones to snap pictures of a one-armed sales clerk. The clerk doesn't mind. It happens every day, the curious glances and the comments. "No way! Check this out!" The clerk's single arm moves with precision, carefully picking up iPods and Sony PSP's and then pushing them toward Vegas visitors willing to swipe their credit cards. Despite the sideshow atmosphere, each

It Takes Two to Sell Through
January 1, 2006

Manufacturer Support is More Critical Than Ever for Imaging Dealers By Jon Sienkiewicz During my thirty-year career at Minolta Corporation I held the senior management positions of Regional Sales Manager, Director of Service and Vice President of Marketing. My experience in all three areas left me with a well-rounded perspective, and I'm often asked how the three departments differ. Here's how I explain it, although I secretly wish people would ask me how they are the same, instead of how they are dissimilar. Marketing loads the cannon and aims it. Sales pulls the trigger and is first into the trenches to witness the

Partner or Competitor?
January 1, 2006

Manufacturers selling direct to consumers remains a bitter pill for retail to swallow. By Janet Pinkerton At what point does a manufacturer selling direct to consumers become less of a partner and more of a competitor? A significant segment of a/v manufacturers is selling direct—and in many cases expanding those direct sales efforts, complete with installation service—balancing their efforts with the interests and activities of their retail channels. However, Dealerscope interviews with retailers and buying group leaders found specific complaints about manufacturers' direct sales and a collective gut feeling that it's not right for a vendor partner to actively sell the same product to

Pop-up Shop
January 1, 2006

The Wired Store, New York City By Audrey Gray In the realm of brick-and-mortar, traditional retailers spent the holidays offering faithful customers instant gratification with plenty of merchandise, sales and extended operating hours. But a clever rogue had a romp through this holiday season too, buzzing through Soho in the form of a completely temporary retail space for cutting-edge consumer electronics, some not even on the market yet, called The Wired Store. Sponsored by Wired magazine, the Condé Nast monthly known for its amped up coverage of technology and pop culture, along with over fifty of its advertisers, The Wired Store was open

Is Manufacturer Support Becoming an Oxymoron?
January 1, 2006

Some Photo Retailers Claim it's an Overlooked Part of the Retail Business Equation By Lorraine A. DarConte The topic of manufacturer support is a touchy one it seems; when asked, many retailers were concerned about having their names disclosed, or in turn, of revealing the name of a manufacturer they felt wasn't delivering the level of service and support they needed. But a few brave souls were willing to tell it like it is when it comes to manufacturer support, including the good, the bad and the ugly. First and foremost, photo retailers believe that manufacturer support is critical to the survival of

Starting the New Year Right
January 1, 2006

Three resolutions for bettering your business By Floyd Seal Now is the time to make New Year's resolutions. I am not talking about losing 10 pounds, going to the gym three times a week or telling your significant other how much you love them three times a day (even though that last one does pay big dividends). I am talking about making some resolutions for your business that will make your operation more profitable than last year. Here are a few ideas that might help you make more money in 2006: Resolution No. 1: Make money in 2006 by clearing out right Get rid of old inventory! If

The Yuan Revaluation Debate
January 1, 2006

Manufacturers and Retailers Have Adapted Well To Change Peter Berghammer Chief Executive Officer Coperino Corporation Analysts have been closely watching the Chinese Yuan's revaluation throughout this holiday season in order to see what effects China's currency policy has had on the global economy. More specifically, retail analysts in the United States have been looking at both the holiday shopping season trends and contractual realignments between retailers, manufacturers and their suppliers. Initial fears the Yuan's revaluation would contribute to long-term financial instability, or at the very least a major reevaluation of contractual relationships between U.S. and Chinese companies has not come to pass. This is not to say that