Business Strategy

Defining Your Brand
May 1, 2006

Customers can buy the same products you sell from dozens of other local and national retailers and on the Internet. So, why would they buy from you? In his book, Why Should Someone Do Business With You…Rather Than Someone Else?, Sam Geist first explored the importance of analyzing the drivers that lead customers to choose one dealer over others. You may be making a huge mistake if you aren’t continually trying to find out why consumers do—and do not—buy from you. Buyers ask the question hundreds of times in the course of making a major purchase. Look at the places you frequent—your favorite stores or restaurants.

Assumed Panic Over HDTV
April 1, 2006

America may be facing a “national state of confusion and panic” over the DTV transition, as the analog cutoff date scheduled for February 17th, 2009, approaches, stressed FCC Commissioner Jonathan Adelstein at a policy keynote address during the Consumer Electronics Association’s (CEA) recent DTV Summit. Adelstein said that the American public needs to be made aware of the situation so they can make the necessary decisions so as not to not be left behind. In his keynote, the commissioner issued a call to action for the word to be put out about the DTV transition, as well as a “coordinated, comprehensive campaign,” involving public and

Millennials Rising
April 1, 2006

Here’s the first thing to understand about today’s teenagers: Their cell phones are a natural extension of their bodies, as if their right arms had grown five more inches. The phone goes with them everywhere, allowing access to the Internet, to their parents, to each other and most importantly, to prospective love interests. This ability to communicate digitally is so second-nature that the loss of a cell phone is mourned like an injury. A day without text messaging, calling, photo-sharing, and playing Sudoku would be, to this generation, like a day without the use of your eyes, ears and voice. It’s not just that

DS0406 Distributor Profiles
April 1, 2006

ADI Main office: 263 Old Country Rd. Melville, NY 11747 Phone: (631) 692-1000 Web site: Locations served: Nationwide Description: With 108 locations throughout North America, ADI is a wholesale distributor of security and low-voltage products, with more than 85,000 items from 400 manufacturers, including burglar and fire alarms, CCTV, distributed audio, home automation products and structured cabling. ADI provides comprehensive catalogs and offers Pick-up AnyTime 24-hour order pick-up, as well as Kwikpick 15 minute service. The distributor also manages 39 ADI Expos throughout the United States, Canada, Puerto Rico and Mexico, which provide technical training seminars and product showcases for installers

DS0406 Attitudes.Editor
April 1, 2006

My Enemy is My Friend Since my first day on the job at Dealerscope, I’ve consistently heard this statement: The big boxes are running the independents out of town. I don’t doubt that there is truth to this statement. But someone said something to me the other day that gave me reason to pause. William Trawick, the Executive Director of the NATM buying group was talking about years past at his group’s recent conference. Business today, he says, is good for his dealer members; everybody is up in most categories and has plans to open new stores. The memberhip of NATM is made up

Opining On Audio
April 1, 2006

Alberto Fabiano, partner, DSI Entertainment Systems, West Hollywood, Calif. Bob Gartland, president, AVAD Buying Group David Wexler, president, The Little Guys, Glenwood, Ill. What is the overall outlook for audio in 2006? What is being done to promote audio better? Bob Gartland: Our audio business is up and distributed audio is growing. There are a few aspects to it. We’ve been selling in-wall speakers with volume control, with keypad control, with speaker selectors for a long time. There’s a reasonable amount of consumers who have owned some version of it, and will want to own it again in their next home or when

Climate Change
April 1, 2006

The appliance retail market has been riding a perfect storm of sorts, one in which consumers’ interest and ability to buy higher-end appliances have meshed beautifully with manufacturer product innovations in a primed retail channel. Any sales lost by market leader Sears have been eagerly snapped up by competitors. But the appliance retail climate is shifting, affected by a softening housing market, the still-aggressive expansion plans of Lowe’s and The Home Depot and, to a lesser extent, high energy prices. In early March, Dealerscope found appliance retailers of various formats cautiously eyeing the challenges ahead, but still enthusiastic about the appliance business.

The Low Lying Fruit
April 1, 2006

“Apple stores are really there to grab the low-lying fruit,” says Everett Katzen, the sole proprietor of Springboard Media, an Apple products retailer in Philadelphia. The ten-year-old computer store is in the enviable position of having a fiercely loyal customer base, not only to the Apple brand it carries but also to the store itself. With sales that have increased 15 percent annually over the last six years and Mac OS launch parties that attract over 200 attendees on a Friday night, Springboard is more than just an urban electronics store. It’s a place to be. At the front of the store, a cashier/receptionist

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