Distributor Round Table
April 10, 2014

Staying ahead in the consumer electronics business means having one eye open at all times for the latest trends and business opportunities. There are several ways to do this, but one very important element is establishing a strong relationship with your distributor.

Fesco Debuts New Catalog
December 26, 2011

Distributor Fesco last week released its 2012 product catalog. The catalog is 208 color pages and includes over 50 brands and more than 3000 products.

Fesco Celebrates 50
November 2, 2011

Fesco held its annual two-day product exposition this week at CitiField, home of the New York Mets baseball team, while marking the upcoming 50th anniversary of its founding.

Distributors Provide Conduit to Profitability
April 1, 2010

The distributor's role has become more important as product margins continue to fall and dealers seek new ways to gain a strategic and competitive edge during the slow economic recovery. Meanwhile, retailers are choosing their distributor partners - or re-evaluating the relationships they have- more carefully than ever, and for more reasons than just-in-time delivery. They want more strategies, efficiencies and touch points to communicate their needs and access services through a distributor's partner portal. Distributors, as you'll see from our annual roundtable, are getting the message. Here's the first part of our series, featured in our upcoming April issue:

Dealerscope:  What was the biggest change you made to your business in 2009, and how will that impact your retail customers this year?

Warren Chaiken, president and COO, Almo: The biggest change we made to our business in 2009 was the formation of the Almo Professional A/V division.  With Sam Taylor at the helm, and some of the best distributor marketing and sales pros on board, the addition of this group benefits all Almo dealers who now have access to an even greater range of flat panels, projectors and accessory products. Our professional division is out there hosting regional training and networking events, Webinars and Tech Tips, so our partners also have the opportunity to continually learn and earn.

Jim Annes, vice president and general manager, AVAD: We expanded our product and service offerings to include commercial A/V and security in 2009. AVAD saw the growing number of dealers who had previously only specialized in residential A/V, but were now crossing over into light commercial and security projects. On the other side of that, we also saw a number of commercial A/V and security dealers who were taking on residential projects. We also developed support systems and programs to help guide dealers into these new markets, as well as assist those dealers already working in commercial A/V and security through in-depth sales and product training, technical support and system design assistance. We also continue to expand our training and dealer support programs to help our dealers successfully manage and grow their businesses through these new profit centers.

Jeff Kussard, Director of Strategic Development, Capitol Sales:  2009 was the year that the promise of No New Wires solutions became a reality. It's no exaggeration to say that the onslaught of PLC and wireless technologies is in many ways the saving grace of custom installation and independent specialists. No matter the channel, we're seeing a great deal of interest in powerline carrier and wireless products that complement pre-existing systems and in many cases are a consumer's introduction to multi-room entertainment. We know the industry uses "retrofit" as the battle cry for the new systems, but we think that the most important benefit is how these products give us access to consumers who until now would never have considered a multi-room entertainment system because of the expense and inconvenience.