40 Under 40
June 1, 2002

They work hard; most play hard, but all are making a difference within their companies and beyond. They're the Dealerscope 40 Under 40 -- 40 men and women already recognized for their achievements early in their careers. Dealerscope is proud to introduce this year's 40 Under 40 profiles, representing the industry's best and brightest. Compiled by the Dealerscope Staff Nasser Abo Abdo President, Audiobahn, Inc., Buena Park, Calif. Age: 35 First industry job: In retail, at Stereo Center in Santa Ana, CA, 1981 Career history: Nasser was at Stereo Center for two years and in 1984 started his own retail store, Pacific Stereo. By

Selling Up
April 1, 2002

How Ultimate Electronics nails the fundamentals of specialty retail while experimenting and expanding By Janet Pinkerton A customer comes into the store in response to an advertised promotional price. You show him or her the product they want, but then use the rest of your selection to show them what else they can have for a little more money. You make the experience easy and enjoyable. If they need cables and accessories, you show them the various options and explain why they need them. If they are afraid to install the product themselves, you offer to do it for them, for a fee, of

Install Now Custom Commitment
April 1, 2002

Custom installation places very different demands on the vendor/dealer relationship, compared to retail By Ray Lepper President and CEO, Home Media Stores, L.C. Vice President, CEDIA For years we've used words like commitment, support and loyalty to describe the nature and quality of relationships between companies who make and distribute hardware and companies who sell it to end users. With the custom installation (CI) segment of the industry now representing more potential business for manufacturers than traditional A/V specialists, and as custom installation provides new sources of revenue and new areas of risk, perhaps it's time to consider new meanings for these old words.

Movers & Shakers- Industry People on the Move
February 1, 2002

CEO and President Kenneth R. Weller of Good Guys stepped in as chairman of the company's board of directors when Ronald A. Unkefer retired as chairman and as a board member. Unkefer remains the company's largest individual shareholder. Unkefer returned to Good Guys in 1999 to lead the retailer's turn around and brought 11-year Good Guys veteran Weller back into the fold after a seven year stint at Best Buy. Former Senior Vice President of Services for Best Buy Lowell Peters is now chairman of Partsearch's Advisory Board. Peters has been a services industry professional for more than 34 years, including 20 years

Back Office Streamlined Install
October 1, 2001

D-Tools keeps the install project decisions in the back office to let the sales floor focus on selling By Janet Pinkerton Concord, Calif.-based D-Tools is retooling its system design software package, originally created for custom installers, into a program for the retail channel. Due for formal introduction at the 2002 International CES, D-Tools' retail program aims to keep the installation pricing and project management decisions in the back office, while giving sales floor personnel all the tools they need to profitably make an installation sale. D-Tools currently offers a modular Windows-based software package that supports the design, engineering and documentation of

Install or Die?
September 1, 2001

The Challenges and Benefits of Creating a Hybrid Retail/Custom Install business By David Dritsas It's no news that retail sales have been sagging over the past year and growth of the national and regional big box retailers is not going to slow down. Both Best Buy and Circuit City continue to expand into new markets and are posting relatively healthy numbers. The Targets and WalMarts, while successfully attracting the penny-pinching consumer, also threaten the bottom line as their product mix becomes more sophisticated with popular digital products. The custom installation trend has saved more than one independent audio/video retailer, helping to differentiate their

PARA Conference Making Business Work
June 1, 2001

By David Dritsas "Because you have achieved success in business does not mean you are in fact at the top of your game." This was one of the first things Michael Gerber, business consultant and author of "The E-Myth: Why Most Small Businesses Don't Work and What to Do About It," had to say to a room full of audio/video dealers and installers who reacted with a mix of confusion and fascination. Gerber was the keynote speaker at the Professional Audio/Video Retailer's Association (PARA) Conference 2001, which took place April 19th to the 22nd at the Loews Miami Beach Hotel in Miami. Gerber spoke at the

Editorial Index
April 1, 2001

Company Web Site Page# AIG Warranty 22 Aon Warranty Group 22 Asko 36 Audiovox Communications 24 Avanti 36 CEA 10, 32 Canon 12 Cobra 24 DTS Entertainment 26 Dynasty Range 34 eBrain Market Research 10, 32 Equator 34, 36 Frigidaire 36 Gaggenau 34 GE Appliances 34, 36 Handspring 8 Here2Fix Inc. 22 Hitachi 12 Imaging Science Foundation 14 Jenn-Air 34 JVC 12 Kenmore 34 Kenwood Communications 24 Kinyo 8 Marvel Industries 36 Maytag 36 MERA 27, 32 Midland 24 Millennium 8 Motorola 24 Naneu 8 NECO 20 NEW. 22 Panasonic 12 PARA 18 8 Samsung 12 Sencore 14 Service Net 22 Sharp 12 Sirius Satellite Radio 28, 30 Sony 12 Thermador 34 Thomson 12 Topaz3 24 U-Line Corp. 36 VAC Service Corp. 22 Valley Entertainment 26 Viking Range 34 22 Whirlpool 36 Wireless Marketing 24 Wolf Appliances 34 XM Satellite Radio 28, 31

PARA Sees a 'Net Advantage
June 1, 1999

By Jamie Latshaw MARCO ISLAND, Fla.--The Professional Audio/Video Retailers Association (PARA) faced tough issues, namely Internet exposure and e-commerce, during its annual conference. PARA itself unveiled its official web site ( during the thick of it. The initial announcement that PARA joined with KnowledgeLink "created a lot of interesting conversations," PARA's Executive Director Debra Smith said. KnowledgeLink is PARA's first step in its Link and Listings program, which "has nothing to do with e-commerce and has to do with referring customers to stores and to encourage [PARA dealers] to have web sites, pay attention to their web sites and to create awareness through their web

May 1, 1999

By Janet Pinkerton Change is ruling our industry, driven by market forces of which the Internet is only a part. • Last month, Robert Gunst resigned as president and CEO of the good guys!, effective June 30, after a retooling of the store's format failed to bring the chain into profitability. Meanwhile, Best Buy named the former head of the on-line grocery shopping company Peapod as its president of its new e-commerce division. It's an end of one era, beginning of another. • At our editorial deadline, a Dealerscope staffer, fresh from the Professional Audio Video Retailing Association meeting in Marco Island, Fla., reported witnessing much wailing and