Albany, N.Y.

Editor in chief of Dealerscope

Dealers across the country have been adjusting their business models, product sets and service offerings to offset whatever business they lost in the recession.

D&M Maintains the High Ground As manufacturers continue to flood the retail market with low-cost products, sending average selling prices and margins further downstream, Vic Pacor of D&M Holdings prefers the high ground, far above the roiling waters. “There’s a terrific amount of interest in better gear and consideration for audio quality,” said Pacor, company president and COO. “We will continue delivering products with the latest technologies that cater to high-quality audio. We’re very bullish on the premium sector of the market. That’s where we live.” D&M is slated to release a raft of higher-priced products beginning this spring, picking up in July and continuing through October,

By Janet Pinkerton Audio/video electronics distributors who survived the 1970s' and '80s' shakeout are profiting from manufacturers' and dealers' recent return to two-step distribution. Distributors also report they are retooling their businesses to mine new niches, including custom installers, new retail venues, expanded territories and Internet sales fulfillment. According to Douglas Jones, Samsung's central regional sales manager, in 1997, Samsung's dealer base totaled 500 dealers, but then it reduced its in-house sales force, reduced its direct customer base to about 180 accounts (determined by both dollar volume and/or geographic location) and gave the balance of those accounts to about a dozen distributors. The result

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