Brian Dietz

Editor in chief of Dealerscope

To kick off our annual distribution package, we surveyed some of the industry’s leading executives to find out the most important initiatives they‘ve implemented to help dealers drive more sales and gain more profit during these tough times. Don’t forget to check out our full distribution coverage each day at www.dealerscope.com and in the magazine’s Pipeline and The Source sections. Let’s hear from the executives:

Here are some outtakes from our annual distribution report coming out in the April's Dealerscope. We asked some of the industry's leading distributors to tell us what their main initiatives are in 2009 to help their retailers and dealers generate more sales, profits and operational efficiencies. Make sure to check out the rest in April's issue.

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

More Blogs