Dan Paulson

Editor in chief of Dealerscope

At its Fall Conference in Chicago, the Home Technology Specialists of America (HTSA) presented its annual vendor awards, and the big winner was Sony. Sony was named Vendor of the Year, while its 4K projectors were presented with Best Video Product honors. 

Retailers have spent the months following the 2006 holiday flat panel TV debacle retrenching their businesses to successfully navigate and ride out whatever treacherous water lies ahead. “The perfect storm” is how many retailers and vendors describe what hit the flat panel TV market in the fourth quarter. The conditions were right for disaster: too much supply, too many brands, too much competition, too many unexpected pricing moves and too much discounting. “Everybody was reacting,” said Dave Workman, executive director of the PRO Group. “The wheels came off. Minimum advertised price was less than a suggestion. So things were just being

Retailers talk about what they hope to get out of CES. Dealerscope sat down and spoke to retailers about their plans at CES. Jamie Stephens, President, Pacific Sound and Video, Bismarck, N.D. I always go to CES. My prime focus there is to negotiate with vendors on better programs. My goal this year will be to trim up some of the lines we carry. There’s a lot of overlapping. I will try to be more supportive this year with a more select group of vendors. It’s always nice to go there to get in front of the people who make

Dealerscope: How long has Paulson’s been around? And how did your interest in this industry start? Dan Paulson: We have one store, and we’re in our 15th year. My dad, Ken, is the owner, and started in the business about 40 years ago, in TV/appliance retailing. So I’ve grown up with electronics. Dealerscope: Talk about the community of clients you serve—is it an affluent area? Paulson: It’s an affluent community—there are lots of Big Three families here (Paulson’s is near the auto manufacturing center of the U.S.). Oakland County is one of the wealthiest counties around. There’s a lot of ‘old money’ here—lots

Retailers talk about what they hope to get out of CES. “We look for what’s coming...I know that’s a pretty broad answer. Specifically, obviously, flat panels are hot right now—plasmas and LCDs. I always like to know what’s next. In our market, we’re known as the leaders of technology. Customers come to us to see what’s new, what’s coming, and price tags are usually not part of their consideration, because we have a pretty good share of early-adopter customers. For example, with the Sony Qualia line, when that came out, for its two-year run, it had cutting-edge features that wouldn’t trickle

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