Gerry Demple

What happened to one of the industry's foremost retailers, and where is it headed? By Joe Paone Ultimate Electronics, the Rocky Mountain retail mainstay, has seen better days. Its finances are in tatters, so much so that in January, it filed for bankruptcy protection. Its stock, once a hot commodity, is virtually worthless. It owes several of the industry's foremost vendors millions of dollars. Its boardroom and executive suites have undergone an extreme makeover, with the familiar faces of Founder Bill Pearse, President/CEO Dave Workman and numerous other executives exiting the company in the wake of a friendly bailout-cum-takeover

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

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