Richard Gray

Joe Paone is director of content for CTPG. jpaone@napco.com

[...] with economic conditions being what they are, retailers would be wise to encourage accessory sales, both standalone and as add-ons to big-ticket items, to customers who fit certain profiles. To craft an effective accessories sales strategy, retailers must identify profitable and practical accessories that fit their business models and then pinpoint the niche customer and/or problem the product overcomes. Coax Line Power-protection accessories can help protect the customer’s investment in a flat-panel television from surges, spikes, lightning strikes and electromagnetic or radio frequency interference that come through the cable TV coax line. HDTV Accessories Whether for space-saving purposes, interior design considerations or ergonomics, many consumers are mounting flat-panel displays on walls. Seating Manufacturers have developed furniture specifically for gamers with stereo speakers in the headrest, alternative A/V connections and even vibration motors that enhance game action.

To craft an effective accessories sales strategy, retailers must identify profitable and practical accessories that fit their business models and then identify the niche customer and/or problem the product overcomes.

Imagine you just bought the nicest house on one of the trendiest blocks in the big city. The décor and craftsmanship are spectacular, the views are extraordinary, and the neighborhood is brimming with excellent restaurants and shops. You feel like the luckiest person in the world until you move in, and it turns out there are delivery trucks at all hours, drunken revelers emptying into the streets at 2 a.m., and schoolchildren pelting your windows with stones. Also, there seems to be a new ant infestation. It would be such a great place, if not for the constant noise, right? In the finest home

Distributor The Advantage Group (TAG) said that Smart Tech Wholesale, a division of manufacturer’s rep Future Sales Group, has formally joined the organization as its Northwest representative. Future Sales Group, founded in 1979 and located in Redmond, Wash., expanded into rep distribution in 1995. It represents Centralite, Cineak, Genesis Cable by Honeywell, Fusion Research, FutureSmart by Honeywell, Labor Saving Devices, Monitor Audio, PDR Mounts, Richard Gray’s Power Company, Runco, Sonos, SpeakerCraft, Stewart Filmscreen, Vidikron and Visual Sports Systems, among others. TAG handles lines like Ethereal, NEC, Olevia, Pinnacle and Tripp Lite. “We are thrilled about this partnership,” said TAG Executive Director David Weisman. “Smart

Age: 37 Education: B.A., Political Science, 1992, Tulane University Career History: After graduating, he worked in Washington, D.C., and went to Moscow in 1993, “where the tanks passed my window in the October 1993 coup. That was raw, unbridled capitalism, and that’s where the business acumen came from—dealing with these guys.” He joined Richard Gray’s in 2003. Greatest Business Achievements: Richard Gray’s Power Co. turned its first profit in his first three months there. Advice: “There’s so much information we get on our BlackBerrys and so forth, it’s easy to forget what got you where you are. Figure out early what your

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