CES Kicks Off a Vital Year for C-Business
As 2006 wound down and many of us prepared to attend CES, we looked back at last year and forward to next.
We had a lot to look at. So much has changed for the custom retailer during the past 12 months.
At Wilshire, we’re experiencing higher sales of video overall, but with lower-than-desirable margins. The average television price, in fact, has eroded more in the past six months than it has in the last three years.
We compiled these numbers regarding video sales in our two stores over two recent months:
• LCD panels were 50 percent of our television business, with plasma coming in at 31 percent and microdisplay rear projection at 17 percent.
• Our average unit selling price of televisions is down $700 from last year, at $2,769. Unit sales are up over last year.
Run your numbers (as if you already haven’t) to see what trends have developed for you over the past few months. This vital information will allow you to be more informed for your vendor meetings at CES.
Don’t Sell Yourself Short
Speaking of vendor meetings, I have a few thoughts regarding them.
For most of us, the days of exclusive lines are gone. The manufacturers today are interested in volume. So don’t expect to put together an attractive program for yourself unless you commit to serious volume and can deliver on your promise.
The A/V specialist dealers, it seems, are rather far down on the lists of dealers that receive attractive deals, allocations and MDF funds. I’m not bitter, just honest.
I wouldn’t give up, however, and I wouldn’t assume there’s nothing left for you after the manufacturers feed the big boys. No sir, I’d put together a budget and a plan that will knock their socks off. You just need to be selective about this. Go for it with the vendors you intend to support, and put less effort into the others.