Making Audio Work
"I'm not saying not to do distributed audio," Brown says, "only don't throw the baby out with the bath water."
Opportunities in New Business Models
Taking new looks at old selling methods, and making constant, small adjustments to ways of presenting audio can spell the difference between survival and failure for c-tailers. "Customized, yet standardized, is very important to profitability," says Niles' Detmer, who says c-tailers can give customers a high degree of personalization at certain price-point in a distributed audio sale, while steering clear of time-consuming one-system-at-a-time designs that "make that model not very profitable," particularly when software program upgrades need to be executed. "Some c-tailers have actually gone under doing [one system at a time at lower tickets], because it's too darned expensive and erodes your margins," he says. With far-sighted companies now making "customized yet standardized" systems possible, "this is the first time ever that c-tailers can delight customers and their accountants at the same time," says Detmer.
The bottom line, says Gartland, is that the industry is seeing "a resurgence in high performance. People are interested in audio. It's been asleep for a while, and I think people are getting tired of background music and are going to keep wanting more than that."&000;&000;&000;&000;