Editor in chief of Dealerscope

We recently contacted some of the CE industry’s major distributors for their view on some of the hot issues impacting the retail channel. In this roundtable, the executives describe how their value-added services augment and extend manufacturers’ capabilities to retailers and specialty dealers. Warren Chaiken, President & COO, Almo Why Manufacturers Need Us: The large manufacturers only deal with national accounts, which are more cost-effective in this highly competitive business; the balance of accounts is handled by distributors. Manufacturers do not have the resources to devote to non-national accounts, hence, the need for distribution. In addition, distribution can provide more salespeople to

CustomRetailer presents a directory of companies ready to provide you with everything you need to run your business... ADI Tom Polson, President About the Company: As a leading global wholesale distributor of security and low-voltage products, ADI offers the support, service and confidence you need to stay up to date with the evolving custom electronics market. ADI’s superior product offerings, convenient locations, friendly and knowledgeable staff and extensive training opportunities can be relied on to help you win business throughout the marketplace. For the past 20 years, ADI has been distributing the latest technologies and value-added services to residential and commercial A/V

So what was your business day like today? Let me guess. You dispatched your two crews to the projects they’re working on this week at 7:30 a.m. You did some paperwork while you waited for the UPS truck to show up carrying an overnight shipment for a last-minute product you needed (and you paid $62 in freight to get!). You finally got out of the office for a late morning meeting with a new prospect when you get a call from one of your job sites. Your lead installer tells you he is missing two key items and will have to send people back

The nationwide AVAD distribution network, backed by Ingram Micro, continues to expand. Newly open this month are two new distribution centers—one a 23,606-square-foot facility in Austin, Texas, the other an 18,000-square-foot facility in Tampa, Fla.—with six more opening slated by year’s end. AVAD currently operates 35 locations. The six additional locations are planned for Las Vegas; San Jose, Calif.; Morrisville, N.C.; Chicago; Richmond, Va.; and Woburn, Mass. The Austin location features a demonstration showroom, a large warehouse space, a sales call center, technical support experts and a large training room where AVAD University courses are conducted. The Tampa location features an a “technology playroom,” where the company says

Opportunities are wide open for the custom retailer who can peer beyond flat-panel's pixels By Nancy Klosek It isn't video. It's audio. And it isn't easy. In fact, it takes a village—C-tailing business owners, manufacturers, salespeople—to make the case for a high-ticket audio purchase. Suppliers and C-tailers who get it know that conducting a good demonstration is only the culmination of the presentation process. The development of cannily designed product lines on the manufacturing side and, on the retail side, an unvarnished self-examination of the dynamics which influence audio purchases are the requisite preludes to a sale, say industry participants from each camp

Some of custom's most prominent distributors talk about their businesses, their vendor and dealer partners and their futures By Nancy Klosek Participants: Randy Teague, vice president of marketing, ADI Bob Gartland, president, AVAD Dan Schwab, vice president of marketing, D&H Distributing David B. Lorsch, president and CEO, DBL Distributing Sam Taylor, president, Electrograph Systems Sol Dwek, director of sales, Fesco Distributors Darold Johnson, market segment manager, MCM Bill Stewart, president and CEO, Petra What are some of the hot product categories? How have events like product shortages and pricing drops impacted your business? What else has affected your business? Teague (ADI): Plasma TV

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