A pair of CE industry veterans have announced the formation of a new consultancy aimed at helping companies deal with the uncertain markets of today and tomorrow. The new company, BlueSalve, has been founded by Lew Brown and Robert Heiblim.
The Sales Staff as Marketing Tool By Lew Brown With the recent move by Circuit City to eliminate commissioned sales people, the third largest CE retailer has joined the rest of the top 10, as well as the majority of our industry, in selling products at retail without the aid of commissioned sales people. As non-commissioned selling becomes standard industry practice, the specialty dealer's emphasis on knowledgeable sales help — usually commissioned — has become an increasingly important point of differentiation. Best Buy, Wal-Mart, Sears and other giant retailers have publicly announced their desire to sell the higher-end products and services that