Strategy in TECH...
What a weird Spring we’re having in the Northeast. It can be 80+ degrees one day, only to be followed by two or three days of cold and rain. Such was the case last Thursday as we traveled to a pre-Grand Reopening event at Bob & Ron’s World Wide Stereo in Montgomeryville, PA. It was raining and in the low 50-degrees as we arrived for the early evening event, motivating us to turn up our collar as we exited our vehicle for a little extra protection from the cold and the rain.
Gramophone, Ltd., a highly respected specialty A/V retailer based in Timonium, MD, announced last week that it is expanding into the Washington D.C. metro market with a new location in Gaithersburg, MD. The company says it is in the process of building a new Experience Center there that will showcase the retailer’s assortment of premium A/V solutions.
Last week the U.S. Department of Labor filed a lawsuit against B&H Photo Video, accusing the major New York retailer of discriminatory practices. This lawsuit is said to be the second time in nine years the owners of B&H have run afoul of the government.
ProSource, a national retail buying group, announced today that they have launched an all-new member services portal for their participating dealers. A web portal – or simply portal – is a customized website that typically offers access to an array of non-public data, often pulled from separate sources. In the case of the new ProSource portal, the group says that it serves up “information, services and tools designed to strengthen and grow member business.”
George Leslie Manlove, former CEO of Missoula, Montana-based Vann’s, Inc. has been arraigned on federal criminal charges brought against him by the FBI and the U.S. Department of Labor. The charges, more than 200 of them in total, allege extensive criminal conduct, including: conspiracy, wire fraud, money laundering, bankruptcy fraud, bank fraud, and making false statements. Manlove has pleaded ‘not guilty’ and was released on his own recognizance.
A new board of directors has been selected by the Home Technology Specialists of America (HTSA), one of the leading retail buying groups in the U.S. This new board, along with the recently announced new managing director (Jon Robbins), represents an all-new and fresh approach to group management and oversight – albeit from a selection of executives with tremendous history within the organization.
Bluesound, a division of Lenbrook America, has cut a deal with Best Buy that will result in a national roll-out of the company’s line of high-quality digital multi-room music systems through Best Buy’s Magnolia Design Center locations. The agreement will begin to take effect later this month in a phased introduction into the first 25 locations.
Well-respected custom integrator Richard Millson, founder of Vancouver, BC-based Millson Technologies, has some 25-years of experience in high-end residential AV and automation systems installation. Many of these installations were in luxury high-rise condominium developments, trendy boutique hotels, and high-end homes. After literally tens of thousands of installations, Millson knew well the gaping holes in the market that manufacturers simply weren’t addressing.
So Richard created a new company, Millson Custom Solutions, to address these gaps. And the first product from MCS, four years in the making, is CinemaFrame – an amazing in-wall high-performance home theater solution.
UPDATE – See correction below storyRosewater Energy Group announced this week that it completed the first installation of their residential energy hub in the showroom of South Florida integrator Boca Theater and Automation in Boca Raton, Florida. The installation was completed at the end of August and it features the latest version of Rosewater’s hub with nano-carbon battery technology.
Manufacturers in the CE industry have bantered this question about since the industry began. Should we establish factory direct sales teams or use independent sale representatives? Or maybe a hybrid of both? Varied levels of success and failure with any of these models riddle the history of our business. What works for one vendor may not work for another. Get 10 vendors and 10 dealers in a room and you’ll get 30 answers as to the most effective sales strategy, many of which would be valid. Which is one reason why the debate continues as to which selling strategy is best.
