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In my recent conversations with electrical dealers and suppliers, a couple of issues kept coming up. The situation in the market is tough and it is likely to get even tougher over the coming months but surprisingly (perhaps not – you may say) ‘good’ independents are doing well in the recession. By ‘good’ I mean focused on their strengths (customer service, product knowledge, specialist services) and clear about their share of the local market. The IBA 2010 winner Ian Jones of Lutterworth Sound & Vision, told me: “We all have to learn to walk away from the deals which are not right for us.”
Shortly afterwards Stuart Cook, CE of Euronics, had a similar message for his members: “Deliver service and stay on top of the game by becoming specialists. Don’t attempt to look after all customers – look after your customers only.” He also advised the group’s suppliers that only by employing a clear channel strategy they would be able to grow with the group and get support of the independent channel. The scattergun approach harms everyone in the long term: the suppliers and the retailers, he warned.
I think that this could be compared to the advice given to sportsmen by their coaches who tell them to focus on the goal ahead and not to get distracted by looking around at fellow competitors. Total focus is a trait of winners – whether this is in sport or retail.
Anna Ryland, Editor
