Partnering With A Buying Group

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Owners, general managers and inventory managers of AV companies routinely need to consider the pros and cons of buying products either from the manufacturer or a distributor. In addition to those options, there are also buying groups: an organizing of dealers who negotiate terms with their suppliers collectively. The primary rationale for buying groups is […]

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Should You Pay Co-op Dollars for Placement?

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This can be a sensitive subject to both suppliers and resellers, so I will endeavor to tread lightly. In CE retail, co-op promotional costs are largely the norm. That’s where the supplier supports their dealers’ sales efforts with measures that can range from subsidizing advertising costs, to sell-through credits, to paying for product placement in-store. […]

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