By Gary Welk
No one would doubt the challenge of successfully navigating the TV business these days.
For the custom integrator channel, surviving the recession means taking steps to help retailers merchandize TVs in such a way that small- and medium-sized businesses, homebuilders and homeowners will be motivated to buy.
The following advice is well proven and practical, promising benefits to the integrator, retailer and end customer.
Stick with Custom Brands
While it may appear self-serving, continue to rely on custom manufacturers.
Despite the fact that these companies are dwarfed by the mass-market brands, they are nimble and highly relationship-oriented. As a result, they have established some remarkably solid connections within the supply chain (panel-makers, in particular) that give them certain advantages on which they can capitalize during the production process.
They can leverage these connections into higher product quality, feature engineering and pricing premiums that speak directly to retailers’ bottom-line concerns.
Staying with a custom manufacturer brings added benefits. Custom companies are generally smaller in size, which tends to makes them more accessible when problems arise. Furthermore, if you call a custom company, you’re almost assured of connecting with a real person, who is personally vested in addressing your issue.
Let’s say you take delivery of an order and any number of units are either not what you ordered are damaged. Your revenue as an integrator depends on your ability to deliver what is expected.
Emphasize Tech Features
What makes for a better TV merchandising outcome? It’s mostly about technology benefits.
Here are some of the most notable:
Chipset Technology — In today’s best custom-manufactured TVs (but not all mass-market brands), the excellent picture quality comes from employed chipset technology. Companies, such as Faroudja-Genesis Microchip, base these great sets on the latest HD digital video processors. This technology produces cinema-caliber picture quality, acknowledged by Emmy wins and successful retailers playing it up on sales floors.
HD Tuners — Many digital televisions incorporate QAM tuners (quadrature amplitude modulation) with both ATSC and NTSC support. In the merchandising or selling situation, the important point about these tuners is they allow for direct reception of unscrambled digital programming — no set-top box needed.
Built-In Discrete Codes — These greatly speed up and simplify the remote control programming process. Customers are largely unaware of these codes. So, it’s important to point out that they are faster and more reliable than standard remotes.
They also make it simpler to integrate the TV into a complete system scenario, including TV, media players and lighting controls.
Highlight Mounting Solutions
With higher demand for larger and larger TVs, physical placement can become an issue. Most, if not all, mega-sized models are available as freestanding units, which suits many consumers. The installation trend, however, is to move TVs off the floor and onto the wall.
Integrators like TVs that are compatible with VESA (Video Electronics Standards Association) mounting systems because they make for quicker and highly reliable installations — no time-consuming call-backs. Call customers’ attention to this fact. Express the reliability factor inherent to this characteristic, but also its ability to be mounted closer to the wall. It’s a feature that is important in certain viewing-area situations.
Remind Customers of Service Offerings
Finally, it’s important to emphasize service. Don’t only express the value of your service plans, but also the available varying degrees.
Service value should be self-evident. The newer, bigger TVs are complex and expensive. So, remind customers to take advantage of service offerings.
In addition, make customers aware that not all service is the same. Many contracts won’t adequately support the newest flat screens, but others will. For example, sets from many quality custom manufacturers come with reliable telephone support, and the customers who purchase sets from these quality suppliers will also benefit from that service.