I've spent over 30 years selling electronic , first stereo stuff then pro
audio electronics to resellers in Illinois and Wisconsin. That doesn't
necessarily indicate smarts, but a whole lotta experience. Also only my
opinion. might not be fact ( or I don't wanna get sued) Chicagoland
doesn't have a full line ham store, for good reason.
15 or 20 years ago, The Milwaukee dealer (AES) bought the only competitor
that existed. This happened years after closing their own Chicagoland
store. AES could ship tax free to Illinois, since it was an " affiliate"
store; fancy words for "owned by the same guy , but not the same company".
So this owner has these stores which have the "exclusive" selling that
great YAESU FT101 CB set to all the smaller dealers.... ham, and otherwise.
Likewise ICOMs & Kenwood 520s and other brands, including TT. Even been to
an HRO store ??? have a seat, have a cup of coffee, try out one of the
MANY connected radios sets....enjoy yourself. I make a point of stopping in
whenever i get to LA.
Here in Chicago, we could ask if they would take a set off the shelf, and
place it on the counter. wow ....
There was no VALUE ADDED.... other than holding the exclusive franchise.
The name of the game in electronic retailing is adding value, and TT since
it could not whip up enough sales to have the clout to force the dealer
network to stock the TT line , they decided they could serve the amateur
community better directly. Directly, that is a nasty word in the vocabulary
of a Sales Rep ( my job).
I have been very fortunate to have been under contract with some great
companies ( JBL, TEAC, TASCAM, MAXELL, PANASONIC,SENNHEISER, SHURE , AKG ..
some for more than 20 years !!!). They all used means of distribution
which added value to the product. If the rep doesn't get it done, fire the
rep, get a good one. If the dealer doesn't sell the stuff find better
distribution. The Ham business has been for many years controlled by the
dealers;
if you wanted to sell to hams , you HAD to have the RIGHT
dealers. AES HRO etc...and the usual suspects. Elecraft started
business in the internet era, they didn't need , and DON'T need dealers.
TenTec was gusty enough to take the step , before the Internet & web +
reflectors. TT relied on selling enough radios to intelligent buyers who
regretfully had to seek out TT. My hat stays off for the TT guys. Why
give 1$ to someone who doesn't add value ?? Even stocking a line has some
value, so when dealer didn't need to stock TT; TT didn't need them. Now
look at Martin Jue...MFJ; he created so much demand the dealers have to
carry his stuff., probably on his terms.
Hope TT can follow.
sorry for the length.... but it hit home...
bill
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