What happened to selling high-end audio?
In this Automation Unplugged episode, Ron Callis interviewed Deborah Smith, industry consultant and head of the Deborah Smith Group. During the interview, Deborah and Ron spoke about the fact that many integrators have stopped selling audio and how they can change this pattern to significantly impact sales and profits.
About Deborah Smith
Deborah Smith of the Deborah Smith Group is a long time industry consultant specializing in helping integrators, vendors and associations with brand and marketing strategy, strategic planning, and long and short term programs for revitalizing custom and retail sales, launching new projects, creating market differentiation, brand development selling more stereo, and implementing recurring revenue programs.
For 14 years, Deborah served as Executive Director for PARA (Professional Audio/Video Retailers Association), producing the association’s annual management conference and creating industry-acclaimed business education, sales, training and marketing initiatives for owners of independent retail and system integration companies.
Prior to PARA, she was VP of Marketing and Purchasing at Tweeter for 6 Years (from 7 – 21 stores), and GM at Harvey Electronics in NYC for 3 years. Smith was awarded the 2001 TWICE Lifetime Achievement Award for Excellence and Achievement in the Consumer Electronics Industry and she received the CEPro Master designation in 2013. She is a regular editorial contributor to CEPro and a frequent public speaker and workshop presenter for various industry groups.
Her company also offers meeting planning, conference design, keynote speaker selection and management training services. In 2010, she helped create the industry’s first ever CE Pro Virtual Trade Show, and developed a wide variety of business education offerings and management workshops for EHX. She was also instrumental in designing and producing the first ELAN Trio Summit event and several years of D-Tools User Conferences.
Here are some of the topics Ron had the opportunity to discuss with Deborah:
- Deborah's background and why she chose to stay in this industry for so many years
- Why the channel has shifted away from selling stereo
Practical tips for helping integrators increase their high-end audio sales
With CEDIA right around the corner, what takeaways integrators be trying for
The services her consulting firm offers for sales, product launches, RMR, etc.