Retail Observer

RETAILOBSERVER.COM OCTOBER 2019 60 B randSource's bi-annual Conventions and Summits have long been its preferred platform for launching new programs and innovations, and the buying group's 2019 Convention & Expo didn't disappoint. Befitting the 50th anniversary of its corporate parent AVB, the show – held in August at the Gaylord Texan in Dallas, a first-time venue – was brimming with initiatives designed to carry BrandSource and its members into the next half century of success. Chief among the Convention announcements was LINQ4U, a new service designed to keep member sites up to date with the latest merchandising programs. As AVB CEO Jim Ristow explained during his General Session kickoff, proactive merchandising through AVB's LINQ portal keeps online pricing and promotions current and in lockstep with in-store efforts and allows members to present their most popular products atop their e-commerce catalog pages. But for dealers without a dedicated digital staffer, LINQ4U will do it all, including a one-time set-up on LINQ and continuous merchandising of member sites, both for modest fees. "Your website is your flagship store; it's the most important store in your arsenal," Ristow said, comparing a poorly merchandised website to a store without salespeople. And regardless of whether dealers utilize LINQ themselves or employ the new service, Ristow's message was clear. "I'm pleading – merchandise your website," he said. "It's so critical. Please do this." Also introduced at the show was an all-new on-demand AVB University. The online educational series, created in partnership with Cardone University, offers the most comprehensive indepen- dent retail business training available to BrandSource buying group dealers. The newly developed program, available in three tiers including a complimentary Open Program, is designed to super-charge members' sales teams, providing invaluable product training from top 10 vendors and offering helpful how-to's on the use of AVB's LINQ and Backroom merchandising and member portals. Another breakthrough initiative announced at the show is a turnkey TV program to help members enter or return to the video category. TV can be profitable once again thanks to jumbo screen sizes, 8K resolution and advanced display technologies, Ristow explained, and this new video initiative – developed with Samsung, AVB's tech affiliate ProSource, and its Expert Warehouse distribution arm – will make it easy for members to add Samsung's award-winning QLED models to their mix. As Ristow noted, the margin-rich 75-inch and larger screen-size segment, together with the latest display designs, is expected to enjoy 40 percent growth next year. What's more, the size and weight of these oversized TVs – packaged in 4x6-foot boxes and weighing 120 pounds – makes delivery and installation service almost a necessity. That plays into BrandSource dealers' strengths, he said, and together with cables and soundbars provides an add- on sales opportunity to further boost profits. Ristow added that Samsung controls 55 percent of the market in 75-inch and larger displays, making this specially negotiated B U Y I N G G R O U P N E W S BRANDSOURCE BOWS A WIDE RANGE OF INITIATIVES BEFITTING A 50TH ANNIVERSARY SHOW

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