Why are dealers so scared to sell product out of

"A couple of dealers I talked to refused to sell product out of state.They said they have an agreement with the distributor not to sell out of state. It's amazing how distributors have such a hold on the retailer. High-end audio Isn't exactly setting the world on fire yet they have all these restrictions for the retailer."

I used to be a retailer for many high end lines. For the most part, dealership agreement are very restrictive. The reasons for doing so are not to try to take advantage of customers or to keep the price unfairly high, but to insure that the customer gets what they pay for and to help insure that the dealer is able to turn a profit and stay in business.

Think of what goes into an audio system. The careful system matching, setup and overall time and effort to get everything working properly is considerable. Its not easy and takes a lot of skill. Equipment makers want nothing less than to have customers listen to their gear at its full potential when they demo it. If not, they run the risk of damaging their reputation. If you want a good example, look at Martin Logan. How well do you think the people at Best Buy are able to set up a pair of their speakers? Not only that, look at the equipment they have. ML ELS's were never meant to be powered by mass market receivers. In fact, they had to change their designs to make them more efficient. Most people think their older models are better sounding. I agree.

As far as selling to someone out of state, they can do it if thee person comes into the store. Not only that, a lot of companies will give retailers permission to ship if the customer has no local dealers.

Bifwynne,

With regards to markup, generally speaking, the markup on electronics is about 40%. Speakers and cables/accessories is about 50%. Markups do change, however, as the cost of equipment goes up. When you get into very expensive equipment, the markup is usually lower. Keep in mind that the info I'm giving you is not absolute; its just a general picture of the industry as a whole.

Pgawan2b & Bifwynne,

I wasn't talking about manufacturer's markup, I was referring to what an actual audio store would be selling equipment for. Keep in mind, high end audio is not a high volume business. Even if a dealer drop shipps an item he dosen't have in stock, that dosen't mean there's no outlay on the the retailers part. I find that most people don't realize how much of a committment it takes for an audio retailer to get a dealership for a well known high end brand. You just don't call them up and fill out some paperwork. These people are serious. A bad dealer can destroy a company's reputation. Just to get your foot in the door, you will have to show things like: A store front (usually a very nice one), trade references (not just for credit but to show that you have other quality dealerships that will be used to support the brand you are looking to acquire, tax returns, insurance, delivery vehicle, employees, credit checks, the list goes on.

If you make it past all of that, then someone from the company gets on a plane and comes out to meet you and have a look at your store. That's the hardest part. You then have to sell them on why you would make a good dealer for their products. You'll have to prove to them that you have the knowlege and experiance it takes to sell and match equipment. Its not just about money. You can easily have a million+ dollars invested and still not be approved a dealership.

I can go into more detail about all of this, but right now I'm out of time. If there's anything I missed, post and I will try to answer as best I can. This is a very important topic that really needs to be addressed. I'm starting to see how important it is for dealers to show potential customers what goes into this from a business standpoint. The products can be very expensive a lot of people don't always see the value in them. If you're buying something expensive, you have every right to ask some questions. Better communication, I think, would benefit everyone.

If you don't have a local dealer you can work with, you may want to try The Cable Company/Ultra Systems. As far as I know, they always give discounts. Also, the discounts get bigger the more you buy from them. They are an extremely reputable and knowledgeable place to do business with.

Another option to consider is Music Direct. Not in the same league as the Cable Company, but they will discount. They won't automatically give it to you. You have to ask them.

You can probably get 15% off with both of them.

Phaelon,

Extremely good post. Your contrast of what a good dealer should provide, as opposed to the type service you get from a not so good dealer, is near perfect. Couldn't have said it better myself.

The only thing I would add is in reference to this in your post: "On the other hand, I have walked into shops that had exclusive territorial rights to an entire product line, but only carried a few products from that line."

Its almost certain that the good dealer that you talk about in your 2nd paragraph has exclusive territorial rights as well. He just knows how to run his business properly and does not use his customers just because he can.