Buying Group Rundown: A Who's Who Of Dealer Organizations
By Staff On May 7 2007 - 6:00am
Brand Source (formerly AVB)
100 South Anaheim Blvd.
Anaheim, Calif. 92805Phone
: (714) 502-9620Fax
: (714) 502-9627CEO
: Bob LawrenceAnnual volume
: $11 billionNumber of members
: 4,000The skinny
: Thanks to new affiliations with the Trib rent-to-own organization and Canada's MEGA buying group, plus an assist from its specialty flooring, premium majap and bedding divisions, Brand Source has more than doubled in size over the past 12 months. Also aiding the expansion was sharp growth at its Home Entertainment Source specialty A/V division, which now has 436 members and $1.2 billion in sales, plus the contribution of its 66-member MARTA Cooperative of America affiliate, which booked about $1.1 billion at wholesale last year.
Home Theater Specialists of America (HTSA)
501 E. Uwchlan Avenue
Chester Springs, PA 19425Phone
: (610) 363-9055Fax
: (610) 363-9065Executive director
: Richard GlikesAnnual volume
: $500 millionNumber of members
: 57The skinny
: The premium A/V specialty group begins its second decade in business by focusing on five core categories — furniture, control and automation, networking, audio and lighting — to drive profitability amid the contraction of flat-panel margins.
Mega Group USA/Best Brands Plus
7511 Capital Drive
Germantown, TN 38138Phone
: (901) 753-8243Fax
: (901) 755-3076Executive director
: Pat ReedAnnual volume
: $2.2 billionNumber of members
: 1,200The skinny
: The group has stepped up its member service and support by deploying 12 field marketing managers and increasing its advertising and marketing efforts — including an aggressive circular drive — to dramatic effect. Furniture remains the largest category for Mega, followed by white goods, bedding, CE and lawn and garden.
Nationwide Marketing Group
110 Oakwood Drive, Suite 200
Winston-Salem, N.C. 27103Phone
: (336) 722-4681Fax
: (336) 714-2671President/director
: Ed KellyAnnual volume
: $11 billionNumber of members
: 2,800The skinny
: Nationwide and its affiliates — the NECO Alliance and the Furniture Marketing Group — along with its new Specialty Electronics Nationwide (SEN) and rent-to-own divisions, outpaced industry growth in both brown and white goods last year and anticipate even greater market share gains going forward thanks to improved and aggressive pricing from core vendor partners and growth opportunities in specific CE and white-goods SKUs.
NATM Buying Corporation
450 7th Avenue, Suite 1309
New York, N.Y. 10123Phone
: (212) 239-7222Fax
: (212) 714-0403President/executive director
: Bill TrawickAnnual volume
: $4 billionNumber of members
: 12The skinny
: NATM says its membership — comprised mainly of major regional brown- and white-goods chains such as Conn's, Cowboy Maloney and R.C. Willey — continues to grow its business by building new storefronts and mounting aggressive sales and marketing efforts. Last year marked the group's last March annual meeting, which will now take place in September to accommodate vendors' line shows and fiscal calendars.
Progressive Retailers Organization (PRO Group)
2720 South River Road, Suite 101
Des Plaines, IL 60018Phone
: (224) 612-5570Fax
: (224) 612-5575Executive director
: David WorkmanAnnual volume
: $2.5 billionNumber of members
: 18The skinny
: Last year was probably the best in the specialty A/V group's 21-year history according to president George Manlove of Vann's, as an aggressive agenda, greater group cohesiveness and the addition of four members helped boost net sales 10 percent and comps by 7 percent. To build on that momentum, PRO is moving quickly into IT-based content distribution including convergence and connectivity products, and is developing a one-step virtual distribution model that will allow the group to conduct business with vendors as a single customer.