Compiled by Patrick Avenell

Appliance Retailer magazine recently conducted its Mid-Year Report Card, a survey of leading brands, retailers, analysts and individuals associated with the retail appliance and consumer electronics industry. Over the coming days, we'll be featuring some excerpts from this feature on Current.com.au. To find out more about this feature or Appliance Retailer magazine, contact editor Patrick Avenell.

Andrew Whitford
Managing Director
Whitfords of Five Dock

How has the first half of 2012 been for your business?

Retail has not been fantastic, however, we are happy with how we have traded during these economic conditions with the very low margins that are prevalent in our industry at present.

What are your predictions for the second half of the year?

I hope that consumers will have confidence in the economy and start to spend again.  This will hopefully have margins returning to a more normal and profitable level for us all.

What opportunities do you see for the electrical retailing industry?

The industry is in a bad state and this has been compounded with the internet reducing margins down to a level that is unhealthy.  I can only hope that we have finished the race to the bottom. I believe the top end will grow and prosper, however, the middle of the market will become the tail-end of the market, which will make life interesting

What’s your favourite product of 2012 so far?

Any product that we can make margin on!

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Peter Breen
General Manager - Sales
Sampford IXL (Gaggenau & Neff)
 
How has the first half of 2012 been for your business?

The first half of the year has not been without its challenges. We all know that parts of the global economy are suffering at present and some of this is being felt locally as well. Floor traffic and price erosion are the main issues that face both retailers and suppliers today. However, we approach our business with the mindset to “work smarter” to protect and grow our market share. Due to our model we can offer the end-user an experience to help with their purchasing decision. In support of our retail partners we often work with their customer to close the sale.
 
The consumer shopping at the premium end is more quality and solution conscious than price driven. Our end users in particular are very ‘cooking focused’, so price is not necessarily the key to the sale. We have working showrooms around the country which are busy everyday with demonstrations and the interest in concepts such as steam ovens, induction and in-built coffee machines is certainly increasing.

What are your predictions for the second half of the year?

I don’t see the economy improving dramatically before Christmas, so we will continue to build a strong program around our Gaggenau and Neff brands to ensure our share of the available market continues to grow.

A strong program does not mean discounting; it means ensuring the product offer, promotions, marketing, training, displays, representation and service levels are the best they can be. In today’s marketplace, it is best to concentrate on what you can do well rather than factors outside your control. We have strong retail partnerships in place and we will continue to work for optimum results.

What opportunities do you see for the electrical retailing industry?

Cooking certainly offers a margin advantage for our retailers, so the benefit is obvious.

What’s your favourite product of 2012 so far?

The Gaggenau CX 480 Full Surface Induction Cooktop (RRP $11,999). Its cooking flexibility, intuitive controls and sleek design capture the imagination of the end-user and the retailer alike.