Retail Observer

RETAILOBSERVER.COM AUGUST 2022 58 R egional meetings are a cornerstone of what makes the AVB BrandSource buying organization unique. The biannual gatherings of the group's 13 geographic regions provide a unique opportunity for member dealers to address hometown issues and share insights that are unique to their markets. Dealers attending these two- and three-day retreats can seek advice, exchange ideas, ask questions, form friendships and bend an elbow at the end of the day. BrandSource describes the approach as "meeting together to grow together." Indeed, the common bonds forged at the regional meetings are central to BrandSource's culture of success and fellowship and lie at the core of the so-called "M" Factor – members helping members. As critical as these meetings are, this year's spring and summer conclaves assumed an even greater significance. Just months after returning to in-person gatherings and a sense of normalcy as the pandemic receded, America and the world are facing a new set of economic challenges. With the supply chain still struggling to find an inventory balance, skyrocketing prices for gasoline and nearly all consumer goods, and the Federal Reserve's interest rate hikes pushing home ownership out of reach for many, independent retailers now find themselves facing a new set of hurdles. But just as it has for the past 53 years, through wars, recessions and COVID, AVB has helped its members soldier-on to success in the most trying times, and 2022 is no different. Flexing its national muscle, AVB and its vendor partners descended on this season's spate of region meetings to leverage the full might of the $24 million buying group. With region and member relations managers facilitating the meetings on site, and the broader BrandSource team maintaining a virtual presence in real time, members had the opportunity to learn, question and collaborate with key stakeholders in face-to-face discussions. As BrandSource Vice President Jarred Roy explained, education and engagement were two of the three "E" goals of the meetings, with excitement (i.e., fun!) being the third. "Overall, we exceeded our goals for the summer region meetings in both attendance, utilization of key solutions and overall engagement," he said. Highlights included Town Halls led by AVB's CEO Jim Ristow and senior leadership, during which members were briefed on the business outlook and urged not to be shy about charging customers a fair price for their services to cover their costs. As Lead Region Manager Roy Radloff recounted, a show of hands at the Greater Midwest Region meeting, held at the historic Blackhawk Hotel in downtown Davenport, IA, revealed that most members ask less than market value for kitchen package installations, with some undervaluing themselves by as much as $200. All that money is being left on the table at a time when labor and fuel costs are significantly higher, Ristow told attendees. Members should not consider it price gouging to charge the same fees as competitors, he said, especially when BrandSource members traditionally deliver superior service. In his own presentations, Roy similarly challenged members to raise their fees, enhance their marketing and monitor their inventory – three key areas that became the basis for multiple thought-provoking dealer discussions, reported Region Manager Brian Lawrence. Another highlight for dealers were the one-on-one, 10-minute speed-meeting roundtables with upwards of 20 different vendor partners, and the "mini-buy fairs" that afforded members special offers and opportunities, Roy said. What's more, the format afforded dealers the opportunity to "hear from some people who they weren't already doing business with and see if it would be a good fit going forward," added Lawrence. And of course, one of the most invaluable components of the region meetings were the best-practice sessions, where the power of the "M" Factor came to the fore. As BrandSource newcomer Mary Dobbins of Dobbins Service Center in Burwell, NE, observed of the Great Plains Region gathering, "This is the best buying group meeting I've ever attended. It felt like old friends right from the beginning, yet it was our first with BrandSource." Alan Wolf is Senior Communications Specialist for AVB/ BrandSource, the nation's leading merchandising and marketing co-op for independent appliance, consumer tech and home furnishings dealers. B U Y I N G G R O U P N E W S BRANDSOURCE MEMBERS RALLY AT REGION MEETINGS This summer's conclaves take on an even greater significance RO

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