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A-V Equipment in 71:
How the Dealers See It
*iere is a feeling t)f guarded opti
ism in the audio-visual equipment
isincss at mid-year 1971. Dealers
tervievved by Business Screen
eri<iring the past month report that
is'les of equipment to business and dustry are again picking up after slow period in 1970.
Ian Armour
ojection Systems International
"Tm very optimistic about business this year. It's up here in the midwest." said Robert R. Hiiler, of Midwest Visual Equipment, in Chicago. "Industrial activity began to quicken about the first of the year and it seems to be continuing. Educational business is just holding on. but that's probably because we're working harder on it to discover new customers."
In New York. Allan Armour, of Projection Systems International, reports that 1970 was the biggest year in PSI's history. "Volume was way up. and 1971 looks even better," Armour said, "but I'll have to admit that profits did not match the sales curve. The manufacturers are putting the squeeze on us, raising our costs, but keeping list prices the same. Our business is almost all in(.lustrial; we make very few school sales — school systems are very poor oayers in this area. Everything is on bids. You get paid in six months if you're lucky but you ha\c to pay the manufacturer in .^0 days."
In Ft. Lauderdale, Florida. Ray Franklin, of Cook Consultants, dec'ded last year that his company should spend more lime on industrial sales, with indications that school sales were bound to be off in 1971, Cook Consultants made a big
IVhal ihe tiiuHo-visiiul dealer has to say in this report about his business and about the equipment he sells is important to the industrial A-V buyer because it i^'ives a f;ood indication of the directions other A-V buyers are taking now, and will /);• taking in the months to come.
push in this direction at the beginning of the year. "Of course, the business market, itself, was down during the first quarter, so we got caught up in a little backlash, but things look much better now. Business will be having to do more traininsi than ever before, and business is
Ray Franklin
Cook Consultants
Jly/ August, 1971
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