The Profit Center - Miles Of Aisles in New Computer Malls

Article Abstract:

An emerging trend in the computer retailing business is computer product-only malls. There are currently two operating, with dozens more on the drawing board. The Computer Showcase in Phoenix opened in October 1984. Its eight dealers rent a total of 60,000 sq. ft. of floor space. Miami-based Future Works rents 31,000 sq. ft. to sixteen dealers. Tenants are charged between sixteen and twenty-one dollars per foot, and contribute to a general advertising fund. The new stores emphasize service and training in hardware and software for customers in the small business and home computer markets. The 'concentrated-center' concept for computer retailing has met with some resistance from the industry and has encountered some exclusive distribution agreement problems, but over-all prospects are good. A drawing is included of the outside of a Future Works mall.

Computer industry, Trends, The Computer Showcase, Future Works

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The Profit Center - Young Pros Eye Careers in Retailing

Article Abstract:

Pacific Stereo, an Emeryville, California-based retailer, has changed its hiring and training methods for its sales staff. It now uses 'Career Days' in place of help-wanted ads to find employees and uses a personnel profile to evaluate all job applicants. A typical successful salesperson has a career goal of a managerial position, is more interested in educating the consumer than making a quick sale, and is aware of Pacific's position as a full-service dealer. The program is a success, attracting more mature and motivated salespeople who remain with the company longer. A cartoon drawing is included that shows a professor pointing to a blackboard on which is written 'sell smart'.

Chain stores, Selling, Stereo systems, Training of Employees, Pacific Stereo

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The Profit Center - Terminal Sells Software with Demo Discs

Article Abstract:

ViMart's Series 1000 terminal enables consumers to look at software packages before they buy. The Series 1000 incorporates a laser-disc player and a color monitor. A laser-disc holds up to 200 ViMart-produced product demonstrations of thirty to sixty seconds in length. The ViMart system has improved software sales in many different types of retail stores. Agreements with Handleman Co. and Ingram Book Co. helped open many new markets for the company's software products. The terminals have accounted for large sales increases that exceed the costs of the program. Dealers are delighted.

Software, Special purpose terminals, Product introduction, Handleman Co., Computer terminals, Computer Terminal, Special-Purpose Terminal, Home Computers, ViMart, Ingram Book Co., ViMart Series 1000

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