I recently talked to Jeff Hedden, President Mid-State/AM Distributors, a Catalyst AV distribution network member, about selling in the time of Coronavirus, picking up the MartinLogan Loudspeaker line and where he sees the business heading into 2021.
Maureen Jenson: I understand you just picked up the Martin Logan Loudspeaker line, what does this mean for your dealer/integrators in the midwest?
Jeff Hedden: This brings to us a well respected Flagship box speaker line for our territories rounding out our portfolio of home audio products. The states that will benefit are: North Dakota, South Dakota, Wisconsin, Illinois, Iowa, Nebraska, Kansas and Missouri.
MJ: Where is the market going during this time of coronavirus and how do you think ML speaker models will meet the needs of your dealer base during this time?
JH: We have seen a lot of improvements going on around the home, especially in the AV and home automation categories with customers staying at home more. Martin Logan’s loudspeakers help us offer an excellent high performance option for our retailers.
MJ: Anything on a personal note you would like to add about the Martin Logan brand?
JH: I think the addition of Mid-State/AM to the Martin Logan distribution model really shows the momentum we are gaining in the custom integrator channel, we are glad to have them on board!
MJ: What other products are you selling more of during this pandemic?
JH: We have seen significant increases in smarthome products, TVs and also our Cellular based internet products, which seem to be focused a lot on the RV market at this point.
MJ: What sets you apart from some of the other distributors out there? What value, training, deals, locations do you offer your dealers that benefits them most?
JH: I think our training, fast shipping times and our ability to fill from multiple locations has helped a lot during the product shortages we have been seeing due to COVID.
MJ: Where do you see the business heading into 2021?
JH: I think as the Smart Home environment continues to grow, more robust home networking products will be a major addition, we are beginning to see it already. If someone is running a lot of cloud based cameras this is great for our EERO business as well.