Retailers tap into telephone, video accessories sales

formed from a mere viewing box to the focal point of multi-purpose home entertainment centers, a computer display screen, a tool for home security and a link to national education and information services. With each new arm-whether it's a video cassette recorder, video game, personal computer, cable service, or combination of theseadded to the television body, comes the opportunity for sales to the do-it-yourselfer of connecting cables, switching devices, splitters, couplers, adaptors and controllers.

Building centers, hardware stores and do-it-yourself retail outlets are among those taking advantage of the opportunity to carve a niche in these growth markets. Retailers looking to become single-source suppliers for a wide variety of do-it-yourself activities are making space for the newcomers-telephone and video displays -alongside such traditional home improvement accessories as plumbing and painting supplies.

"Many retailers never suspected the potential demand for telephone and video accessories -they've been very surprised by the response," said Vic Giovingo, manager of marketing services, GC Electronics. "scotty's Home Centers in the Florida region which installed our full telephone program has had to re-order three times in the last three months. Not bad!,'

Another retailer that has made substantial commitments to both telephone and video products is McGuckin Hardware, whose headquarters are in Boulder, Co., Giovingo said.

"They've taken a unique approach in that they've set up a rather exten-

Story at a Glance

Telephone and video equip. ment accessories in demand. great market potential. .manu. facturers back retailers with ex. tensive product selection, mer. chandising aids, literature. sive electronics center in the middle of their main store," he said. "They're also devoting a much wider space to telephone than ever before."

But multi-unit retailers aren't the only ones taking advantage of these market opportunities. "Independent hardware and home centers are also experiencing great success with both

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