06.25.2008 — At Bob & Ron's World Wide Stereo, clients entering the company's two stores are treated to the best products and solutions, as the company employs a top-down sales technique.

Doing so, says president Bob Cole, opens up a world of possibilities for customers. "Generally, we start with separates and, on the retail side, [we work] from the top down," he says.

Using the demo to communicate the benefits of a home theater, World Wide Stereo highlights features like HDMI switching and component connectivity to home networks and the Web.

Audio has also become a focus for consumers as the awe of flat-panel televisions, high-definition television (HDTV) and DVD have subsided, says Cole.

He says that approximately 85 percent of World Wide Stereo's clients opt for A/V receivers and this, in turn, accounts for about 60 percent of its theater revenues.

"Folks are looking for value and integration," he says. "The higher performing receivers cover both areas."

The collective package of performance, features and integration-friendly attributes are, in many cases, what ignites client interest, Cole says. That, then, leads to the introduction of the A/V receiver line.

"Integra rules the roost currently, but we also sell Denon, Sunfire and Pioneer," he says. "The signature receivers [step-up products] we offer are currently Pioneer and Sunfire."

Even though he may not have the time to know the exact breakdown of his company's revenues off the top of his head, Cole's strategies must be considered sound. Bob & Ron's World Wide Stereo is a top 20 company in the CE Pro 100 and a top 10 company in the Top 30 Hybrid Dealers.