"Over the next five years VHS rentals will decline up to 50%," Andersen continued. "Year-to-date total rental spending is up 1.5%" over last year, he said, adding that since "total turns are down about 8% or 9%" the increase has been "driven in part by righteous and perhaps overdue price increases. "Our industry is still growing," said Andersen. Introduced as "the real commander of our entire industry," Andersen shared video statistics, projected business trends, and commented on current issues. Speakers outlined marketing strategies, analyzed DVD manufacture, promoted accessory sales, and previewed the upcoming Sony PlayStation 2.Īn overview of the industry came from Bo Andersen, president of the Video Software Dealers Association (VSDA), Encino, Calif. This practical focus carried as well through the seminar organized by Kirkpatrick and WaxWorks marketing director Jenny Sipes Maddox. Late-fee assessments and collections, DVD displays, rental rates and lengths, buying program complexities, and screener availability were all subjects raised repeatedly at gatherings attended by SN. Our real mission here was to educate, entertain a little, and provide a forum for people to mingle with other retailers."Ĭonversational topics for many of these retailers centered around nuts-and-bolts operations rather than industry issues. The reasons the crowd did come, said Kirkpatrick, were that "they love the seminars and love talking to the studios about new releases but. "This is an enthusiastic crowd," said John Nucifora, regional sales manager, Avalanche Home Entertainment, Toronto, Ontario, Canada, "but basically this is a snatch-and-grab." On the latter point Artisan's Schroeder disagreed, saying "this crowd isn't in it just for the freebies." "We're a fairly new company and we're looking for contacts, so in that sense ECVS, with a bigger crowd, was more worthwhile for us," said Gerry Malavenda, sales manager, home video, First Look Pictures, Los Angeles. "The people here are more positive than at ECVS," said Matt Wochna, Midwest regional sales manager, Trimark Pictures, Marina Del Rey, Calif., "and the studios have done a better job than at ECVS." "And game vendors weren't present at ECVS, but they're here." "When you walked the aisles at ECVS, you didn't get the feeling you were in the entertainment industry," said Cooper of Movie Exchange. "The retailers have been very attentive and have asked lots of questions. "This show has been much more upbeat than ECVS, which was gloomy," said Kurt Schroeder, vice president of distribution and sales, Artisan Entertainment, Santa Monica, Calif. Or they wore other costumes - Wallace & Gromit were among the many characters parading the floor.Īllied Forces participants who had also attended the East Coast Video Show (ECVS), held in Atlantic City, N.J., the previous week, pointed out differences in attitudes between the two crowds. Against a military backdrop of vehicles and equipment from the Kentucky National Guard, WaxWorks staffers patrolled in uniform. That theme was Operation: Allied Forces, a military campaign to "attack low profits" and "squash the competition," according to Kirkpatrick's address at the Special Training Seminar. "They weren't just here with tables and posters they really tried to get with the theme." "The studios were very supportive," said Kirkpatrick. "Retailers have come from 25 different states."Įxhibitor presence was likewise strong, with nearly 70 vendors on the show floor. "Most distributor shows have 200 or 300 people."īetween retailers and exhibitors, WaxWorks pulled more than 1,000 attendees this year, announced WaxWorks president Terry Woodward at a vendor banquet. "Since we had skipped two years, we didn't know how many (people) to expect," said Kirk Kirkpatrick, WaxWorks vice president of marketing, adding that the formerly annual show went on hiatus while awaiting remodeled facilities. "It has had several good ideas that we can't wait to try out - even more than the show three years ago." "This show has been fantastic," said Theresa Daniels, manager of the McVideo operation at McMaken Super Market, Brookville, Ohio. "There's a lot of diversity at this show and a lot of excitement." "It's refreshing to see this kind of show," said Dale Cooper, buyer for The Movie Exchange, Oaks, Pa., which racks both rental and sell-through video for supermarkets in the northeastern U.S. Supermarket video specialists and other independent retailers were enthusiastic at this year's trade show from distributor WaxWorks/VideoWorks held here on Oct.
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