September 23, 1972
Setting 4-Channel Equipment With Disks Hit at Federated
By BOB KIRSCH
LOS ANGELES-
Putting hardware and software under the same roof is providing a major boost for 4-channel disk and tape sales at Federated Electronics.
"It's a great help to have the hardware and software together," says record buyer Chuck Fishbein,
"particularly with a relatively new configuration such as 4-channel.
When a consumer buys the hardware, he's generally excited enough to want something to play on it right away. We can provide him with this service."
Fishbein also feels that it's important for the hardware outlet to handle a full line of software, "not just the top 20 and whatever else can be picked up. This is what we would like to aim for.
"We started a record department several months ago to see if people buying systems were interested in software at the same locations, and they seem to be. We'd like to make this a real record store within a hardware outlet, kind of a sound supermarket. We're looking at this as an experiment and if the two match it will be great.
"When you look at it," he continues, "it's kind of silly to have to buy hardware in one place and software in another if there is room in one location for both." Federated is finding that this theory is working particularly well in 4-channel.
"There's a lot happening in 4-channel disks and tape now," Fish. bein says.
"We're selling a good amount of material in both configurations, with middle of the road music showing the best results. Fishbein feels this trend reflects several things, primarily the material available and the type of consumer purchasing 4-channel.
He added, however, that rock and classical music are doing well.
Fishbein also feels that 4-channel is "here now," and there is not as large a problem as many seem to feel in obtaining satisfactory software and hardware. "There are a lot of titles around," he said, "and most 4-channel equipment is compatible with stereo.
"I think you can sell 4-channel now if you promote it, which is what we're doing. We have a full bin of 4-channel records, demo rooms for the equipment and we advertise both in the newspaper. The big thing is to let people know that the configuration is here."
Fishbein thinks that "People are not afraid of spending money if they know something is ready. We emphasize that a new stereo system that is compatible with 4-channel will not become obsolete and that 4-channel is not in the future, it's now. I think that the more people realize this, the more it will convince software and hardware manufacturers to produce 4-channel material."
Fishbein finds that many of his 4-channel consumers are those who are getting rid of standard stereo systems and want to become involved in the new configuration.
These are the people buying compatible hardware. He finds it hard to pinpoint a specific age group, except to say that few teenagers are buying.
Federated plans to expand its 4-channel record and tape displays in the future, with records divided by artist and company. The store carries 4-channel disks in discrete and matrix.