Continuing Role As Select Sony U.S. Distributor
FOXBORO, MA: In September 1989, Luke Furr (then VP of Lake Systems), was standing on a beach in Florida when Sony called. They were changing their ‘go to’ market and wanted to start using reps, “Do you know anyone?” they asked. Without hesitation he said “What about me?” The rest is history. Today he is celebrating the 25th anniversary of his Shoreview Distribution Inc., national sales organization. A key to his success has been working with Sony Electronics in the U.S. as a select distributor for all its professional audio and video products. “Sony was our first client,” Furr says, “We’ve grown our roster to include a number of major manufacturers, but maintaining our relationship with Sony for all these years is a special source of pride."
Shoreview’s positive trajectory has been marked by productive relationships with Revolabs, JVC, Pioneer, Toshiba, Tascam, Ricoh USA, Crane and many other stellar brands. The firm’s nationwide sales team constantly solidifies the success of those alliances. A home office staffed by career employees with an average 12+ years on the job, provides indispensible backup support. “We have always focused on application oriented sales, information, competitive pricing and, on delivering the gear in a timely fashion,” Luke Furr says. “Our field reps are skilled educators and trainers who know the products because they use them. We all share a genuine sense of family with our clients and our manufacturers.”
Starting off with the traditional ‘garage-based business,’ Furr’s early sales focused on the recording and performing gear he used in his music career. His ability to grasp the functionality and value of a rapidly expanding arsenal of new products proved a major asset. “As manufacturer R&D teams began turning out innovative digital gear and ‘must have’ new tools, we found ourselves in the midst of a technology explosion,” Furr says. “Simultaneously, a number of savvy young men with an aptitude for using, explaining and selling this next generation equipment gravitated to us. We built a great sales team!”
Case in point, Rory Caponigro joined Shoreview in 2001. Thirteen years on, he is national sales manager, supervising a crew that ranges from his own Tri State turf to skilled reps all over the country, “I watched Luke Furr in action, and felt very much in synch with his sales approach, his sense of urgency, and his scrupulous follow through. Luke inspires our team with a genuine sense of commitment,” Caponigro says. “Clients want information quickly. Not just on pricing, but on product availability and training. Our systems and technology deliver this.
“We’re also providing an indispensible service to the manufacturers who have now trimmed their in-house sales. And, we’ve greatly expanded our services,” Caponigro asserts. “We’ve worked with Sony’s Audio and Video divisions on such major projects as the Patriots Gillette Stadium, Madison Square Garden and Yankee Stadium installs. We’ve collaborated with systems integrators on projects for Adelphi and Penn State Universities, and we’ve assisted live sound companies for tours by groups like The Rolling Stones. These assignments are extremely gratifying, and the compensation is not just financial. There is a real sense of accomplishment in our work.”
John Kaloukian, vice president of sales, Professional Solutions of America, Sony Electronics remarked, “Shoreview has been a select distributor for Sony’s professional audio and video products for 25 years. The fact they are in the select group of distributors we work with means that we chose them for very specific reasons. They are very knowledgeable of Sony’s product lines. Basically, they are a turn-key, one stop shopping resource for resellers.
“Shoreview’s strength is that they can act quickly to meet the market’s needs,” Kaloukian concludes. “They are highly responsive, flexible, and able to adapt easily to customers’ evolving requirements. For example, special terms or custom packing, and, they get the job done with minimal red tape. They are one of our closest links to the market.”
“We wouldn’t be celebrating our 25th Anniversary without the commitment and enthusiasm of our home office and field rep team,” Luke Furr concludes. “Sales Manager Rory Caponigro, Regional Sales Managers: Mark Rehfuss, Dan Drees, Curtis Harris, Warner Swain, Bo Murgo and Bert Shaffer, our long time Office Manager, Lynn Snow, and a host of other super professionals keep the company running at peak efficiency. AND, they generate a positive vibe that flows throughout the day. We all share the good fortune to be doing the work we love and working with the people we like. We look forward to the next twenty five years!”
Photo: Shoreview Distribution Inc. founder Luke Furr (l) with National Sales Manager Rory Caponigro
Celebrating their 25th anniversary Shoreview Distribution is exclusive national distributor for all Sony audio and video products. Shoreview also represents such major manufacturers as: Revolabs, JVC, Martin Pro, Toshiba, Tascam, Pioneer, and Ricoh USA. Shoreview is located at 69 Elm St. Foxboro, MA 02035 (781) 784 1144.