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Distributors Push Past Margins

The wholesale distribution channel essentially serves as a frontline in the dynamic electronic security industry. Executives from leading distributors discuss market conditions and their role in providing value-add services to their integrator partners.

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[IMAGE]12047[/IMAGE]Installing security contractors are loathe to concede that a hyper-competitive market has created an environment in which they are no longer able to fulfill all the needs and expectations of today’s savvy end user. Hence, a proverbial line is drawn in the sand.

“We see more and more distributors going direct to the end user. They claim they do not but the integrators always find out. I have no idea why they deny it,” Bozeman says. “It’s becoming more common and it is obviously not good for the integrator community. One of the reasons the large distributors get by with this is they claim they create the business; this makes the integrators no more than a hired installer who gets the crumbs.”

Flink says selling to residential and commercial end users is certainly not ADI’s standard business model. In the residential market, for instance, he says the company sees no benefit to selling directly to consumers since it would require a great deal of support and offer a lower return on investment (ROI).

“In the commercial space, users typically need a complete solution that requires design, installation and support. They usually don’t have the qualified staff to execute this,” Flink says. “Occasionally, some of the larger commercial end users do have licensed and qualified staff to perform these functions.”

Dealers and integrators that are creative and focus on marketing a complete solution rather than specific products will continue to have numerous growth opportunities, Flink says.

“If a dealer can sell themselves as a service and provide their customers with peace of mind they should have no problem winning new jobs,” he says. “Dealers, manufacturers and distributors all need to focus on identifying market opportunities and end user needs, and create solutions to meet those needs.”

To make it clear, Rothstein and Sorrentino say their companies are not among the distributors selling to end users but that the practice is becoming more widespread.

“Dealers should not have to compete with distributors for end-user business,” Sorrentino says. “Ultimately, the manufacturers need to stop it from happening. They can do this through their channel programs.”

Rodney Bosch is Managing Editor for SECURITY SALES & INTEGRATION. He can be reached at (310) 533-2426.

Training Coursework on Tap

A staple offering of value-add services from wholesale distributors is a range of training sessions and educational curriculum. Following is an example of approaching opportunities across North America.

ADI’s Expo series offers a full roster of training courses dedicated to electronic security, IP, A/V and more. Dealers can participate in CEU accredited courses, among other opportunities. Upcoming:

  • April 19: Nashville, Tenn.
  • April 21: Phoenix
  • April 26: Cleveland
  • April 28: Baltimore
  • May 3: New Orleans

ScanSource Security offers a one-day IP Workshop & Expo that features the basics of IP networking. Participants can up to 6 BICSI credits for attending all training sessions. Upcoming:

  • April 19: Philadelphia
  • May 3: Jersey City, N.J.
  • May 18: Boston
  • June 8: Salt Lake City
  • August 10: Minneapolis

PSA Security Network’s PSA Education makes available educational offerings for all systems integrators in business, service, system design, installation and deployment. Included are Webinars and other online curriculum. Upcoming:

  • May 16-20: PSA-TEC in Westminster, Colo.; an intensive conference     focusing on business optimization, physical security, IT and managed     services.

Tri-Ed/Northern Video Distribution’s IP Video Technology Tour offers a Level II training class, focusing on the OSI reference model, IP naming structure, network design best practices and more. Upcoming:

  • April 5: Las Vegas
  • April 19: Winnipeg, Manitoba,    Canada
  • April 20: Plainview, N.Y.
  • April 21: Westchester, N.Y., and Calgary, Alberta, Canada
  • April 26: Minneapolis
    Select Wholesale Distributor Directory


263 Old Country Road

Melville, NY 11747

(800) 233-6261

Akron Hardware

1100 Killian Road

Akron, OH 44312

(800) 321-9602

Anixter Inc.

2301 Patriot Blvd.

Glenview, IL 60026

(800) 264-9837

Boyle & Chase Inc.

72 Sharp St.

Hingham, MA 02043

(800) 325-2530

Central Security Distribution (CSD)

3800 Camden Road, #13

Pine Bluff, AR 71603

(870) 879-2400

Contractors Wire & Cable

6611 Preston Ave., Ste. A

Livermore, CA 94551

(800) 444-8816

DWG Distribution

1812 Merrick Road

Merrick, NY 11566

(866) 340-2288

KJB Security Products Inc.

841-B Fesslers Pkwy.

Nashville, TN 37210

(800) 590-4272

PSA Security Network

10170 Church Ranch Way #150

Westminster, CO 80021

(800) 525-9422

ScanSource Security

6 Logue Ct.

Greenville, SC 29615

(800) 964-8994

Security General Int’l. Ltd.

12500 San Pedro #475

San Antonio, TX 78216

(800) 292-5390

Security Lock Distributors

25 Dartmouth St.

P.O. Box 95
Westwood, MA 02090

(800) 847-5625

SES Inc.

3435 Rider Tr. S

Earth City, MO 63045

(800) 325-0221

Supercircuits Inc.

11000 N MoPac Expy., Bldg. 300

Austin, TX 78759

(800) 335-9777

Systems Depot

1510 Tate Blvd. SE

Hickory, NC 28602

(877) 254-2172

Systems Distributors Inc. (SDI)

2881 Amwiler Road

Atlanta, GA 30360

(800) 452-8588

Tri-Ed/Northern Video Distribution

100 Crossways Park Dr. W #207

Woodbury, NY 11797

(888) 874-3336

Video Security Specialists Inc. (VSS)

632 N Victory Blvd.

Burbank, CA 91502

(800) 546-8774

Worthington Distribution

566 Rt. 390 / HC 1
Box 1748

Tafton, PA 18464

(800) 282-8864




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Article Topics
Systems Integration · ADI · Distributors · Features · PSA Security Network · ScanSource · Tri-EdNorthern Video Distribution · All Topics

About the Author
Rodney Bosch
Although Bosch’s name is quite familiar to those in the security industry, his previous experience has been in daily newspaper journalism. Prior to joining SECURITY SALES & INTEGRATION in 2006, he spent 15 years with the Los Angeles Times, where he performed a wide assortment of editorial responsibilities, including feature and metro department assignments as well as content producing for Bosch is a graduate of California State University, Fresno with a degree in Mass Communication & Journalism. In 2007, he successfully completed the National Burglar and Fire Alarm Association’s National Training School coursework to become a Certified Level I Alarm Technician.
Contact Rodney Bosch: [email protected]
View More by Rodney Bosch

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ADI, Distributors, Features, PSA Security Network, ScanSource, Tri-EdNorthern Video Distribution

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