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The Wholesale Truth

Six leading wholesale distributors explain how they are bringing the latest technologies to the security marketplace. They tell how installing contractors can build distributor relationships, work their best deals, and take advantage of training and value-added perks, as well as offer stocking and inventory tips, and insights on products and services trends.



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Tri-Ed is hosting one-day Technology Roadshows in 2013 to familiarize customers with the latest technologies in the marketplace. Upcoming: Sept. 12, Dallas; Oct. 16, New York; Nov. 13, Southern California. Photo courtesy Tri-EdHow do you cultivate and build long-lasting relationships built on trust, so customers do not have to worry about ulterior motives being behind product recommendations or their distributor selling direct to their end-user customers?

Lee: We offer advice and consultation based on product inquiries from the customer. We do not participate in promoting one product over another unless it better suits the application being inquired about. We endeavor to provide products requested by our customers, thereby solidifying our relationship with the customer. Not selling to end users also ensures a trustworthy relationship with our customers.

McCullough: With PSA Security, this is a nonissue. Being an integrator-owned cooperative, our sole purpose is to serve our owners and customers. This is a significant difference between us and other brick-and-mortar distributors. Because we are a co-op, our owners and customers know that we will never, ever sell directly to their end users. Our 40-year history will attest to that.

Sorrentino: Since ScanSource’s founding more than 20 years ago, we have remained committed to our pledge of never selling to the end user. It’s a fireable offense at our company. We are here to support our dealers, not compete with them. Likewise, we don’t flip products. If a dealer asks for a specific brand, we honor that brand.

Editor-in-Chief Scott Goldfine has spent nearly 15 years with SECURITY SALES & INTEGRATION. He can be reached at (704) 663-7125.

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Article Topics
Systems Integration · ADI · AVAD · Distributors · Features · James Rothstein · Jim Annes · All Topics

About the Author
Scott Goldfine
Scott Goldfine is Editor-in-Chief and Associate Publisher of Security Sales & Integration. Well-versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is nationally recognized as an industry expert and speaker. Goldfine is involved in several security events and organizations, including the Electronic Security Association (ESA), Security Industry Association (SIA), Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA), ASIS Int'l and more. Goldfine also serves on several boards, including the SIA Marketing Committee, CSAA Marketing and Communications Committee, PSA Cybersecurity Advisory Council and Robolliance. He is a certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast. Goldfine joined Security Sales & Integration in 1998.
Contact Scott Goldfine: [email protected]
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ADI, AVAD, Distributors, Features, James Rothstein, Jim Annes, Jim Lee


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