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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, directing all editorial aspects of the magazine brand in print, electronically, online and in person. The voluminous, innovative and award-winning body of work he has distinguished himself with since joining the publication in 1998 includes groundbreaking research, landmark features, leadership roundtables, high profile case studies, and many industry exclusives. Well versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is a nationally known figure in demand as an industry presenter and subject matter expert to mainstream media. He is responsible for developing many unique products and programs, including the SSI Industry Hall of Fame, Control Panel (industry’s first E-mail newsletter), Police Dispatch Quality (PDQ), Marketing Marvel, Installers of the Year, Integrated Installation of the Year, Security Industry Census, Systems Integration Study, Installation Business Report, Operations & Opportunities Report, Commercial End-User Study and Security’s Fantastic Fleets. Recognized for his relationship building, integrity and lead-by-example ethic, Goldfine is a solutions-oriented team player who advises and collaborates with industry dealer/integrator, consultant, distributor, central station and manufacturer icons, luminaries and executive business leaders on a daily basis. He is also actively 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), PSA-Tec, SAMMY Awards, International Security Conference and Exhibition (ISC), Electronic Security Technology Summit (ESTS), Mission 500, Electronic Security Expo (ESX), ASIS Int’l, Honeywell CONNECT and other supplier conventions. Goldfine also serves on several boards, including the CSAA Marketing and Communications Committee and PSA Cybersecurity Advisory Council. A certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast, Goldfine graduated with honors from Cal State, Northridge with a management degree in Radio-Television-Film. His professional media endeavors have encompassed magazines, Internet, radio, TV, film, records, teletext and books. Goldfine resides in the Charlotte, N.C., area with his wife, son and three cats.
Contact Scott Goldfine: [email protected]
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ADI, AVAD, Distributors, Features, James Rothstein, Jim Annes, Jim Lee

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