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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 joined SECURITY SALES & INTEGRATION in October 1998 and has distinguished himself by producing award-winning, exemplary work. His editorial achievements have included blockbuster articles featuring major industry executives, such as Tyco Electronic Products Group Managing Director Gerry Head; Protection One President/CEO Richard Ginsburg; former Brink’s Home Security President/CEO Peter Michel; GE Interlogix President/CEO Ken Boyda; Bosch Security Systems President/CEO Peter Ribinski; and former SecurityLink President/CEO Jim Covert. Scott, who is an NTS Certified alarm technician, has become a respected and in-demand speaker at security industry events, including presentations at the Central Station Alarm Association (CSAA) Annual Meeting; California Alarm Association (CAA) Summer and Winter Conferences; PSA Security Network Conference; International Security Conference and Exhibition (ISC); and Security Industry Association (SIA) Forum. Scott often acts as an ambassador to mainstream media and is a participant in several industry associations. His previous experience as a cable-TV technician/installer and running his own audio company -- along with a lifelong fascination with electronics and computers -- prepared Scott well for his current position. Since graduating in 1986 with honors from California State University, Northridge with a degree in Radio-Television- Film, his professional endeavors have encompassed magazines, radio, TV, film, records, teletext, books, the Internet and more. In 2005, Scott captured the prestigious Western Publisher Maggie Award for Best Interview/Profile Trade for "9/11 Hero Tells Tale of Loses, Lessons," his October 2004 interview with former FDNY Commander Richard Picciotto, the last man to escape the Ground Zero destruction alive.
Contact Scott Goldfine: sgoldfine@ehpub.com
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ADI, AVAD, Distributors, Features, James Rothstein, Jim Annes, Jim Lee


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