How 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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