NAPCO Security Inc. has announced it will no longer
distribute its products through ADI, a division of
Honeywell. NAPCO says it will rely on its 106 independent
security distributors to supply its products to contractors
and integrators.

In a message to dealers on its Web site where it labels ADI
as “ADI/Ademco,” NAPCO says the move, effective Jan. 5, was
made because it says Ademco and its parent company
Honeywell “openly competes in installation and monitoring
against its own customers.” Jorge Hevia, Senior Vice
President of Sales and Marketing at NAPCO, says his company
is an independent manufacturer that wants to distribute
through independent distributors.

“Honeywell obviously is an integrated kind of company with
installation, manufacturing and distribution,” Hevia
says. “We wanted to distribute through independent
distributors we can partner with that don’t have any
conflicts of interest.”

That’s a message echoed by Dick Soloway, NAPCO President
and CEO. “We’re independent … they’re independent. It works
best that way.”

NAPCO has put up a HREF=http://www.napcosecurity.com/distribution-map.html>Web
site that includes a zip code locator of distributors
of Napco products. While some might look at the move as a
potential loss for NAPCO with fewer outlets to distribute
its products, Hevia says the change is a winner towards the
loyalty of its dealers.

“We believe in the long run, our new distribution will be
better for our dealers and ensure a superior service
level,” says Hevia, who adds NAPCO will solidify its
relationship with its remaining independent
distributors. “We are going to partner closely with them to
add a lot of value-added services, such as training,
seminars and much more.”

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