How Distributors Help Security Dealers Delight Customers

Find out how wholesale distributors are helping security dealers keep pace with new technology trends and services (RMR) opportunities.

Installing security contractors are recognizing the economic benefits of making one phone call for everything rather than calling individual manufacturers, Rothstein explains. A complete installation can be preconfigured, kitted and ready to go. This has been part of an evolution in the distribution lifecycle in which distributors and manufacturers are now even more closely aligned than ever before.

Although emerging new technologies and products seem to be all the buzz, there are still many legacy products that continue to be viable in today’s security marketplace. “Believe it or not, a fair percentage of the market still uses analog video,” Comunale points out. “We believe it’ll have legs into the future. The same is true of fire alarms and traditional access control. They continue to be very steady, mainstay products.”

Analog is still a substantial part of the market and there are a number of reasons it is not going away in the near future, adds Gary Perlin, Tri-Ed’s vice president of strategic sourcing. New HD analog technologies like CVI, TVI and AHD will drive growth for at least the next three years, Perlin estimates. Possibly even longer with analog 4K on the horizon.

“The savvy installer considers both networked and analog solutions when quoting on a project,” Perlin says. “We’ve seen many major vendors that gave up on analog several years ago re-enter the market with new analog products.”

Driving the Industry Forward

The trust and interdependence that’s been at the core of distribution/dealer relationships remain more compelling than the complexity of embracing new technologies. There are multiple rea-sons that bear out this fact. Technology is constantly changing, but the central principles of succeeding in business do not. Today’s dealers and integrators know they need to stay competitive in their pricing, technical know-how and customer service. They need to continue to grow their customer base and in-crease their profitability. Those are constants. The role of a valued distribution partner is – and always has been – to enable them to do exactly that.

Comunale states that an important way for distributors to stay proactive in delivering their customers meaningful products and services in the ever-changing security industry is to spend time training employees, getting their people factory-certified and manufacturer trained.

“At Tri-Ed, we’ve made ourselves an extension of the manufacturers,” he says. “And for our customers to have someone in their local market who can give them technical support and answers right away is certainly better than calling an 800 number and waiting for someone you don’t even know in tech support to pick up.”

Comunale and Rothstein firmly believe that distributors do a lot more than provide logistics. Rather, they really are the link between the manufacturer and the dealer to provide the end-user customer with the most complete and effective solutions available.

“Along those lines we devote a great deal of our time as partners and sup-porters of the industry and its associations. We are deeply involved in the associations and their causes on a local level across North America as well as the national associations,” Rothstein states. “We believe strongly in our commitment to the industry that, in turn, provides for all of us and our families, ultimately keeping others safe and protected.”

Comunale emphasizes that distributors must continue to take the lead in asking how they can add value to the security and low-voltage contractor.

“Whether that involves new programs and services or better ways to deliver solutions, we feel the distributor should play the role of the go-to partner who helps drive the future of our industry,” he says.

Erin Harrington has 20+ years of editorial, marketing & PR experience within the security industry.

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