Distributors Deliver the Goods
The greater breadth of training and increased availability has been a welcome diversion for some installers during the troubled economic times.
“One of the byproducts of certain markets being slower right now at the dealer level is that it gives them more time to focus on training,” says Rothstein. “What we are hoping is as dealers bulk up their knowledge base, when things turn around economically they are going to be well positioned to leverage this recently acquired knowledge and really break out.”
This year Tri-Ed is hosting its IP Video Tech Tour Training classes across North America, covering the basics of networking, IP configuration, IP video and network video recording.
ADI’s extensive training program features the day-long Expo seminars held at more than 100 branch locations across North America. Dealers can choose from NICET fire alarm preparation courses, basic and advanced networking/IP training and much more. Also, beginning in June ADI will launch its instructional IP Point Roadshows.
Among its training initiatives, ScanSource is hosting IP and networking workshops in several cities across the country as well. Despite the plethora of available training opportunities, manufacturers remain wary if there are enough quality installation professionals to install and service the burgeoning use of convergence-driven products and solutions.
“There is a concern if certain traditional security dealers who lack the IP and networking knowledge will be able to ramp up quickly enough,” says Tony Sorrentino, vice president of merchandising for ScanSource.
The good news for the traditional security dealer is that today only 15 to 20 percent of the business is IP-based product, according to Sorrentino.
“There are a lot of dealers who are lifestyle VARs. They can support their business just fine for five or 10 years until they reach retirement based on current analog business and they don’t have to adapt or learn IP,” Sorrentino says. “But eventually any business that is forward thinking has a business plan and they are looking five years down the road. Those are the dealers that are taking advantage of the workshops and training.”
[IMAGE]11864[/IMAGE]
Like a Good Neighbor
Whether conducting business with a national or regional distributor, the most successful partnership for most any dealer centers on a personalized relationship. All distributor representatives interviewed for this story expressed an indispensable need for two-way communication in order to best serve the dealer customer.
“For a distributor to understand the obstacles that a dealer is experiencing in the marketplace, the dealer can really help us change our business model or focus on an area of need if they have a willingness to share information,” says Jay Stone, vice president of sales for Hickory, N.C.-based The Systems Depot. “That open line of communication with the distributor is key for any installation company.”
Earl Snyder, purchasing manager for Earth City, Mo.-based Security Equipment Supply (SES), a regional distributor concentrated mainly in the Midwest, shares a simple suggestion to maintain a strong and trusted business relationship.
“If you have a distributor in your backyard — whether it’s SES or any of our competitors — let them service you, stay off the
Internet from buying products,” he says.
Snyder describes a scenario in which the distributor helps a dealer spec a job only to have the dealer race off to the Internet for a cheaper price.
If you enjoyed this article and want to receive more valuable industry content like this, click here to sign up for our FREE digital newsletters!
About the Author
Rodney Bosch, Senior Editor
Although Bosch’s name is quite familiar to those in the security industry, his previous experience has been in daily newspaper journalism. Prior to joining SECURITY SALES & INTEGRATION in 2006, he spent 15 years with the Los Angeles Times, where he performed a wide assortment of editorial responsibilities, including feature and metro department assignments as well as content producing for latimes.com. Bosch is a graduate of California State University, Fresno with a degree in Mass Communication & Journalism. In 2007, he successfully completed the National Burglar and Fire Alarm Association’s National Training School coursework to become a Certified Level I Alarm Technician.
Related Content
Security Is Our Business, Too
For professionals who recommend, buy and install all types of electronic security equipment, a free subscription to Commercial Integrator + Security Sales & Integration is like having a consultant on call. You’ll find an ideal balance of technology and business coverage, with installation tips and techniques for products and updates on how to add to your bottom line.
A FREE subscription to the top resource for security and integration industry will prove to be invaluable.
