One of the most frequently asked questions by integrators is how to choose the right distributor. In this increasingly competitive marketplace, selecting a distribution partner is crucial for security integrators looking to deliver top-notch solutions and services to their clients. The right distributor can provide the products, critical support for businesses, and expertise to execute jobs successfully. Here are five tips to help security professionals make the best choice when selecting a distributor.
1. Consider Distributor Convenience and Location
Working with a distributor in a convenient location can significantly impact project timelines and, in turn, customer service and satisfaction. ProdataKey Distribution Channel Manager Tanner Bengtzen points out how having a distributor nearby lets security professionals pick up the equipment they need quickly and avoid delays with shipping.
“It’s very convenient for an integrator to drive to a local supplier to pick up tangible materials as opposed to submitting an order and waiting for it to be drop shipped,”
Tanner Bengtzen, Distribution Channel Manager at PDK
Integrators should consider distributors with accessible retail locations for easy, immediate access to products.
2. Check for In-Stock Product
Product availability is undoubtedly one of the biggest factors in choosing a distributor. It’s not just about having a distributor close by; they also have to stock the required materials. “An integrator can be swayed into driving to a location that’s further away because they have the product on their shelves that they can purchase and install the same day,” says Bengtzen. It should be noted that distributors often have different verticals that they focus on and different brands they have access to. Security integrators should double-check that the distributor maintains an inventory of the products they need so that they can complete projects and avoid unnecessary delays.
3. Find Competitive Pricing
Competitive pricing should be a significant consideration for integrators because the costs they save on hardware they can then pass down to their customers. Distributors often have some level of flexibility and discretion to offer better pricing compared to other vendors. To find the best pricing, you should do a little research. It’s a good strategy to submit quotes to three to five different distributors to compare prices and choose the one that offers the best value. Understanding different pricing offerings, like potential discounts, promotions, or even rewards programs, can help integrators save substantially over time.
4. Look for Value-Added Services
With the landscape of distribution as competitive as ever, vendors are shifting their businesses to be more than just product suppliers. Many distributors offer more value-added services to differentiate themselves and gain a competitive edge. Bengtzen explains, “Distributors are getting more creative these days on how they can add value to a dealer instead of just having stock in the background.” These services can include anything from custom branding and free shipping to extended warranties and loyalty programs. Seeking out and taking advantage of these extra services can help integrators get the most value from their distribution partners and, ultimately, strengthen their own business.
5. Prioritize Support and Relationship Building
Arguably the most important factor in selecting a distribution partner is exactly that: partnership. The relationship between integrators and distributors is foundational to business success on both sides. Bengtzen emphasizes, “People buy from people they trust. At the end of the day, that’s what business is.” Strong support services and solid relationships with distributors can lead to better service and more reliability. Distributors can offer support in a variety of ways. For some distributors, support can mean engineering design or job specifications, while larger companies may be able to act as liaisons with manufacturers to help address system challenges.
Does Selecting the Right Distributor Matter?
Though it can be easy to assume that every distributor is the same, they all approach the market differently. If security professionals are willing to do the homework, they can maximize the benefits of distribution and grow their business.
“When a distributor provides top-tier support, the end-user feels like they’ve received great customer service, which they often attribute to the dealer or install team themselves.”
Tanner Bengtzen It’s important to remember that a well-chosen distributor can not only provide the necessary products but also support the overall success and reputation of your business.
Listen in to the conversation with Tanner Bengtzen as we discuss the best way to use the distribution channel to buy PDK.