Any of you think this is a weird thread coming from me?

I guess I've been a bit slammy in some of my comments but the problem is....
A. This is a public forum and
B. The tone of my comments can never be determined in type.

Recently my good friends at one of my distributors really stepped up to the plate and helped me through a big problem. They did so not because they were forced to but because I have a twelve year relationship with them. They then let me know that some of the comments I've made here have been hurtful and they took them personally.

When you deal with someone in a professional relationship its always a little give and take. I don't agree with some of the policies that certain distributors have and I'm very vocal (or whatever you call someone who types a lot). It's so easy to forget though, that those same people who will stick up for you in a product dispute, take back an item they don't have to, lend you product for a show, feed you free lunches and get you together with manufacturers for trainings, give you access to lines you could never purchase direct, offer their condolences when an ex business partner gives it to you without lubricant, give you free CEDIA concert tickets and even let you slide a few weeks on payments... can be hurt... even if you are trying to be humorous. A few offhanded comments about selling to anyone with a pulse, etc. may seem funny in front of a keyboard but I guess its obvious now that they can erode a relationship thats taken years to build.

Ultimately we're all in the business. I did a search of my recent comments and didn't find many... but did locate a few. If one distributor doesn't open up the latest guy who bought a used astro and came up with a catchy name... the next one will so why shouldn't they all have access to the same clients. My last diatribe was only meant to say that the landscape is NOT going to change and that we, as a collective need to value our own time and knowledge as our own most important asset and BILL for it. The day may come when any client can buy almost anything we sell for the same price and we'll be left to integration... those of us who can embrace this stand the best chance of continuing on.

To anyone I've angered or hurt with posts here... consider this a heartfelt apology and a real thanks for helping me develop my business and watching my back.

Roland

Great post.

Distibutors are not the greatest thing to ever happen to this industry, not by a long shot. But, they are a great back pocket asset. And you have to feel for the guys. Not all of them are in the know, but there are a lot that are. And because of the newbies, the wanna bes, etc, they get diluted. But, I found that if you build a nice, solid working and even non working relationship with them, they can do wonders for you. Ive seen guys that treat them like complete and total dirt, and also companies that do a horrendous amount of business with them. Its all how you work your business plan, and if you are or can be willing to accept them as an allie. They are in fact, the powerhouse in the industry right now. Not that I agree with everything they do, but facts are facts.

Always remember a bridge is a bridge, doesnt matter which bridge it is, its usually better to not burn it down.

On this site, that would be, well, typical.

Ditto about distributors. I can't imagine how we would actually get what the client needs if we had to go direct with everything (or buy it at BB or GG) and put up with the onerous minimums. For instance, I have no reason to buy any Marantz because to do so would be to have to shove Marantz down the throat of someone who may not be best served by their product. There's that damn minimum amount you have to buy per year.

Amen!
I came from security distribution, as did our CEO, VP sales and VP mkt. We were #2 next to ADI way back when.
Sometimes I think people buy direct for ego, when distribution has so many benefits.
Some of my musings:

Channel Conflicts be Damned
[Link: cepro.com]

Silly things Integrators Say
[Link: cepro.com]

My feelings that rep distribution is the worst thing to happen to this industry are well known. That said, I have also taken advantage of it to obtain InFocus or Optoma projectors when I had a price conscience job.

The problem is who became distributors and the effect that had upon bricks and mortar dealers. We have given the worst in this industry, the reps, an economic avenue they do not deserve. I cannot quarrel with electrical manufacturers still selling via electrical distribution as that was the market that made them. Reps are almost to the man or woman sales pukes. I forget each day more technical knowledge then they will ever have. Do they have any special sales or maketing skills? With a few exceptions, almost almost always involving individuals posting on sites like this, they have absolutely no skills save the quick wit to have gotten in quick and opened a warehouse. They were supposed to be gatekeepers and the only gates they keep are the new security gates on their new 15000 square foot homes that distribution has made possible.

Please keep in mind I am not referring to distribution companies like MRothman, Capital Sales and the like. Rep distribution is much like Wallmart. It has a few advantages but ultimately it will lead to the destruction of this business.


Not buying from manufacturers who go into rep distribution or alarm distribution is to say that you are supporting manufacturers whose primary interest is sales numbers and not the industry. It is something that is hard to do as you need IR systems, emitters, and volume controls and these are almost only made by this type of manufacturer. But restricting your purchases to an absolute minimum is good busness practice. Why is it good for every former satellite and alarm contractor, every former AV employee, IT pro and DIY to have access to every line. The answer is that everyone can purchase their own plumbing and electrical supplies too. The problem is that I have to make a system work when my clients have two mindsets that get in the way of my success: 1. they want it for the lowest price and 2. they want to be able to select their own equipment. I already have all of the responsibility and none of the control. Taking away the little patina of expertise I possess and permitting it to be diminished by any hack does me little aid.

I could go on about some of Julie's other "silly things" we say but it would take an other thread to explain the sad fact that electricians, Mr. Fine, exempted, are often as dumb as THON.

Sure I am smarter than the average bear. But we live in Red State America where people will shop at Walmart and see their main streets put out of business. Rep distriubtion is the analog to Walmart in so far as it will help to put us out of business if we don't combine and use it to our advantage. But this is a topic for a different thread.

As a mfgr we seel both direct and distribution.
While I make more money with direct sales a CI might be better served by going dist.
There is actually less chance of an order screwup thru dist.
Every cust. and dollar is important nto me. But with 10/15 tractor trailer loads going out each day (Metra stuff not Ethereal) it is possible that a smaller order will not get filled in a timley manor.

Hmmmm... I made a comment about a distributor back in January (maybe the same one?)... Ever since, I've got the cold shoulder from them. All I said was they were hard to get through to on the phone (although that has improved somewhat)...
Guess I better "pull an Earl" and try to make amends!

while i'm not a big fan of distributors, i must say that there are awsome people who really care about use and this industry working at these places. so that being said, see ya soon mr distributor. and those of you who know who i am know who i mean

ed

I have 3 decent distributors in my area that are helpful and serve me well. Getting things quickly, in smaller numbers, with a large variety of products from one source, is an advantage to most CIs, and it is to me.

I am still direct with a couple manufacturers.

This is my 31st year in business, and the only thing I can say is that "business reinvents itself every 5 to 10 years." In other words, I don't care what you were doing or how you were doing it 5 to 10 years ago, you have had to make adjustments due to the changing business landscape. It will continue to change on a periodic basis, so keep adjusting and going with the flow.

Use the best distributors and profit from it. Ranting about the business model is not going to make any difference at this point. OTOH, a phone call to an (interested) upper manager with constructive criticism could make a difference. I always thanked my clients for criticism, because I cared and it helped me fine tune the business.

The rep & dist model is here to stay. Some are better than others. They are just men with an opportunity. So am I. Some rep/distros make it happen in a much more professional and businesslike manner. Some CIs are the same way. That's business.

While I agree with your premise Roland and the subsequent dialog of this thread, - and Lord knows I relied upon distributors when I was an owner - I must take issue with this one point:


History has shown revolutions are not started with an army of well armed men, but rather with a rag tag group of men who believe in the same ideas and values and are willing to fight for those ideas. Most revolutions are started with a single shot.

Might I be so bold as to say that we would all be speaking with a british accent had a few men not decided to fight the current trend that so directly affected them?

I am not advocating a revolution against distributors (although if I was I know who would be my General Washington), just pointing out that most people here that I know are better men than just lemmings running towards the cliffs.

That's actually their statement...not mine... but if I were in their shoes I'd want the sale too. In my perfect world there would only be about 50 places in the greater Seattle area that did what I do... demand would be high and I could make a really decent living having fun. Instead I bang my head against the wall fixing problems of all different magnitudes created by a bunch of people who really should not be in the business after my pricing scared away clients that compared me to the guy who did it. My rep asked me if at one time I didn't have an office... touche'... I started small too... and going back to installs I did 11 years ago can unfortunately be a little scary sometimes.

I wish it wasn't the way it is... but it is... and I'm sure at least three new "entrepreneurial seizure" guys started up today... and Someone is going to open them up... it's a fact of life. Like Tom says... be aware of your landscape and change with it... or die.

The reason for my post was not a forced apology... it was to honestly thank these guys for the reasons I keep coming back there and spending money... and to let them know that I mean no personal hurt when I whine here about how my landscape looks. Ultimately I can find a different business... maybe like my bro in law has where he works three days a week... makes 250K a year and ships seafood across the country. Boring as hell but I could then spend a couple days a week doing this as a hobby.

Also Tom, That's "Evolution" Hmmm.. just like life???

I remember when it was basically about 5 guys...and now - like you say 3 new ones a day!

Nothing bugs me more than to be at the Distributors sales counter, and some builder sends over one of his flunkies to pick up a truckload of stuff, and the guy looks like he just got out of prison!!!

I'd say sales numbers are rather important for sustaining a viable business.

Note that I said primary interest. Sales numbers are important. Put an other way, sex is important in a relationship. If all one party was interested in was sex would that be a relationship that would interest you? Perhaps that was not the best example.

Alan