I would like to address some of the points in this discussion as a Sony Account Manager and as a veteran of the Security Industry. Before I do, I would ask that Undisclosed 6 call me as soon as possible so that this situation can have an opportunity to be addressed by Sony directly. Please call me at (917) 447-2016.
With that said, I would like to ensure everyone reading this thread that Sony does not sell direct to end users. Period. End of story. In fact, Sony doesn’t even sell direct to our integration partners. As anyone who has purchased Sony in the last 3-4 years can tell you, Sony Security is only sold via our distribution channel.
We do utilize Manufacturers Reps throughout the United States to aid in the sales process. While they play a vital role within our organization they are simply not able to sell our products as all sales must flow through an integrator through distribution.
As is often the case, MR’s, as well as Account Managers, in an effort to grow their business will visit with End Users as well as A&E’s and Consultants and will even participate in local ASIS chapter meetings and various industry trade shows. This is NOT an effort to gain new business by selling direct, rather this type of activity is meant to generate new leads that are to be funneled back through the integrator channel. This is called Business Development and is something that a Manufacturer expects when we hire a Manufacturers Rep.
We would also expect, however, that any preexisting relationships between an integrator and an end user should be honored.
For the folks curious about our Registration Process, the answer is simple. Sony, in an effort to provide protection to the integrator who drove the project, will offer a substantial discount to that integrator which can only be accessed by purchasing through the distributor of their choice. All too many times our integrators have complained that “some other companies” offer project registration but then offer that same “competitive pricing” to multiple distributors and multiple integrators, which ends up driving their margin to the floor.
Sony’s registration program prohibits that practice by relegating it to One Dealer, One Distributor for One End User. This method has been incredibly successful and has allowed many of our partners to make higher margins then they would have with various other manufacturers.
Again, I urge undisclosed 6 to call me or their local Sony AM as soon as they can so that we can gather all of the facts and address this situation immediately.