The scenario described in this topic was set in motion many years ago. In effect, the manufacturers "surrendered" to distributors like ADI, Graybar, Northern Video, and reaped short term benefits from their strategy. The benefit was a lower cost of sales. Lower cost was achieved by squeezing their existing sales teams - lower commissions to sales agencies representing their products, dumbing down of their sales force, which essentially allowed distributor's such as ADI - to be in the position to control their sales channel. Today, the manufacturers who made these decisions are in a bad position.
Manufacturers who didn't make these decisions are in a much stronger position - Avigilon Genetec S2 Lenel AMAG aren't slaves to their competition.
NOTICE: This comment was moved from an existing discussion: ADI Battles Manufacturer Partners