How Do Integrators/Installers Feel Toward A Distributor That Also Integrates/Installs.

 Would be a deal breaker for me.

Serious question: Wouldn't that just be an integrator?

While we are not true distributors I think our business model may fall into this category.

We have leveraged our integration company’s bulk buying power into a value added reseller/wholesaler for others integrators to use. We currently have half a dozen other local (and some not so local) integrators sourcing cameras, access control and some alarm parts/services from us. I have been considering trying to expand and create some kind of collective and/or an official dealer program to further help other small companies in our industry.

I do understand that some integrators (especially larger and well established companies) may be concerned about purchasing from what they see as a competitor, but I uphold a strong commitment to all we work with: whether it be with subs, dealers, or just those who purchase equipment from us... I do not compete with my partners.

If after that purchasing from another integrator is still a dealer breaker for most, then that is ok with me. I would rather be someone’s shot of whiskey than everyone’s cup of tea.

So for integrators (and even trunk slammers) that need a little bit of guidance/support on their jobs, help finding specialty equipment, or just are looking for an alternative to ADI and Annixter we can be that shot of whiskey.

P.S. not an intentional attempt to promote my company, just providing some insight into why I feel there is a need/niche for our offering.

I doubt I would be comfortable with it.

I know the first time I lost a project to Distributor XYZ, it would probably be the last time I purchased from them.

Why should I help support the same company that is out there trying to get the same clients? I always feel like a business needs to have 2 or 3 frenemies, competitors that they can work with, maybe help each other out. I was in another industry and I had a couple companies like that that we would borrow product from back and forth. But that's it.

 This is exactly what my previous company was. I will tell you I made some great friends in the industry who trust me (and vice versa). I also found out after the fact that the people who never met me or wouldn't buy from me considered me highly suspect and had made judgements about my character without actually meeting me. The former was way more common though.

When I started that company I toyed with the idea of building it as a co-op to help integrators bypass the distribution markup. I ended up with a hybrid distribugator. Granted, we were extreme value add. We built websites for dealers, got them insurance, provided training, did full designs for them, provided  branded quoting software, etc, but in the end, were were dipping into their honeypot and decided we needed to pick one side of the industry. I never once competed directly with a client that i know of, but the potential was enough to scare away alot of our sprospective clients. My partner took the distribution side and I left with the integration side and turned it into my current company.

Now I can tell you that the skillesets required to do either of these things well is completely different. Doing both at the same time will cause issues that are not apparent until you can step outside and see clearly. Moving to integration only was extremely difficult to do well.