Full disclosure - I represent a global Video Solutions Provider!
A Texas based Integrator told me yesterday that they were very "disappointed" with a large VMS manufacturer they are a dealer for.
This Integrator claimed that this particular manufacturer had:
1. Agreed to sell direct to a large Texas based retailer with multiple sites.
2. Not protected them on two end-user opportunities that the Integrator had developed specifically for that manufacturer.
3. Told them that in order to maintain their current discount level they would have to increase their year-over-year sales by 30%
Since these came from a single source, I must disclose at this point that these claims have NOT been verified, but they came from a very credible and reliable Integrator. Without corroboration I feel discretion with the name of the manufacturer is appropriate.
I was more than a little surprised at the combination of "strong-arm" tactics, lack of support and especially the comment about selling direct to an end-user. That seems like a really bad precedent to set, especially with your Integrators.
Has anyone else encountered similar situations with a VMS provider recently?
Is selling direct to large End-Users becoming more common place and acceptable?