Manufacturer Selling Direct To End Users?

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?

Login to read this IPVM discussion.
Why do I need to log in?
IPVM conducts unique testing and research funded by member's payments enabling us to offer the most independent, accurate and in-depth information.

** **** ************ **** by ** ********** *** manufacturer **** **** ***** not **** ** ** even ****** ** *** legally ** ******** ******** entity **** *******, ********, configures, *** ******** * to * ** *** parent *******'* ************.  ** were **** **** ***** not **** ******** *** channel ** ******* ******.  They *** ******* *** me ** ***** **** a ******* **** **** sell ****** ** ** at **% *** **** as **** ** * line **** *** *** quote *** **** ** that **** **** **** it ** ******* **** back ** **.  

** **** **** **** be **********, *********** *** maintaining *** ****** *** the ********** ** ****** providing * "***" **** to *** **** ** additional ********?

***** **** ** *********** perspective, **** *** *** be *******, ** ****** like * ******** ******** to * ****** ****** situation **** ** *****.

 

**** ******** ** ****** common. **** ************* **** a ****** ** ****** integrators **** **** ****** man ***** "******" ***** for * ***** **********. The ********** **** ******* the **** ********* **** agrees ** ******* ********/*****/********, not **** ******* ** installation *******, **** ** on *** *** **** (or ************) ** ****** out.

******* ** ******** * team ** ********* *********** that ** *** *************** and ** **** **** Manufacturer *** *** ** Advanced ********* ******* ** hardware *** ********.  ** works *** ** *** the ********** *** ************* don't **** ** ****.

** *** *** *** user *** * ************* large ***** ****** *** speak **** ******** ********** VMS ********* **** ****  not **** **** *** sale. *** ***** **** can ** ** **** you **** **** ******* and ******* *** *** integrator ******** **** **** the ******** ****** *** level */*/* ** ******/****/******** and *** ***** **** discounts *** ********* ** the **********'* ********. **** gives *** **** ******* as *** ******** ** compare *******, ******* ***** numbers ** *** ******* integrator ***********, **********, ********** or *** ******** ** methodologies **** *** ******* manager, ****** ********, ***** and ********** ** *** experienced ***** ***********. ***** or *****, *** ** not **** *** *** are ******* **** ***** you **** *** ****.

******* **** ***** ***** at ***, **** ** while *** *** ***** fed, *********** ***** **** numbers *** *** ****** accurate. **** *** *** include **** ***** ***, permits, *******, ***** *****, sub ******* *****, ********** and ***********/********** ********. 

** *** *** ********* your ***** **** *** in **** ****, *** out ***** *** **** those ***** ********. ** not **** **** **** up ** ******* **** smiles, *** **** *** pads, ******** ***** ** phones ******* * ***** of ***** ***** ***** customers ** ****** *** have ***** **** ** ever ****.

************* **** ****** ** manipulate *** **** ** every *** ********, **** may ***** **** ******** but **** *** *** fighting ** ******* ******* the ************ **** ********* vs. ******* **. *******.

****, ** *** *** an *** **** **** thinks ** ***** ** all. ******, *''** **** your **** *** *** if * ***'* ******** else ****. ****** *** meetup **** *** *** teams *** ***********, ***** are * *** ** knowledgeable *********** ******* ** assist.

* ** *** **** if **** ** ** response ** ** ** not.  ******* ** * recall ******** **** * know ** *** *** did * ****** *** or ***** ***********.  *** numbers **** ***** *** our **********  ** **** us ** *** ***** line ** ******* **** it ***** ** ***************, configuration, ***.  *** **** and ***** ** *** businesses **** ***** **** they **** ****** ****** or ********** ** ** electrical **** *** ************ of ***** ******* ********* equipment **** ** ***** time ** ****** *** replace * ******.  **** model ***** **** *** us *** *** ********** for *** **** ****.

****, *** ****** ** aggression ** **** *** statement *** *** ********** that ** *** **** whose ****** ** ***** on ******* ** **** industry ******, ************, *************, and ******* ** *** and ******* ** ****** to ** ************* ** just *****.  ***** *** knowledgeable ****** ** *** aspects ** *** ********, sharing *********** **** ***** end *****, *************, *** ANY ************* ***** ** important ** ** *** should ** ** ****** that ***** ***** ** what **** **.

* **** ** ******* showing *** ***** ** directors **** ***** **** of *****, *********, **********. Do *** **** ** personal, ***** ** ***** like *** ** **** footsteps ******** **** **** skin ** *** **** once **** ****** * few **** *******, *********** with *** ********** ** the ***** ** ********* expense ** ******* ** a ***** *** * can ***** **** ** huge.

**** ****, ** *** the ***** ** **** of *** ********* ****. Now ** **** **** to ***** **** *** watch *** ********* ** round *** *****.

** ** *** ********, it ** **** *** the **** ** ******. Enough ********* ** *** hanging ******* *****.

** *** ** *** understand *.********** ** *** game ***** ****** **** goes ****** ***** ******. Last, ** *** **** it ********, ** **** never ****. **** ****.

********** ** ******, *** are ******** * **** bro *** *** **** way *** **** *** directional, **'* ***. ***** lurking, **** ** *** you.

*** ** **** ********* thinking **** **** **** in *** **** **** they ****** * *** ASIS *******, *********** **** the ********** ** *** board ** ********* ******* to ******* ** * silly *** * *** smash **** ** ****.

***** *** **** ***** end ***** *** **** more **** *** ******* integrator ***** ******** **********. Most *** ***** ** not *** *** ***** of ****** ******* ***** have ********* *********** *** their ******** ******* *** those *********** *** ****** very ******* / **********.

** * ************* ***** rep, * ********** **** across *** ***** (**** smaller ****) *** *** more ******** ***** ** product **** *** ********* who **** **.

***? ******* **** *** their *** ******** *** decided ** ******* ***** fit ***** *****. **** read *** ********* ************* on *** *******. **** watch *** ******. **** may **** **** ********** a ***** ******* ** the ******** *** ***** it ***.

*** ********? **** *** sell **** ********* ******. They *** **** ***** deeply ********* ** ******* to *** * ********** need. **** *** **** never **** *** ************* or ******* *** ******. They *** *** **** even **** ** ** website. ** ** **** there *** **** *** are ******** ******* ** what **** ****, *** there *** * *** (a **** ****** ..) as ********* ** ****.

* ** *** ****** the ******** ** *****, I ** **** ****** the ***-**** ***** *** more ***** ***** ** my ******* **** **** resellers. ** *** ******** the ***** ***** ** the *** ****, *** assume *** ********* ** the ********.

******: **** ******* *** been ***** ** *** own **********:** *** ******** *** Skill ***** ** *** End ****, *** ****** The ********* ** *** Reseller.

****, **** *** ****** possible. *****.

* **** ** ******* showing *** ***** ** directors **** ***** **** of *****, *********, **********.

****'* ****.  * *** once ******* ** **** all ** *** **********, this *****, ** ****** else.  * **** ******* spent *** **** * years ** ** ****** solely ******* ** *** video ************ ******** ********* direct ********* *** *********** of *******, ********, *** VMS *********.  **** *** included ****** ******* *** thousands ** ******* *** multiple ************ *** ******** types ********* **** *** residential.  *** ********** ******* you *** * ** that * ** ********* enough ** ** ********* to **** ** ********** and ********** **** * do *** **** *** I **** **** *** when ***** **** * question **** * ** not ****.  

* *** *** **** this ***** ******** *** mentality *** *** *** user ** *** ** now ***** *** ******* matter *******, ***** **** integrators *** ***** ******* in *** ********, ********** instead ** ******* **** integrators.  ***** *** **** that ** * ***** job *** * ***** love ** ******** ******* with **** ******* **** tend ** ** ***** regional *****.  ** ***** is **** *** **** for * ******** ********** probably ** ** ********** manager **** *** *** upset **** ********** **** us ****** ** *** deal **** **** *** when ** ***** ** spending ******** ** ******* every **** ** ******** hardware *** *******. 

*** *** ** ** example ** *** ********** subterfuge *** *** *** experience ****** ****** *****.

* ******* **** ********** to *** ******** *****. Your ******** ** **** on *** *** **** all *** ********* ****** to *********, ****** *** participate ** * ***** security ********.

"****, ** *** *** an *** **** **** thinks ** ***** ** all. ******, *''** **** your **** *** *** if * ***'* ******** else ****. ****** *** meetup **** *** *** teams *** ***********, ***** are * *** ** knowledgeable *********** ******* ** assist."

**#* *** **** *** as ****** ******** **** by ******* *** ****** however **** ** **** my *******.   * ***** you **** ** ***** end ***** ***'* **** squat ***** ***** **** and *** ********** **** support, **** *** **** from *** **** ** end ***** *** ***** and ********. 

**** * **** **** the *** *** ***** that **** ** ** play **, ***** ******* with ****+ ******** *********/******* devices.  *********** *** ******* Providers *** ********
********* ** **** *****.  its ******** **** ** idea ***** ****** **** Regulatory **********, ********** **** Security & ******, ********** Device **** ***** **********, End ** **** ******* Logistics,  ********** ************** *** PEN *******, ****** ******* Agreements **** *************-********* *** Cyber **************/*********** *** *** list **** ** *** on.

** ******* **** ***** you ***** ** *** C-Suite *** ****** ** go ****** ***** **** me,  *** ***** *** even *** * **** at *** ***** ** get *** ****** *** the ***** ********* ***** just **** ** ** show *** *** **** after *** ***** *******.  

** ******* ****** ** course **'* *** *** of ******** ** *** and *** *** **** deal *** ** ****** for *** **** *** it's **** ** *** to **** *** ***** of *** *********** ** the ******** *** *** skin ** *** **** to ******** ***** **** so **** ***** *** partnership **** *** ******** and ********.

**** ******* ** * response ****** **** ****** opinions. * ********** **** much. ***** **** *** took ** ******** ** not(relax). * ** **** you *** ****** *** great ** **** *****.

** * *** ** sprinkle ** ** **** certification ***** * ****** with *** *****? * may ****  **+ ***** in ******** ******* *** I ***** ** *****.

* **** *** *** best ** ****, ***** is ******* ***** ** your *******.

** *** *** **** read...my ******** ** ** exercise. 

* ***** ***** *** a *** ******.

*. ** ******* *********, it's ***** *** **** some ***** ********* **** some ** ***** *******.  This ** *** ** insult ** *** ** any ***.

*. **** ** * company ** ******* **** an **********, * ***** expect **** *** ********** would ****** **** ***** of ********* **** *** medium ** ***** *******, such **** ********** *** company ******** *** ***** being ******** ** *** integrator.

*. ** ******* ******* to ** ** **********, your ******** ****** ***** be ** ******** ****.  It ***** *** **** extremely *******, ******* **** you ****** ** ***** is ****** *********** *** value **** *** *** provide ** **** ****** their ****.  **** *** outside, *** ******* **** no **** **** ***** of ********* ** ***** the ******** ****** ***.  If **'* ******** *** that *****, *** *** doesn't **** *** *******, and **** **** ********* you've **** **** *** permanent *** ****. 

*** **** **** ** to ****** **** ** beat *** ***********, ******* internal ** ********.

****** *****. ******* ** plan *,*,* * ** rejoice * **** ****.

******** **** ******* ***** rings *** **** *** often ***** ******* ******* managers *** ****** *********. I **** ** ******** adhere ** ******* ****** methodologies ***** * *** my **** ****** ** me ** *** **** easily ********** ******* ******.

******* ******* *** *** best *******. 

****** *** **** *****.

**** **/** - *.

 

*** ... ****'* ***** mean ********. 

*** *** ****'* ******* obviously *** ********** ********* to ** **** **** need ** ** **** their ******** ****** ** I ***'* *** ******** wrong **** ****.  **'* just *** ******* ** any ********.

** ** *** ** is * **** ***** case, *** ** ** mean ******** ***...

*********** *** **** * customer *** **** **.

**** ** *** ******** (security ********) ** *** one **** *** ***. What ** *** *** holes ** *** ****. What ** *** **** take *** ****, ******* risks ******* *** *** mean ******** ********. ****** the ****** ** ****** ego ****** ******** ********** of **** ***, ****, Arrogant, ****....***. **** *** growing, ***** *** ****....**** need ******* ********** *** from ** ********** **********(******** that ********** ** ***** of ******* **********, *****, growth *** *** **** scenarios).

* ** ****** * dose ** **-****** *****, however...not **** *** *** will **** **** *** respond **** ****...*** ** went ** *** **** comments.

 

**** *** **** ******* the ****** *** **** under ******** ***** *******, I **** **** **** this ** * *** thing, **** * ********* vertical. 

****** **** ******** *** Buccee's

**** ****** *** ** everything ******!

***'* *** ********* ***** two.  ******'* ** ***** possibly *** **** ***** that **** ******** ** someone ** * **** trip.  

Full ********** - * ********* * ****** ***** ********* ********!

On ** ******* ****, * ***** **** *  *-** ************ **** **** ** ********* *** **** ** **** **** *** “** ******* ** ***** *** *******” **** ****** ** ***** **** ********** ** *,*** (******.) *******. ***** ****** *** ******* *** *** ******* **** ***** *** / *** ********* *** ******** ******.  

** **** ******* ******* to ** ****** **** a ******** ** *** already **** **** *** licenses.  ******* *** ** go ** *** ** to ***** ** ******* for ** ******** *** remove ***** ******** **** my *******.  **** ***** saying ** *** * mistake *** **** **** would **** ** ** to **.  * **** never ******* ******* ** any ***** ******** *** no **** ***** **** it ** ** **. 

***** **** ******* ******, which ** *** **** several ******* ************* ** on * ******* *****, has ****** **** *********** these ***** *** *****:

*. ************* *** ** not ******* *** ********** who ********* *** ***********, specifically *** **** ************?

*. ************* *** ******* a ****** ******** ** 30% +/- **** *** prior **** *****, ** ***** to ******** ***** ******* discount *****?