Usually depends on if the dealer/partner created the opportunity or the manufacturer. Sometimes this is the best way to get into a dealer you have been trying to work with.
IPVMU Certified | 05/13/15 07:00pm
What is a reasonable expectation of loyalty from the manufacturer? Should they refuse to sell to the customer if the customer doesn't want to use the existing, appointed dealer?
The manufacturer has limited leverage, and maybe no direct input into the operations and reputation of their dealers. If a dealer chooses to hire ex-convicts and techs that don't believe in taking showers, why should the manufacturer's chances go down with the ship?
I'm not saying this is right or honorable, just really naive to think it would work differently.
On the flip side, would an integrator refuse to sell a customer who is biased against their flagship manufacturer? [Well except maybe Avigilon dealers. :) ]
Answer: No way. The integrator would go back, remove all of that gear from the proposal, and find the closest alternative to pitch instead. Then they'd justify it by citing 'loyalty to the customer'.
'Loyalty' is a vapor. No matter where it is claimed.
I didn't see that you had broken this out as a new thread. I'll repost my comment under this one:
As a consultant, I have been surprised at how quickly many manufacturers are willing to throw their so-called partners under the bus in order to win a project.
Honestly, I've seen everyone throw each other under the bus at various times. I can't count the number of times a dealer has performed a sub-par install and then tried to blame me/my product for inferior performance. This is a "small" industry, but there are still LOTS of people at all levels, statistically speaking you get some high-level people, a lot of every-day good folks, and some number of shady operators in any given segment (manufactuer, consultant, rep firm, distributor, integrator, end-user).
To address your segment directly, I see a lot of consultants who will not make any specific recommendations (for a named product) but will instead "hide" behind an A&E spec "The product should do X, Y and Z. It should be manufactured in zip code 12345, it should be painted a lovely shade of chartruese and the packaging material should use biodegradable corn-starch in a pink color." But they won't just come out and say "You should use Fancy-Cam product for this application". That gives them the ability to side-step a lot of direct accountability under the guise of providing a general recommendation.
I've seen a similar situation where a lead was provided to us (an integrator) by a distributor for an access product, but it was an extremely poor fit for the size of the project. The problem was, this distributor didn't carry an access product that could fit the scope. We ended up walking away, rather than utilize a higher-end product line that we carry.
I know the distributor gave the lead to another company, which I understand, but always felt that they did a disservice to the end-user. I never did ask how things went, but I can't imagine they went well (if it ever even sold).