IPVMU Certified / IPVM Admin | 06/06/13 03:43pm
There are many security brands that sell 'exclusively' through protected channels... you must be an 'authorized reseller' or 'dealer' to buy product. The integration channel especially appreciates this, because it 'protects' profit margins by preventing end users from directly purchasing equipment on their own through the mass market (ie: eBay, Amazon.com, et al). In many cases, the manufacturer requires some form of sales or installation training before granting reseller status.
This situation facilitates 'rolled-up' pricing for both equipment and labor in a single quote - manufacturers benefit by having 'trained' installers handle their product, and integrators benefit by being protected against price scalping.
However, what do you think of 'straw purchasing', where an authorised reseller buys product for an end-user (performs only as middleman) because a product is restricted? The customer may have it's own group of skilled labor and is not in the market for installation labor, but seeks a 'channel brand'.
End-users, Dealers, Consultants, and Manufacturers: What do you think? Is straw purchasing good, bad, or just ugly?