Subscriber Discussion

Why "Value-Add" Is Not The Most Viable Sales Strategy For Distributors?

Avatar
Alexander Ignatenko
Jul 24, 2020
Luxriot

I see, thanks John.

EMEA ADI is not a rock-solid organization thus of a highly variable quality of the "added value" across the region. I know some countries where they do all the efforts to actually add something. Things like a professional sales team (even with consultative approach), capable product managers or product specialists, trainings and tech.support.

*******, ** **** ********* ** **** be ******* ** *** *** ** in *** ** - **** * pity ****** **** *** ***** ***** guys **** ******-***** ***** *****.

**** ****** **** ********* *** * possible ******* (********) **********. **** ******** makes **** ******** **********? *** "*****-***" is *** *** **** ****** ***** strategy *** ************?

******: **** ******* *** ***** **** an ******** **********:******** *** ********* ** *** ** EMEA, *** ********

JH
John Honovich
Jul 24, 2020
IPVM

*********, * **** **** *** *** discussion.

*** ****** * ****** * *** / **** ** *** **** ********. Distribution ** * *** ****** ******** and ****** ******* ******* ** ********* (both *** *** ** ******* ********). Many ********* **** *** ****** ***** so ** ******* **** ** ******* spending ** ****.

** * ********* ** *** ***** discussion, **** ****** / *** ** a **** *******-******* *** * ** sure ***** *** **** ****** *** it ***** *** ********* ****** **** the ****.

(2)
UM
Undisclosed Manufacturer #1
Jul 24, 2020

*'** **** **** **** ****. **'* hard ** ** *** **'* ********* and **** ********* ** ** ** right. *** ****** ** *** ***'* have **?

*** ******* ************ **** *** **** recognition, *** *********, *** *** ******** reputation, *** * *** ** ****** are ***** ** *** **** **** whether **** *** ***** ** ***. They're ****** ***** ** ** ***-**-**** with * ******* ******* ** *** industry, *** **** ***** * ************ amount ** ********* ***** ** ****** that **** ******* *** ****. **** also ****** ************ ********* **** ****** the ******** ********** ** ********-**** ** they ***, **** **** *** **** of ***** ******, ****** ** **** websites, **** ****** *****, *** ********** hours.

*** ****** **** *** ***** ******* that's *** **** *** **** *** compete. *** ****** ***** **** *** value ******* ****'** **** **** ** adding *****, *** ******* ****'** ****** that ****'** **** ********* ** **** stop. *** *** *** **** ***'* add ***** *******, *******, **** ***'* really **** **.

(2)
JH
John Honovich
Jul 24, 2020
IPVM

*** ****** **** *** ***** ******* that's *** **** *** **** *** compete.

**** ** *** **** ******* *** maybe ******** ******** *'** **** ********...

(3)
JH
John Honovich
Jul 24, 2020
IPVM

** ***, ******, *** *** **** are '****** *****' *** **** *** in *** *** ** ******** *********. Like***'* *** ***** ****** *************** **** Anixter....

Avatar
Alexander Ignatenko
Jul 24, 2020
Luxriot

***** **** *** ******** ******* ** where ** ***...

*************, ***-****** ********* **** ***** ******* integrators' ******** ***** ** ***** *****. If * ***-***** **** ** ********** to *** *** ******** ** *** basis ** ***** ** **** **** the ********** **** ** * ***** offers * ***** *****. ***** *** discounters *** *** ***** ********* ******* of *** ****** **** *****, **** don’t **** ** ***** ***** "*****-***" rivals **** ****** ****** ********. **** new ******** **** **** ***** **** structures *** ******* ****.

*****-*** ********* ********* **** ******** ** spend ***** ** ********* *** **** quality *** ***** *** ** ********* that ** **** ********* ********** *** their ********** **** ********* ****** *** worth **. *** ** ***** **** it ***'* *** ** ******* ******** on * ***** *****... ** **** smaller ***/** ***** ************ *** ** it...

** *** ***** ** ****, *** middle-grounded ********* ****** ** ***** *** into ******* *** **** *** ** falling ***** ** **** ******. ******* they *** ********. **** *** ****** wave ** *** "*****" ********* *** into **** ********?

*.*. * ****** ***** *** * similar ********** **** **** ***** *** in ******* ** "******-****" ********* **** ruin ********** ******** ************ ** ********* like ****.

CK
Carl Kristoffersen
Jul 24, 2020

*****-***... ***!*** * **** ** ** get ** ***** **** *** *****. I've ******** ** *****/***** *** ** he's ***** ******* * ********* ** the **** ** *****. ****, **'* made ********, *, * *******. ** gives ** *********** ******* *** ***** has ** ********. *** ******* *** effortless ** ** ***** ** **** them **. **** ***** ** ****** by *** **** ** ***** *** reasons ** **** *** * ***** of *** **** ****-***** ***** **** Margherita ***** ** *** ***-***** ****.

UI
Undisclosed Integrator #2
Jul 24, 2020

******’* ** ** ***** ** *** “value ***” *** *********?

(1)
UI
Undisclosed Integrator #3
Jul 24, 2020

** *** ****** *** ******** ** twitter, ** **** ***** **** **** are ***** ******** **** **** **** detection *********. * ** *** **** if **** *** *******/********** ********, ** just ******* ** *******/******* **** ********** but **** ***** **** **** *** adding *****.

(1)
JH
John Honovich
Jul 26, 2020
IPVM

****** *** ******** ** *******, ... heat ********* ********* ... ***** **** they *** ****** *****.

****, ******* ***** *** ******** ** how **** ***** **** ********* ********* offer, *** **** **** ** * relabeller / ******** **** * '***********'. To ** *****, * ***** ********* on *** *** ******* ************, *** can **** *** * '***********' *** they *** ********* **** **** ******** distributors ** **** **** ***** ** a ******* ****** ** ********.

Avatar
Rumen Palmov
Jul 26, 2020

* *** *** **** ******* ******** from * ***********'* ***** ** **** (one ** *** ******* ** ** part ** ******). *** ***** *** main ******* ***** *** ******** *** opposite ***** ** *** **** ****:

- ******** "***** *****" ******** * lot ** ********** ***** ** *** sell * *** ** ********* ******** (what **** *** ************ **). *****'* security ******* *** ******* **** *** more ******* ********* **** **** ** software *** **** ** ********** *** integration. ** *** "***** *****" ** possible **** **** ********* ****-*** *** solid *****-** ********** ** **** ** these ******* *******. ********* * *** distributor ****** **** ****** **** ********* vendors, ** *** **** *** ** provide ***** ***** ** ** **** dedicated ******* **********/***-*****/*********/******* **** *** **** brand/product/system. ********* **** ** *** ******** and *** ******** *** **** ********* as *** ***** ** *** ******** market *** *** ******* ** (******** to ** / ******** ***********, ***)

- **** ** *** ***** *********** systems *********** **** *** "***** *****" knowledge ** **********. **** ********* **** dedicated *****/*********** ** ************ ******* **** "added *****" ***** ** *** ******* case/client. **'* ***** ***, *** *** distributor's. ** **** **** ****, ** someone ***** *****, ** ** *** the ***** ******** ********* ****, ** a **** *****. ** *****'* ***** of ******* *** ******** ***** **** arrangement (****** ******* **** *** ***** manufacturer, ********, **********, ********) ** *** so **** ***. **** ** **** the *********** ****** ***** *** **********.

- ** *** **** ***** **** part ** *** ******** ***** (****** CCTV/home *****) ****** ********* *******. ** same **** ******** *********** ****** ********* and *** *** *** **** ** big *********** ************, ***** *** **** such "************" ** ****** ****** ***** you *** *** **** ******** ********. No "***** *****" ****** - ** "added *****" *******. *** ******* **** share ** *** ****** ** ***** new, ** ** ******* ****** *** bigger ** *** ******. **** ************ specialize ** **** *******.

(1)
(2)
UI
Undisclosed Integrator #2
Jul 26, 2020

*’** ****** ********** *** *********** ***** in ****** ** ** **** ************ specific, ****** * “*** **** ********” of * ******** ***** **** ****** competitive ******** ****. **** ****** **** extra ********* ** ***** ******** *** extra ******* *** ********** ** *** manufacturer.

** *** **, *** *** *** smallest ************ ***** ******** ***** **** compete, ********* ** *** ******* ** their ***.

** ********** *** ******* ** ******** when *** **** ** **** *** quite *******, *** *** *** ******* to **** * ******** ***** **** day, ****, *****, ******....***** ** * difficult *******.

** * ************ * **** ** either ***** ** *** ********** **** a *********** ******** ** ******* ****** sales ******* ** ***’* **** * routine ******* **** ****** **** *** warehouse ** ***** ******** ***** **** held *** ***** * ****** ** days *** ***’* **** *** *****. Oh....then **** “******” ** ********* ******** at *** ****.

******* ****** ** ******* *** ************ of ************ ** *** **.

* ***** **** ****** **** * little *** ** * ****. **’* over, **** *** **** ******.

Avatar
Scott Simmons
Jul 29, 2020

* ***** *** **** "*****-***" ********* means ********* ****** ** ********* ******. Most ** **** *'* ****** **** is ****** ********* ** ***** ********* and ***********...********* **** ***** *** *********** from **** ************ *** **** ******* their ********* **** ***** * ******* to *** ******/********** ** **** ***** a *** *****. *'* **** **** has ** **** ** ** **** declining ****** *** ******* ** *** distribution ****, **** ********** *** ** the ********** **** (***** **** ************ salespeople **** ** **** ****). *******, there *** ***** "*****-****" ********* **** many ************, ** *** **** ** pre-programming, ********, *************, ***. **** *** save *******/*********** ** ***** *****, **-**** completion, ***.

* ***** *** **** "*** *** what *** *** ***" ******* ****** the ***** ** **** ***. *** end-user *** **** **** *** *** bidder ** ****** *********, ** ** the ****** *** **** *** ******** products **** *** ******** ******.

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