Anixter Favorability Results

By: Brian Karas, Published on Mar 28, 2017

Anixter's direct sales and integrator anger about it has been in the news recently:

In this report, as part of our distributor favorability series (contrast to ADI results), we share feedback from 150 integrators on what they like, and do not like, about Anixter, seeing how much of the anger over direct sales impacted the company.

*******'* ****** ***** *** integrator ***** ***** ** has **** ** *** news ********:

******* / ***** ***** Direct ** ******
******* ***** ******* ** End *****
******* *******, **** **% Integrators

** **** ******, ** part ** *** *********** ************ series (******** ***** *******), ** ***** ******** from *** *********** ** what **** ****, *** do *** ****, ***** Anixter, ****** *** **** of *** ***** **** direct ***** ******** *** company.

[***************]

Highly ******** *******

*** ***** ********** ************ in *** ****** ****** a *** ******** ******, the **** ***** ***-******** result *** ******* ****** distributors, ***** **** ****** as * ***** ****** than ************. ******* ****** an ******* -**, ******* them ** *** **** bottom ** *** *******, and *** ***** ***** direct ***********, *** **** all +** ** ******.

Direct ***** / **** ** **********

*** **** ******** ********* about ******* *** ***** tendency ** **** ****** and ******* **** *********** for ***-**** ********. ** have ******* **** **********, highlighting *** **** **** ******* *** ***-**** ******* sales ******, *** *******'* *** ******* ***-**** direct *****. ***** ** *** wide ******* ** ********* from *********** *** **** this *****, *** ******** of ****** ***** ** not * ******** ** limited *******, ** ******* has ********* ***** ** claim.

"***** ** *** *****,*********...***.******* somewhat ******.**** ******* ************ locally."
"*** *** ** *** them ** ** *** possible ** ** *** in ****** *********** **** them ** ********* ***** to **** ** *** customers."
"***** ****** **** ****, never **** ***** ** the **** **** **** sell ** ******* ******, and ***** ****** **** never *****."
"**** **** ****** ** end *****."
"*** ***** ******** **** us ** ***** ** ask ** **** ******. Cannot **** **** ****** a **********."
"***** ** *** *****."
"****: ***** ****, **** terms, ****** ** *****, involved **** ***-*****. ****, good ****** *****. *******: Involved **** ***-***** *** much **** **** ***** specifying * *** **** products *** ********* ** traditionally ********* *** **** it's *** **** *** customer. ** **** ** stay ****** *** **** with **. ****, *** history ** ****** ***** which **'** *** ****. Week ****** *****."
"**** ****** ** ********* taking **** ******** *** giving ******** * *** name **** *** ******** can't ******* ****."
"* ***'* *** **** my ***********!"
"**** ******* ******** **** the *********** **** *** selling **."
"*** *** ** * distributor ** * **********. Not ****."
"****: *******! *******: **** get **** ********'* **** and ******** **** ** sell ********. **'** *** into *** ***** ****** finding *** ***** * pretty ***** ******* *** they **** ******** ** the ***-**** ****** ** find *** **** ***** the ******* ** **** to ****. ** ***'** going *** ******* *********** pricing ***'* **** *** them **** **** *** the ***-**** ** ********** is ** ****'** ******* them ** **** ******."
"**** **** ****** ** I **** **** *** from **** **** * am ** * ****."
"*** **** ******** ** this ***** *** *** reason. **** ******* ******* us ** ***** ***** project."
"********. ** *** **** them **** ** **** to. ** **** ***** up ** ******** ******** and **** **** ********* to **** **** **** a ************ ** * competing **** ** **** we ******** (**** **** would ****** ****.) ** do *** *** **** explanations ** ** *** why ** ***** **********, and ** *** ***** them."
"* **** ******** ******* Anixter ** *** **** for ******** *** ** such * ****** ** use **** *** *** products *** ** ** the ******. ** * see **** ******* ***** rep ******* ** ********, going ** *** ********, submitting ****, ***; **** we ***'* ** ***** any ******** **** ***."

High ****** / **** ***** ******

******* *********** **** **** Anixter's ****** **** ************* with ************ *** **** ***** levels **** ************.

********* *** ******* *** the ****** ** ***'* use *******. *******'* ******* by *** *** *****. They **** **** ****** on *** ********* **** we ** ** ** integrator. **** ***** **'* for *** *** ***** services **** *******, *** I ***'* **** ***** in ***. ** *** their "**** **********" **'** never **** ****** **** one, *** **** * bogus ***."
"*****: - * ****** more ************* **** *** on ******* ********* ********: - ****** ****'* ** good ** *** *** us. **** ***** ** because ** ** *** use **** ** ****."
"******. ****** ** **** an *******"
"**** **** ** ** the **** *********. **** are **** *** ******* special ***** **** ******* but ** *** **** that ** ** *** VARs ******* ***** ****** the **** ** **** higher ** **** *** take * ****** ******."
"** ********* *** **** for ******* ******* *******, but **** ** **** to **** ******* ***** in ***** **** ** primary ************ ***'* ****. The **** **** * have ** ******* **** them *** ** *** customers ***** **** ** absolute **** ******."
"******* - **** ****** and **** ** *** users"
"***'* **** ****** ******* locally, *** ******* ** not ***********."
"*** **** *******, *** pricing ***'* ***********. *** or ** ***** *****."
"** ** ****** *** Anixter. **** ******, *** sales *** ***** *****."
"**** ***** *** **** compete **** **."
"***** *****, **** ******* and **** *******..."
**** *******, ********** ******** reps, ******* ** *****."
"**** ****** *********** *****. Could ***** *** ******** stock ******* *** ************ or ****."

*************

****** *** ******** ** selling ******, ***** **** integrators **** ** *********, Anixter *** ****** ** being ************* ** ***** elements ** ***** ********. Integrators ******* *** ******* provided ****-******* '******' *** contradictory **********.

"**** **** * ****** product *** - *** bad **'** ***** *** them. *** **** **** over *** *****."
"***** ******** *** *********."
"* **** *** ********** team ** ******* *** the ***** ********* **** much ** ** ******* and **** ********* *** knowledge ** **** **** do."
"******* *****! **** *** the **** ************* ***** of ****** ** **** ever *** *** ********** of ***** ******** ****. Anyone *** ** ***** working **** **** ** an *****."
"******* ** * **** resort *** **. ***** issues **** ******* ***** team. ****** ***** ***** is ********* ************ *** helpful. ******* ********** ******* explanation."
"********* *** ************* ******** versus *******. ***** ****** on ********* ************** ***** networking ** ***** *****. 'You **** **** ***** for ********* *******.'"
"**** ********** ********** **********. too **** *** **** in ******* **** **** and **** ***'* **** to **** *** **** sell ** *** **** lie ** ** ***** the **** ********** ** the *************. ******* ** be * ******** ***** with *** *******."

Positive ********

*** *** *********** **** that ******* ** ** enemy, ******* *** ******** comments, ****** ***** ***** had ******* ** **** more ******* **** ******** positive:

"******* ***** ** **** good ******** **** ****** on ***** ******. * have *** *********** **** complications *** ******* **** had ** ******."
"** **** * **** relationship **** *******. **** a ***** ****** ***** person ** *** ******** office. **** ***** *** responsive. ********** ********* *** of *** ***** **** with *******."
"** ******* * **** amount ** **** ***** and ************ ********* ******* Anixter. ** **** * pretty **** ************ **** them. ** *****, ***** prices *** ** * little ****** **** ******. For *** **** ****, they *** ****** ***********."
"******* **** *** *** products * **** *** availability."
"******* ** ** ***** proximity ** **, ** it ***** ** **** to *** *** **** up ***** ***** ** needed. ****** **** **** a *** *** **** their ****** ***** ** customers ** ***** *********** I've ***** ********** *** them *** **** ** in ** *********, ** until **** **** *'** continue ******* **** ****."
"******* * ********* ***** relationship, ** ** * substantial ****** ** ******** with ******* ******* **** have ******* ***** **** in *** ****** **** develop ******** ************* *** us **** ** ***** never ***."
"*******, **** *** ****. They *** ********** *** have ****** ** * large ******* ** ******** that ** **** *** typically *** *********** ** price. ** **** *** issues **** **** ******* directly ** * ***** end **** ** **** and **** ****** ***** our ************ **** ****. It *** ******* ***** ago, *** *** ***** if *** **** ** will ****** *****."
"**** **** * **** stock *** ****** ** products. ***** ******* ** fair."
"*****: **** **** **** inside ***** ****** *** quickly **** ****** ******, and ******** ********** ********* at ***** *** ******* levels. ********: **** ********* their ***** ***** "***********", and ***** ******* ********* reflects ***** ****** ********* overhead."
"******* *** **** **** this "******* ******" ***** keeps ****** **, ******* offers * *** ** value ** ***** ******* and ** **** ********* in ******. ****, ** course, ****** ******* ********* on ***** ****** ***'** working ****, *** ******* has **** * ***** job ** ******** *** role ** *** "***** Added ***********", *** **** don't ****** *** ********** of **** ******* ******* with ***** *** ************* partners. **** *** *** for ********, *** *** larger ***********, **'* **** to **** **** **** can *****."

Comments (8)

Luis Carmona

IPVMU Certified | 03/28/17 01:54pm

It seems sometimes trouble occurs when you employ the distributor with design & spec assistance on a job. Does this really happen that often?

As to the customer pilfering , I know that can be a concern when registering a job. Maybe one solution is you register the customer opportunity with the manufacturer, who then gives you a Project ID that you give to the distributor. The identity of the customer is always hidden behind the Project ID, then you only have to be concerned about the manufacturer.

Undisclosed Integrator #1

03/28/17 07:35pm

We had a meeting with them yesterday. We raised an issue where we visited our customer and found boxes of cameras shipped from Anixter. Response: "When? Well, it shouldn't be happening anymore."

Then another issue where certain parts were found for half the price on Amazon.....thats when they lost it and rose their voice, "I'm not Amazon! Go use them if you want! You won't get the support or warranties so good luck!" We showed tremendous restraint and empathy in not returning the shouting.

I am sure they are feeling immense pressures of getting caught selling direct to end users + Amazon on the horizon. Their days are limited.

John Honovich

IPVM | In reply to Undisclosed Integrator #1 | 03/28/17 07:42pm

We raised an issue where we visited our customer and found boxes of cameras shipped from Anixter. Response: "When? Well, it shouldn't be happening anymore."

March 27, 2017, the day Anixter stopped selling direct to end users ;)

Then another issue where certain parts were found for half the price on Amazon

Can you explain the Amazon one? How is that Anixter's fault? I am not sure I understand that one.

Undisclosed Integrator #1

In reply to John Honovich | 03/28/17 07:51pm

2 months ago was when we found direct shipments in our customer's office from Anixter.

Anixter quoted us a certain price of which was double for the same part on Amazon. We raised the issue because we have a responsibility to our own company to keep healthy margins. Also, our customers can shop that same price online which makes us look very greedy using the Anixter quote. We don't really have the time to ask multiple distys for quotes + shop online, but obviously, we have to because of this. Their loss.

John Honovich

IPVM | In reply to Undisclosed Integrator #1 | 03/28/17 07:53pm

Anixter quoted us a certain price of which was double for the same part on Amazon.

So was Anixter price gouging or was Amazon selling counterfeit or grey market parts or?

Undisclosed Integrator #1

In reply to John Honovich | 03/28/17 07:57pm

TBD. That meeting forced us to order $10k worth from Amazon.

Michael Gonzalez

Integrated Security Technologies, Inc.
03/28/17 11:14pm

I had a guy from Anixter meet up with me early last year with a proposal. He wanted to stock our shelves with spare cameras and networking equipment, cutting out the five integrators we usually keep on contract to install and maintain our systems.

Their proposal was to link up with our warehouse people and immediate ship any materials that were pulled out of our warehouse and issued to our integrators for specific work requests.

I ran the numbers and it really wouldn't have saved us much money, plus it would have caused some issues with warranties that I wasn't willing to accept. I thought it was a strange thing to propose at the time. After reading this article I'm really glad I didn't do it.

Undisclosed Integrator #2

03/29/17 02:37am

Hmm... F250, High Vis jacket, & mounted service laptop, making routine deliveries I assume.....

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