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.

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)

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.

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.

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.

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.

 

 

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?

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

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.

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

Login to read this IPVM report.

Related Reports

Temperature Screening Is Ineffective, Says US, UK, Canada, Israel, And Ireland Health Leaders on Aug 25, 2020
Health leaders around the world are increasingly speaking out about the...
Fever Camera Sales From Integrators Surveyed on Jun 01, 2020
Fever cameras are the hottest trend in video surveillance currently but how...
Dahua Taunts Australian Government, Continues To Sell Illegal Fever Cameras on Aug 10, 2020
Dahua is effectively taunting the Australian government by continuing to sell...
ADT Slides Back, Disappointing Results, Poor Commercial Performance on Aug 06, 2020
While ADT had an incredible start to the week, driven by the Google...
Worst Camera Manufacturers 2020 on May 06, 2020
Which camera manufacturer have integrators had the worst experience with in...
Avigilon Now Available At ADI In EMEA, Not Americas on Jul 21, 2020
ADI, the home for Dahua and Hikvision flash sales, is now selling Motorola...
Coronavirus Hits Manufacturers, Standing Now, Worse To Come on Apr 06, 2020
Coronavirus is hitting security manufacturers, though overall modestly for...
Sunell Panda Cam Body Temperature Measurement Camera Tested on May 14, 2020
Sunell is far less well known than its gargantuan domestic competitors Dahua...
Verkada: "IPVM Should Never Be Your Source of News" on Jul 02, 2020
Verkada was unhappy with IPVM's recent coverage declaring that reading IPVM...
Axis Compares Fever Camera Sellers to 9/11 on Sep 18, 2020
Axis Communications, the West's largest surveillance camera manufacturer, has...
Hikvision Salespeople: We Don't Need A Blackbody on May 13, 2020
Dahua jumped out on its cross-town rival selling fever cameras but Hikvision...
2020 Mid Year Video Surveillance Industry Guide on Jul 27, 2020
The first half of 2020 has been shocking, for the world generally, and for...
Verkada Speaks On Disrupting Security Sales Channel on Aug 28, 2020
Verkada's fast growth has taken the industry by storm and their enterprise...
Dangerous Hikvision Fever Screening Marketing In Africa on Sep 15, 2020
A multi-national African Hikvision distributor is marketing dangerously...
Facial Recognition: Weak Sales, Anti Regulation, No Favorite, Says Security Integrators on Jul 07, 2020
While facial recognition has gained greater prominence, a new IPVM study of...

Recent Reports

FLIR CEO: Many New Fever Entrants "Making Claims That The Science Just Won't Support" on Sep 22, 2020
FLIR's CEO joins a growing number calling out risks with fever / screening...
China Bems Temperature Measurement Terminal Tested on Sep 22, 2020
Guangzhou Bems (brand Benshi) is the manufacturer behind temperature...
Axis Exports To China Police Criticized By Amnesty International on Sep 21, 2020
Axis Communications and other EU surveillance providers are under fire from...
Milestone XProtect on AWS Tested on Sep 21, 2020
Milestone finally launched multiple cloud solutions in 2020, taking a...
Mobile Access Control Usage Statistics 2020 on Sep 21, 2020
Most smartphones can be used as access control credentials, but how...
Axis Compares Fever Camera Sellers to 9/11 on Sep 18, 2020
Axis Communications, the West's largest surveillance camera manufacturer, has...
Avigilon Elevated Temperature Detection Camera Tested on Sep 17, 2020
Avigilon has entered the temperature screening market with the release of...
Chilean Official Investigated for Motorola And Hikvision Contracts on Sep 17, 2020
A corruption investigation is underway in Chile after a crime prevention...
Huawei HiSilicon Production Shut Down on Sep 17, 2020
Huawei HiSilicon chips are no longer being manufactured or supplied to...
Virtual ISC West and GSX+ Exhibiting Contrasted on Sep 17, 2020
Both ISC West and ASIS GSX are going virtual this year, just weeks apart, but...
X.Labs Sues FLIR on Sep 16, 2020
X.Labs, the maker of Feevr, has sued FLIR, the publicly traded thermal...
Video Surveillance 101 September Course - Last Chance on Sep 16, 2020
Today is the last chance to sign up for the Fall Video Surveillance 101...
No Blackbody Mistake, Half Million Dollar, Hikvision Fever Camera System in Georgia on Sep 16, 2020
A Georgia school district touted buying Hikvision fever screening "about...
Costar Technologies / Arecont H1 2020 Financials Examined on Sep 16, 2020
Costar's financial results have been hit by the coronavirus with the company...
Startup Cawamo Presents Live Alerts With Edge AI and Cloud VMS on Sep 15, 2020
Cawamo, an Israeli edge-to-cloud analytics and VMS startup, presented its...