Anixter Touts Selling to End Users

At the end of the day, the industry will move when the end users want it to go. Keep an eye on what the big purchasers are doing. Watch the huge retailers who are installing 10's of thousands of cameras. They are going direct to distribution, because integration does not provide enough value.

Sure, these are pretty advanced organizations, but give it a few years. Integrators want products that are easier to install and cut down on man hours. As manufacturers respond, it's only a matter of time before manufacturers are making products that are so easy to install that the integrator isn't needed.

There was a time that you used to call the phone company to install a phone in your house. I'm not talking about running wire, I'm talking about installing the phone itself. That was before standardized plugs, and the phone had to be physically wired in. Now we have RJ9 plugs, and we don't have phone installers.

Manufacturers are able to prevent their distributors from selling to end-users if they choose. To do this the mfg will typically require that each bonafide reseller create an account with the mfg, and then require the distributor to attach which reseller the order is going to on the PO. So if your manufacturers products are going around you and direct to end-user I would say look at another manufacturing partner that honors the channel.

What is the thought on the distributor who arranges a "pass thru" sale to an integrator to satisfy an end user who will otherwise buy direct through another source (like B&H, for example).

So, Integrator knows University will not use their services, but Integrator would like the sale.

Distributor will not sell direct to the University because Distributor works through Integrators.

So, Distributor cuts normal margin and sells to Integrator. Integrator cuts normal margins and sells to University as "product only" sale.

In this way Integrator makes something for pass thru--as does distributor. And end-user gets to remain in the role of "self integrator." Is this a win/win/win and way to approach?

In certain states and/or jurisdictions, it is illegal for unlicensed personnel Mfg., Distributor, IT VAR, ect.) to visit a organization, college, job site, to look at plans, and/ or make security recommendations (camera type, camera location, infrastructure, ect.).

In the state we are located in (North Carolina) it is a criminal act to ignore the statute (NCGS 74-D). I plan to file a grievance against an Anixter Employee ( or any other distributor) if our business is impacted by the activities their CEO describes.

Now whether they really enforce that, I cannot say.

Craig,

I doubt that they would sell one of those cameras directly to an end-user.

Now a thousand cameras...

Below you will find the NYS Office of General Services Security Solution contract number and the list of all the Security Manufacturers that Axinter has position to sale direct to all NYS & NYC Agencies and also position themselves whereas no one can voucher or qualify there Security contract direct sales.

BELOW IS ANIXTER NYS SECURITY CONTRACT NUMBER AND THE STATE SECURITY CONTRACT WEBSITE THAT VALIDATES ANIXTER SECURITY CONTRACT:

https://www.ogs.ny.gov/purchase/snt/awardnotes/7720120191can.HTM

NYS Contract #PT63201

Anixter, Inc.

325 Washington Avenue

Albany, NY 12205

Fed ID #: 36-1361285

NYS Vendor ID #: 1000004825

Administrator Daniel Olguin

Tel: 480-293-2359

Mob: 480-240-8337

daniel.olguin@anixter.com

www.anixter.com

The products below are listed on Anixter NYS Security Solution contract that allows every NYC and NYS "END USERS" to purchase in huge quantities DIRECTLY.

2N Telecom, Addco, Alpha Tech, Altronix, APC, Apollo Vid, Arecon VI, Arrow Lock, Assa, Axis, Belden, Blonder Tongue, Bogen, Bosch, Burgess CD, Ceeco, Code Blue, CohuHD Costar, Commscope Uniprise, Comnet, Compu-link, Corbin Rus, Corning, CPI, Cyberdata, Dedicated B, Digital Watchdog, Ditek, Dotworkz, Eastern Wire, Erico, Exacq Tech, Firetide, FLIR, Fluidmesh, Gaitronics, Gallagher, Garretcom, Genetec, Glynn-Johnson, HES, HID, Hudson Video, Immersion, Imron, Infinera, Infinias, Inova, Interlogix, Iomnis, Ipconfigure, IQINVISION, Kaba Accss, KBC Network, Keyscan, LCN Closer, Lifesafe PW, Lynn Electric, Medeco HIG, Microsem, Milestone, Mobotix, Norton, NVT, ONSSI, Optelecom, Orion, Panasonic, Panduit, Pelco, Pixel Velocity, Raytec, Rf Codein, Rixon Doo, Safepoint, Samsung, Sargent, Securitron, Sensys, Sony, Speco Tech, Systimax, Talk-A-Phone, Tappan Wire, Tote Vision, Transition, Uinversal Electric, Valcom, Veracity, Verint, Viavi Solutions, VideoIQ, Viking Ele, Vivotek, Von Duprin, West Penn, Wheelock, Wire Mold,
Wrightline, Xtralis, Yale Security

This is a contract that many System Integrators like myself are up against with Anixter and I still can't understand the logistic as to why Anixter would position themselves to sell directly to the "END USER" and put us integrators in a position where we can't be competitive with and another way that they position themselves to sale directly to your end-user is when you provide your customers information via any project registration, so unless I really have to purchase from them, that would be the only reason they get my business.