Arecont Claims Best Project Registration Program
By: John Honovich, Published on Mar 08, 2017
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Comments (14)
Undisclosed #1
As a firm who helps with PR's weekly, we encounter dealer's claiming to have access to 15%-25% discount from various brands. The net/net to consider:
1) The % off is always relevant to what the "suggested" dealer costing is. For example, a competing manufacturer could raise their dealer costing to in effect, offer a deeper discount than they would have reflected previously.
2) % off can indeed vary by model, whether it is new introduction, a need to move inventory or pending EOL status.
3) Are the models apples-to-apples in comparison, feature wise/warranty/etc. Getting 25% off on a 2MP camera when 5MP is the desired solution as an example.
Another ripple effect is that when an integrator hears another competitor has already secured a PR with such a deep discount, it can motivate them to find another more cost effective brand to compete against that tactic, therefore introducing even more brand options to the end user.
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Undisclosed #2
I can't believe every Axis partner isn't voting that this is VERY attractive given they have been asking for exactly this for many years!
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Undisclosed Manufacturer #4
I've worked with Arecont over the years in multiple capacities, and the one thing for sure is that programs like this are one of the reasons there are still so many loyal dealers. Sure, talk about the failure issues -- it's a pain, but they take care of it. Their dealers are able to make a healthy margin, and when it works (which is most of the time), the product actually performs very well. Add to the mix that their RSM's are typically very professional, knowledgeable, and understand strategy, and you've got a winning combination that we don't often see in the security marketplace...at least with regard to video surveillance (I guess it is more common in the access control arena).
Let's be honest -- those that voted no or neutral either don't place any value on strategic partnerships (maybe because they don't understand them), have been burned in the past by an issue (or issues) relating to Arecont and aren't willing to say anything positive about them even if it is warranted, or are making a political statement due to competition or support for another favorite manufacturer.
I am not personally familiar with every registration program available out there, but I will say that I've never found any that provide as much tangible value and protection for their dealers as this one.
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Undisclosed #5
In my opinion, Arecont's program rewards exactly those it is intended to reward -- integrators who are on the streets actually driving Arecont's business. Period. If you want to lead with Arecont, and better yet get a customer to specify Arecont in their requirements, then you're going to have a considerable advantage when it comes time to compete and win the project if it has to go out to bid.
If you're a consultant driving specifications, you can set up a program that will offer discounts to the customer regardless of the integrator, and that is fine. The integrator is not driving that business, and has no right to special treatment. But if the integrator is acting as the consultant to specify product for a client's needs, the integrator gets protection, the customer gets better pricing, and Arecont drives additional sales.
It's a win all around.
Compare that to the garbage program from Axis, who basically ignores the integrator who drove the business to Axis in the first place, and even if a registration is granted, it's a rounding error in most cases.
Arecont's program is definitely a differentiator. No question about that.
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