Manufacturers Sound Off On Distributors

Author: John Honovich, Published on Aug 12, 2015

Wow.

Integrators, you think you are upset with distributors? 

That's nothing compared to manufacturers.

Here is a representative quote of their feedback to IPVM:

"Overall, they are all a disappointment. They talk about adding value, being solution-driven, but in reality, they are merely box movers and ambulance chasers. Always have their hand out after they hear a deal is won, and want to know how we are going to cut them into the deal. Yet, they love charging for marketing programs, roadshows, etc. as marketing is a profit center for them." 

In this note, we share survey results from 50 manufacturers about their experiences and problems working with distributors. We conclude with their choice on worst and best distributor.

***.

***********, *** ***** *** *** ***** **** ************? 

****'* ******* ******** ** *************.

**** ** * ************** ***** ** ***** ******** ** ****:

"*******, **** *** *** * **************. **** **** ***** ****** value, ***** ********-******, *** ** *******, **** *** ****** *** movers *** ********* *******. ****** **** ***** **** *** ***** they **** * **** ** ***, *** **** ** **** how ** *** ***** ** *** **** **** *** ****. Yet, **** **** ******** *** ********* ********, *********, ***. ** marketing ** * ****** ****** *** ****." 

** **** ****, ** ***** ****** ******* **** ** ************* about ***** *********** *** ******** ******* **** ************. ** ******** with ***** ****** ** ***** *** **** ***********.

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

Poor ******* *********

*** **** ****** ********* *** **** ** *********, ******* *** burden **** ** *** ************ ** **** ****** *** *******:

  • "*** ******* ***** ** ***** **** ** ******** ******* *********. They *** ***** ** *** ****** *** ******* ** ****."
  • "**** ** ******* ********* (********). **** ** *** ***** **** support. ** *** *** ** *** *** ** * **** to ****** *** ***, *** ** * **** * *********?"
  • "*** ***** ************* ** *** ******* ***** **** *****"
  • "************ **** ** *** **** *** ******* **** *** ****** causing ********* *** *** ******* **** **** ****** ** *** run ** ********."
  • "******* *** ***** ******* *** *** *********** *** ** * variety ** ******* **** ** **** ** ******** ** ******** design ** ******* ** ****..."
  • "**** ***'* ********** ********** *** **** ** **** ***, **** don't/won't **** *** **** ** ******* ** ** ******** ** purchasing *** *******."
  • "******** ******** ************: *** **** ** ****** ******* *** *** IP ***** (** **** ** ** ** *** ****** ***** guy ** *** ***** *****)."
  • "********** ** *** **** **** * ************ ****** ** * branch, *** ******* ******** (*** **** ** ** **** ***** and ************* ** *****, *** ***** ***** ************ **** ********* and **********)******* ****** ** *** *********** ************* ** **** *********** you *** ********** ** **** ********** ** ** ***** ** a ******* ** ****. **** *** *** *** ********* **** getting **** ** ***** ****, *** *** **** ***** ** eat **** **** ******!"

*** ************ *** ** *********** ******* ******** - ************* ****** need ** ***** ***** ************:

"** *** ******* **** *********/******/********* *** ***** ******** *** ******** beyond **** ** * ***** **** ***'** ******** ** ** disappointed. ** ** **** ****** ********** *** ****** ******** *** as **** *** ******* ** ****** ** **** ****** ***** parameters. *** *********** ** ************* **** ************ ****** **** ***** product ******** *** ********* ** *********** ***** *** ****** ** SKUs, *** ***** *** ******** **** **** *** ******* ** each ******* ****."

** *** ***** ****, ***** **** ************ ****** ***** *********, many *** *** ****** ** ** ***** *** *******.

No ***** *** / *** ******

************* ********** ******** ************ '*** ******' *** ** *** *** value:

  • "************ ***'* **** ** ** ****** *** ******, **** ****** stop ****** **** **** ** *** **** **** ** **. They **** ** ******* *** **** ******* *** *** **** little ***** ** **** ******* ** **** *********."
  • "** ** ********* ** **** **** ***** **** *** ****** if **** *** **** *** ******** *** *** ********* ******** or ********* *******"
  • "**** ****** *** *** ****** **** ***** ****** ***** ****** local ***** *** ***** *** **** *** *******. *** *** post **** ******* *** ********* *******, ***** ****** ************* ** do *** ***** *******"
  • "**** ** **** *** **** *** ****** *** ** *** provide ******** ******* **** ***** **** ** *******. **** ** them ****** **** ** ************ ****"
  • "**** **** **** **** ************* ******** *** ***'* *** ***** to *** *****."
  • "**** *** *** ******. * *** * ****** * ***** ago ** *** ***** ****** ******** *** - ** ** surprise - **** **% ** **** **** ******* ** *** distributor *** *** ****** **** ****."

Worst - *******

******* ********** ****** ******* ** ************, ******* *** *** *****. *******, *** ***** ** ******** experiences *** ************* *** **** ******* **** **** ** ***********:

  • "*****: ******* - ********, **** ** **** ****, ********* ******* operate **** ***********"
  • "******* ** ** *** *** **** ***********. **** ****** ***** margins, **** ******** ******** *********** ** **** ***** ******* ***** margin, *** **** ************ ** ***** *****, *** ********** ********** on ********** **** *****."
  • "*** ** ********** ******* ** ******** *** ***** *** *** best. **** **** *** **** *********, ***** ** ***** **** it **** ****, *** **** **** ** ** *** *******."
  • "*** & ******* ***** **** ********** ** ******* *********, ********."
  • "***** *** ******** *** ******** *** **** *******. ********** *** worst ** *******."
  • "*** ***** * ***** **** ** ***, *************, ** *******. Their ***** ****** *** *************, *** ********* **** ********** ** taking ******, *** *** **** ***** ** ***** *** ************ under *** *** *** ***** **** ** ****** ********* **********."
  • "******* ***** *** *** ** **** ****'* ***** ** **** any ***** **** ** *******."

***-**, ********** ******** **** ****, *** ******* ****** **** ***** ****** *******, ** *** manufacturer *****:

"** ***, ** ** ********** ** ** *********, *** **** is ***-**. ***-****** ***-** ************. **** **** * **** ******** sales ***** **** ** ******* ** **** **** ***. *** worst * ***** **** ** ***, *************, ** *******."

ADI ******

*** **** ** *** ******, **** **** ******, **** **:

  • "**** - *** ******* ********** ***** *** **** ******* **** management ****."
  • "*** - **** *** ***** ****** ** ******** **** ******** stock"
  • "*** ***** ** ** *** **** ***** ***** ********* ********** and ****** *** *********."

*******, **** * ******* ****** ** **********:

  • "*** - ***** - ** ****** ** ***** ***** ************* or ***** ********"
  • "*** *** *** ***** ****** *** ***********. **** ****** ***** added ** * *******."
  • "*** *****: *** ******* *** ******* ***** **** ******* ********* in *** ******"

Best - **********

**** ************* ****** *******, ********** ***, *** *** ****, *** **** ***** ** manufacturers ********:

  • "********** - **** ********** **** ***** * ******* ********** ****** and **** *** **** *** *** *****"
  • "****: ********** - ********* **** ** **** ****, ***** ******** systems"
  • "********** *** ***** *** *** **** ** ****** ** *** ******* they ******* *** ********* **** **** **."
  • "********** ** *** ****, **** **** *********** ******* *** **** are **** ** **** **** ** ********."
  • "********** ** *** **** ******* **** ***** ********** *** ***** ordering ******* ** ****/*********. * ***** ***** ********* ******** ***** scansource."
  • "*** ****: ***-** *** **** ******. ***** ****** *** ************* about *** ********. *** **** ****** ******* *** *** ********"
  • "**** *** *********** *** ******** ********** ** ***** ** ***** efficiency *** *********** ***** *** ******** **** **** *******."

Smaller ************ ********* *******

****** *** ***** ** *** **** ******** ************, ******* ************ generally **** **** ******* ****** ***** ****** ************. *** ****** theme *** **** ******* ************ **** **** ***** ******** ***/** worked ****** *** ************ ********.

Opening *** ******

***** **** ******* (*************) *** ****** (***********) **** **** ****** with ***** ************ *** *** **** ** ***** ********, ** see ** *********** ********* (*** ** ********* **** ******** ***** *********) ** **** ** *** ******** ********. ** *** *** going ** ****** **** **** ************ ** **** *** ******, you ***** ** **** ** ** ****** *** ** ***** at ** *** **** ** **** ***** *****.

Comments (16)

*** ****** *** ***** *********/******/********* ** *** *** *** ****** it.

** **** **** *** ************ ** ******** ** ********* ** product *** ** **** ** *** ** ** ** ****** one ** *** ****. ** *** *********** *****'* **** ** in ***** ********* ** *** **, **** ** **** * different ***********. * **** **** ****** *** **** ***** **** late ********* **** ************* *** ****** ***'* **** ***** ****** deadlines ** ***** ******* **** **** ** ** *******.

** **** **** **** *** ************ *** ******. **** **** the *** ******* ************ ** ******* *** ******* *** ******* that ***** ** ** ** **** *****. *** **** *** willing ** **** ** ***** ******* ****. ******* ******* ** personal ****** ** *** ***** ** ********* ***** * ***** be ***** ** * *** ** **** **** * ****. Screw *** *****, *'* **** ****** **** **** * ***********. Unless ****** ******* **** ***** ** *** ****** *** **** will *** *** ** ********.

** *** *** ****** ******** ** ** **** *********** ***** rely **** ************ *** ******* ********* ** ********* *******. ** don't **** **** ****** ** **** * **** ****** ** hand. ** * ***** **** **** **** *** ********* *** support **** * ***** **** ***** ********* *** ** *** business.

***, ********** *******!

"** *** *** ****** ******** ** ** **** *********** ***** rely **** ************ *** ******* ********* ** ********* *******."

* ***** **** **** *********** ** *** ***** ** ****** to *** ********* / ******* **** ************. *******, ********* **** manufacturers *** ****** **** ***** ** **** *** ****.

* ***** **** **** *********** ** *** ***** ** ****** to *** ********* / ******* **** ************.

*'** **** *** ******** ** ****. ***, **** ** *** problem ** **** *** ************ *** *** ***** **** ***** core *********** (*** ****** *** ******), ******* ***** ****** *** really **** *****-****** *** **** **** *** ********* **** *** the ********.

************ *** ** ******** ********** ** ******* *******, ********** **** it ***** ** *********** ****** ********. **** **** *** ******* posted **** * ***** **** ************** *** ******-**** ****** ******* *****, *** ************ **** **** ***** ******* **** **** *** help ***** ********/********* *********. ** ********** **** **** (******* **** a ******** **** ******** ******* **** * ****** ******) ** that *** ******* *********** ******** ** **** ***'* ***** ********** the ******** **** *** ************ *** **** ***** **** *** suggestions. **, **** **** ** **** ** ** *** ************ for ******, ** ***** ***** *** **** *** ** * bad ********* ** *** ************, ******** ** *****.

***** **** **** ** ** * ****** ***** ******* ** dealers *** ***** ***** *********** ** * ********, ********* ****** of ***********. *** ****'* **** ** *****.

"***, **** ** *** ******* ** **** *** ************ *** not ***** **** ***** **** ********** (*** ****** *** ******), because ***** ****** *** ****** **** *****-****** *** **** **** low ********* **** *** *** ********."

*** ****'* *** ***** **. ** **** *** ****** *** say "*** ** **** **** ***** *** ******* ******", **'* hard ** ******* ******* / *******. *** **** **** *** they******* ********* (*.*., *******) *** *** ***** **.

*** ********** ***** ** ** ****, ** **'* ********* *** impossible ** ** **.

****** ****** *** **** *********** *** *************, * ***** *** issue ** **** *********** ***'* **** ** *** ************ *** tech **** ******* **** **** **** *** ***** ***** **** than **** ** ** **** **** **** *** ******* **** support ** **** **** ****. *******, *** ************* *** **** by *****'* **** ****'** ******* ***** **** ******* ** *** manuf., ****** **** **** **** *** **** ** ***** **** support ****** *** **** ***** ************.

* ***** *** *****., ***** ** ********** **** **** ******* is *** ****** **** ** ***** ************** ******* ** *********** are *** ***** ** **** ******* **** ******** - **** it ** ***. **** **** ** ***** ** ** ****** it *** ***** **** ***** ******* ********* ** *** *****'*. The ******** ** *** ***** **** ** ********** **** **** can't ****** ****** ********* **** *** ****** ***** *** ****** thier ******** *** ***** ****** ** ******* ****.

** *** **********, ** *****'* ****** ** * **** ** pay * ****** ******* **** ** *** *********** ** *** free **** ******* **** *** ************, **'** **** ****** *** margins ** ******** *** *** **** *****.

******* * ***'* ***** *** *****'* **** ***** ***** ****** as * ****** ******. *** * *********** ********* *** ** they **** ****, **** **** ** ******* ******* ** *** said - **** ** ****** *** ******* ** **** (***** factory **** *******) ** *********** **** **** ****** *** *** best ***** & ** *** ** **** * *** ***** less **** ******* ** *******, ****'** ******** *** *** ********.

* ****** ** ******* ********* **-***** ****** ***** ***** ** **** ****** ** ************ ******* ******* ********* sour ** ***.

**** * *** ** *** ****** ******* ** **** *****, with **** *** **** ********:

"*** **** ***-** *** *** *** **** ********* ***** *** brand ** *******, ****'** ********* ******* ** ******* ******* *** manufacturers **** *** **** *******."

*** *********** ***** **** ** *** '****' ** ***** ***** house ****** ****. **** ******** **** * *** *************, *** understanding ** ********* *** **** *** *********** ***** ****** **** just ******** ** ** ****** *********** - *******, **********, ** analog *******, ***. *** ********* ** ***** ** *******, ***., as * *** ** *** *****.

"** ** **** ******relatively *** ****** ********"

* ***** *** ****** **** ** *** ***** ******** ** inaccurate. * ***** *** ****** ** ********** ****, **** *** want ** ** ** ****** ** ******, *** **** **** actually ** ** *** **** ...** ** **********.

* ***** *** '********** *** ******' ***** ** ************ ** what *** ************ *** ********** ********* ***, ***** ** ********* considerably **** **** *** ***********. ** ******, *** ****** ** more, ** **'* **************.

** ** *********** ** *** **** ************ **** **** *** same ********** ** **** ***** ** *** *****. **** ****, inside ***** **** *** *** ****** ****** ** ************ **** truly **** ****** ****** *** **** ** *** ****** ** the ********* ******** ** "*****". ** ** ********** ******* ***** reps **** *** ****** *** ****** ****** *** *** **** of *** ******* ********* ********.

**** *** *******: "** *** *** ***** ** ****** **** most ************ ** **** *** ******, *** ***** ** **** go ** ****** *** ** ***** ** ** *** **** it **** ***** *****."

************ - **'* **** ** **** **** *** ****** ******. If * **** ** ****/***** **** ***** ** *** ******** info *** ***** ** * ****, *** ****** ** ******* lost.

*** ***** *** ******, ****'* *** **** *****. *** ********* support, *** ****** ** *** ** ****** ******* ******* ********** & ***********, ********* ************ **** * ***, *** *** **** problem *** ****, ** ***** **** ***** *** *** "******". big ********.

***** * *** ************ **** ****** ** *** *** **** it ***** ** *********** ** *** **** *********** (********** *******) margins *** ** ******* ******* *****.

***** ************* ****** ***** ******* ***** *********** *** **** **** direct ** ******** ************ ******* ** *** **** *** ****** product ********.

***** ** **** - **** ************* ****** ** ************ ** get *** **** ***** ******** ** ***** ** ********** *** integrators, *** ** ******** *** * ********** ****** ** ****** and ******** ***********, ***. *** ************ ** ** **** ** make *** ****** **********. **** **** *** ** ***** ***** to ****** ********* *** **** ** **** *****, ********* ***** the *** ** *** **** ***** ** *******. ** **** a **** ** ********* ******** ** * **** **********? *** answer ** ********* ** *** ****** * *****. ************ **** provide **** ***** ** ***** ** ********* *** *** ********** side ** ******. *********** *********, ******, ******* ****, *********, *** all ************* ***** ************* **** ***** ****** ** ******* *** re-connect **** ***********. * **** ***********, *** ** ******** ** a ******. ** *** **** * **** ******, ** **** understsand **** ******** *** ****** ******* ********* ********* *** *** you **** **** ***** *** **** ***** *** ***, ** opposed ** ** *** **** *** ********* ******* ******** **** are **** ***** ** **** *** *** *** *** **** are *** ****, **** **** ******* ** **** **** ****, made ** ********* ** ****.

** ****** * ************ ***** **** ** **-***** ****, ******* they **** ** *** *** ***** ******** *** *** **** up *** ****** ******. **** ** * ********* *** **** in ***** ***** ** * ******* ** *********** *** ****** and ******** ******* ******* ************, *************, *** ***********. **'* ****** sad ** *****. ***'* ** *** **** *** *****? *** be ****** ***? * ******, ******** ** *** ********* *** competitive *** *** ****.

*** ** *** ***** ***'* * *** ** ***** ** this ******* *** *** ********, ******* ***** ********* **, **** you ******** *** ************. ** ***** *******, ***** ****** ** locations *** ***** ******* *** ***** *****. ** *** **** more ** ****** ****, **** ****** **** ****** **** **** as ** ********** *** **** ********** **** ** **** ** a ************. ** **** ** ******** ***** ****, ** *************, etc. *** **** ****** *** *** ****** ** **** ******.

******** *** ***, ** *** ******** ** ***** *** **** from ********** ** **** ** *********** **** ***** **** **** their ********. *** **** ** **** ***** ******* **** ***'*, or **** ** ******* **** ***'* ** **** **** **** will **** *** ***** ** ******** ** ** ** *** distributor, ***** **** ***'* **** ** ***** ** **** *****. This ** ***** ******* **** *** *******, * **** **** a "*****, **** ******** *** ***". "**, *'* *** ***** to **** *** **** ** **** ****, * **** **** to **** ***** ****** ****, ***. ***. ***." **, "* just **** * ***** ** ******* **** * , ******* term *." ** *** ****, *** ********** *** ******** **** are **, ** ** *** **** ** ** *** ********* of **. *** ********* **** ***** *** ****** **** *** manufacturer **** *** ** ***** ****** ** ******* *** ******* in *** ****** ** ***** *** ******* **** ***** **** their ******* ** "****** ******" ** ******* ****** ******* **** the ****. **** *** ****** ****** ** ******** *** ********* of ******* ********** ***** ***** **** ****** ** ***** ***** power ************ *** ****. **************. ** *** *** "***** *******" nowadays. ** **** *******. ** *** *** ***** **** *********. [I ** ***** ** ***** ** ******* *** *** ** how ****** *** **** *** **** *** ** **********, *** can't **** ******** *********.]

** **** **** *********** **** **** ** ***** ****, ** which ** ****** *** ******* **** ********. ** ******* ***** be * ****** **** *****'* **** **** * ********** ****** control. ** * ****** **** **** ***** ********** ****** ** no ***** *** *** ********** *** **** ******. ** ** all *****, ***** *** *******. ** ***** **** *** ********* to ****** *** **** *********** ***** *** ******* *** ****** new ***** ** *** **********. *** ***** ** *********** ** so ****** *** ** ***** ****, ** **** ** **** things ****** *** *** ********* ** *** ***** *** **** long ***. * ** ******* ***** *** **** **** **** at ***** ************ *****, **** **** **** **** ***** **** really ****, *** *** ******** ******** ******** ** **** ** the ********, *** ***** **** ****'* **** ****** **** ** actually **** *** ***** ** *** **** ** **** ******.

** * *********** ** *** **** ** **** **** ** technical ***********, **** ****** **** **** ********** *** ***********. ** turn ** *** * *** ** "**** **** *****" **** phone *****, ******* *** ******** **** ***** **** ** **** tell **** **** *********** ******* ******* *************, ******* ** **** cases *** ************ ********** ****** ** ****. **** *** ****** who *** ********* *******, ** **** ******* *** ************ *********** names *** ******** *** ***** **** **** ** **** **** really ***, ** ** **** **** ** *** ******** *********. Whether **** ***** ** ** ***, *** ********* ** *** value ** ****, ** **** **** ******'* **** ******* **. Now ***** ** ************ ****** ** ********, ** ** **** someone ** ***** *******, ** **** *** ** ***** **** through ** ***** *** *** *** *** ********, ****** **** tell **** ** **** **** ** ****, ** *** **** of ***** ***** ********* *****.

*** ** **********, ***....**** ************'* ***** ***** *** ***** ** a ****** *** ****** ******* **** **** **** **** **** of *********** *** ***********, ** ****** ******** *******, ***** *** do. **** *** ***** **** ***** **** ***** ******. ** are ****** **** ************ *, ******* **** ***'* **** *** (of ***** **** **** ** ****). ****** *** **** ****** out ** ****, ** ** *********. **** ** **** *** so **** ** **** ******* ****, ******* ** ****** ** so **** ** **** *** *** ********** *** ** ****** such * **** ********. ** ** *** ***** ****, **** IPVM *** ********* *** *********** *** ******** *** ******** ** these *************, ******* ******** ****** ** ***** ****, *** ***** them ********** ** *** ** *** ****** *** *** ******* the ********* *********** *** *** *********.

*** **** ******* *** ******** *** ********** ******** ** **** points, ******* ** *** ************ ** ** ********* **. *** to ***** ***** **** *** ******** ** ** * ******** hub, ****** **** ** ***** **'* ****** *************. **** ** why *** *** *** ******* ** *** ************* ******* ** work **** *** *******, **** ******* ************.

** ***** ** **********, *** ***** ***** *** ******, *************, distributors *** *******. (**** ********** ** ******.) *** ** * particular **** ** *** ***** ** *** ***** ***** **** share, **** ** ******** * ***** ** **** ********** ****, not *********** *** ******** *******. (*** ***** ** ****** ******* right?) * **** *** **** *** *** ******* ** ** to ****** **** **** ****** ** **** ***** *** ************, but **** **** *** ******* **** *** **** **** ****** that ******** **** *** *** ******* ** ********** *** *********. Don't **** ** *** **** *** **** ** **** **** "lazy" ******. ***** *** **** ****** *** **** ********* *** there, **** *** ** **** ***** ** **** *****. ************* - **** ****** ** ** *** ************ **** ***'* ******* value, ******* *** **** **'* **** *** ***** ** **** your **** ******* ** ************ (*** ******* ***** *** ***********) to *** **** **** *** ******** "*******" **** ******** *** just ****** ******.

** ******** *** **** ************* *** ***** **** *** ********** for *** *******, ** ** **** ** **** ******* *** ways ** "****" **** ***** *** *** *** ***** ** each ******* *********** *** ** ********** ** **** *** ******. Again, ** *** ***** ** *** *****, **** **** ** and **** **. ** *** ** ******* ** **** ********. One ***** ***** ** ****** ** ** *******.

*** ******** ** *** *** ******** ****** ************ (**** **** manufacturers & ***********) ** ********? *** ******* *** *********** ** distributors *** ***** "*****-***" ********* ** ******* *****?

** *** ** ******* ***: ** ** *** ****** ******* for *** **** * *****, *** ***** *** ********** ** distributors ***** ****** **** *** ********** ** ****? ***** ** be ************ *********, ****** ****** ** *****?

*, ****'* * ****** **** ********. ***** ** **** *** done ** ******* ****** **** ****, * ***'* *** ******** definitively.

*******, **'** ***** **** ***** ******* *** *** ** ** can *** *** ***** ****** ********* ** ***** **** ***** how **** ** ********.

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