Security Manufacturer Representative Roles Examined

Author: John Honovich, Published on Jun 05, 2010

In this update, we survey key roles, benefits and issues in using manufacturer representatives within the security and video surveillance market space. This updates references and summarizes a good discussion on the IP Video Market Info LinkedIn group.

Manufacturer reps are independent organizations that provide sales and support to a group of manufacturers in a specific physical area. Reps usually 'represent' one manufacturer for each product category (e.g., cameras, VMS, wireless, housings, access control, etc.). Reps are generally paid on performance only.

Key considerations for using/interactions with manufacturer reps raised in the discussion include:

  • Broad range of performance for manufacturer reps - while a few reps were considered great, many reps were disliked or viewed as problematic
  • Questions on the role of reps providing information and how the Internet reduces the value of reps as an information source
  • Benefits of reps finding or developing projects that a manufacturer could not reach directly
  • The ability of reps to provide/design solutions rather than offer single products
  • Questions on the ability of reps to be independent given their representing a single line for each product category
  • The importance of reps for logistical coordination, most importantly to ensure that products are shipped on time and meet the installation schedule of the buyer
  • The use of manufacturer reps vs a manufacturer building their own direct sales force
Comments : PRO Members only. Login. or Join.

Most Recent Industry Reports

Verkada Salesman: IPVM "Stuck In A The Stone Age" on Apr 25, 2019
Verkada is 'tackling dinosaurs' and battling those, like IPVM, who are 'stuck in a the stone age'. Verkada's recent sales recruiting promotion...
The HIVIDEO $31 Face Detection DVR Tested on Apr 25, 2019
Face detection in a $31 DVR? That is what "HIVIDEO" (not to be confused with Hikvision, even if the company intends to do that) was promoting at...
Amazon Marketing Pro Installs of Amazon Security Systems on Apr 25, 2019
Is Amazon a threat to conventional providers like ADT, Vivint and Brinks Home Security? Many say no. Now, Amazon is advertising free in-home...
Ex-Integrator Now Growth Strategist Interviewed on Apr 24, 2019
For more than a decade, Scot MacTaggart was a security integrator (at PA-based PSX). In late 2018, he left the industry. He is now a Growth...
19 Facial Recognition Providers Profiled on Apr 23, 2019
IPVM interviewed 19 facial recognition providers at ISC West to understand their claimed accuracy, success and positioning. 9 from China, where...
Locking Down Network Connections Guide on Apr 23, 2019
Accidents and inside attacks are risks when network connections are not locked down. Security and video surveillance systems should be protected...
Hikvision Admits USA Sales Falling on Apr 22, 2019
Hikvision, in a new Chinese financial filing, has admitted that its USA sales are now falling. Less than a year after the US government passed a...
Speco Ultra Intensifier Tested on Apr 22, 2019
While ISC West 2019 named Speco's Ultra Intensifier the best new "Video Surveillance Cameras IP", IPVM testing shows the camera suffers from...
Arecont Favorability Results 2019 on Apr 22, 2019
Arecont's net negativity remained the same in IPVM's 2019 integrator study, though integrator's feeling became relatively more neutral compared to...

The world's leading video surveillance information source, IPVM provides the best reporting, testing and training for 10,000+ members globally. Dedicated to independent and objective information, we uniquely refuse any and all advertisements, sponsorship and consulting from manufacturers.

About | FAQ | Contact