Distributors: What is their Value?

Author: Brian Rhodes, Published on Jun 12, 2012

What do integrators really think about their product distributors? In some cases, relationships between integrators and distributors span decades. However, to what extent do integrators see distributors as a critical part of the supply chain? In this note, we review our survey results to see what the 'temperature of the relationship' truly is: trust? contempt? skepticism?

Overview

** ***** *** ******** *********** ***** ** *********** *** ********* survey ********:

** ******* * *******: **** *********, ********** ********* *** *** Very *********. *** *********:

  • ********** ****** - **%
  • **** ****** - **%
  • *** **** ****** - **%

***** ******** *** *****, *** ******* ******* ** ************ *** positive. ** *** ** *** ***** **** *** ************ *****.

Integrator ******** ********

**************, *********** **** ******** **** ***** **** ***** ********* **********.

  • ****: *** ******** ******* ** **** ************ ****** *** ***** and *********** ******* ** * ******** ***. **** ************ ******* integrators **** *******, *********, *** ********.
  • ***: * *******, *** ******* ***** ** ********* ******** ************ to ****** ** '*********'. *** ****** '********* ****' *** ********* more **** **** ** ********** ** **** *****.
  • ****: **** *********** ***** ******** ** ************ ** ***********. ***** integrators ****** ** *** **** ************ *** ******** ** ***** customers ** **** ******** ** ****.

******* ********** **** ************ ** ** ******* *********, ** ****** difficult ** ******** ***** ************ *** '*** ****' ** ***** ones ***** '*** *******'. ********** ******* ** ************ *** ************* dependent ** ******** ******* ** ****** *******.

********

*** ****

**** *********** **** ************* ** *** ************ **** **** ****. These ******** ********* *** *********** ** **** ************ ** ******* real ******* ** *** ************. *********** ***** **** ************ **** 'know ***' **** ** ***** ** ********, **********, *** ******** product.

  • "***** ******** *** *** ******** *** ******* ******** **** ** configuration"
  • "** ********* ***'* *** ** ****** **** ****** ** ******* direct ************ **********, ** ****** * ******** *********** ** **** useful."
  • "**** **** * ****** ********* ** *** ******** ********** ********* and ***** **** **** * ********** ** **** *****."
  • "************ **** ********* **** ********* *** ******* * **** ******** board."
  • "*** **** *********** ** **** *******. **** ****** *****/***** **** are *********** ** * ******** ****: ****** *******, *****, ****."
  • "*** *** * ******* ********** ***** * *** **** *** they *** **** ** ****** ****."
  • "* **** ************ ** ** ******* ** ******* ********* **** we *** ***** ********* **** ** ** *** ******** **."
  • "************ ********** *** ******** ******* *** ** **** ***** ***** you ****** **** *** ************."
  • "**** ********* ********* *** ***** *** ****** *******."

*** ***

********** ********* ** **** ***** ***** ******* **** *** ** benefit ** ******* **** ************. *** ********* ** **** ***** question *** ***** **** ************ ***** ** *** *****, *** more **** * *** ********* ****** ************ '* ********* ****'. 

  • "* ***** ** *** *********, ****** **** ****, ****** ** resources ** **** *******. ************ **** ******* *** **** **% of ** ** ******."
  • "** ***'* **** **** ****** *******....**** *** * ********* ****"
  • "**** ****** ***** **********. ****** ** **** ******** **** *** manufacturer."
  • "* ********* ****, *** ** *** ****** ******* *** ******** value ***** **** ***** ******"
  • "* ****** ** ** ******, **** *** **** *********"
  • "**** *** **** ***** ******"
  • "**** *** **** **** ** *** ***** ** ***** ** my *****."
  • "** **** ************ * ********* ****. **** ** *** *** direct, ** **. *******, **** **** **** **** **** ************ (thus *** ********* ****)."
  • "**** ** **** *** **** *** ******/ **** **********. ***** they *** *** ***** ******* ******* *** *****."
  • "** *******: **** ** *** ****, * **** **** ** a ********* ****, ******* **** ***'* **** ** ** ********."

*** ****

* *** **** ** **** *********** ** **** "************ ***** my *********." ***** ** ********* ** **** ****, ** ** addressed ** *** "************ ******* ****** ** *** *****" ****** **** ********** *** **** ************, ********** *** ******* national ******, ************ *** *** ****** ** '********* ****' ****, undercutting *** *********** ******* ***** ******** ****.

  • "**** **** ** **** ****** ** **** *********..."
  • "**** ***'* ***** **** - **** *** ***** ** *** sell ** ** ******** *** **** *** **** * *** cut *** ******* *** ******** ***'* ****** **** ***** * buy."
  • "************ *** ********* *** ***** ***** ***-***** (**** ****** **** deny **)."
  • "* **** *** **** *** *** *********** **** ************ ****** to **** ***** ****** *** **** ****** ** *****."
  • " ** **** *** *********** ********* ** **** ******, **** you **** * ***** ******** ** ********. "
  • "* **** **** ** ***********, ** ** *** *** ***** about ***** ****."
  • "**** ** **** ************ ******** ****** ***** *****, *** ***** of ************ ** *** ****** *** *****."

*********** ***** ***********

******* *** ***** ********, ********** ********* *********** **** ************ *** most ****** **** **** ***** ** ********** **** **********: ******* merchandising, *********, *** *****/******** **************. * *********** ****** ** ******** indicate **** **** ************ *** ** '****** *** ***' ******* manufacturers *** *** *****, ***** ***** ** **** ***********.

  • "* ********** **** ****** * ****** *** ** **** **** the *************. **** ***** ***** ***** **** * ****** ****** to. **** *** **** *******."
  • "**** ****** ** ***** ******* ****."
  • "********** ******* **** *** ***** *** ** ***** **."
  • "*** ** ************ **** ***** **** **** ** *** **** wrong, *** **** ** **** ** ***** *** ******* **** cameras, *** **** *** ******** **** ******* ** *** ************ has * ****** **** ************ **** ***** *****."
  • "* **** ***** **** ** **** **** ** *** *********** when ********* **** ***** ** * ******** **** ******* **. Its **** *** ******* ** **** ** ****."
  • "*** **** ********* **** ******* *** **** ****** *** ******** issues - ** ***'* **** ** **** **** *** ****** directly."
  • "** ****** ******* *** ****."
  • "**** *** **** *** ******* ********* *** ***** ****** ***** are ******* *** **** ****. *** *** **** ******** ******* them ***** *** **** ******* ** **** ********* **** **** would *** **** *** **** ************. **** ** *** ********* and ** *** *** ******* **** ****."
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