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Distributors Link AV Contractors To New Products, Competitive Pricing, New Territories, And Vertical Market Opportunities

Technology is a moving target. It’s only natural that the profession that adds value to technology—like the professional AV integration industry—is also continually evolving. Whether your company was just established or you’ve opened your tenth satellite office, consumer confidence and the lending climate add further guesswork to the business equation.

One way to stabilize margins despite economic volatility or the product trend du jour is to partner with a premium AV distributor. Inventory, business consultation, and product training are standard features of a value-added distributor, and these wholesale suppliers help cover the map for nationwide coverage while connecting integrators to new business. Not only can distributors act as your fully stocked warehouse, many representatives advise as consultants on a range of projects and products. From control systems, flat panel displays, and IP-enabled systems, to the smallest accessories like mounts and enclosures, distributors like Almo Professional A/V, AVAD, BAI Distributors, Capitol Sales, IAVI, Stampede, Starin, SYNNEX Corporation, TMP Pro Distribution, TXL Distribution, and Visual Solutions Distributing serve the specific needs of the AV systems professional.

Field Experience
Time is money, especially in the professional AV business. Service calls and onsite upgrades are mixed blessings; they are invoice potential as well as time traps. It seems that calculating labor costs is more of an art than a science.

With a national infrastructure of wholesale AV suppliers, you can be anywhere and still get your product to market.

While all of this is par for the course, every hour and every invoice matters, especially in challenging economic times. Will-call pickups and same day shipping are beneficial for any product need, from display mounting accessories to video walls for digital signage.

One tip: link up with a distributor that understands your specific needs and can best guide you to the program or product that best suits your projects. Many distributors and representatives were integrators first, and know first hand the challenges of installing AV in gyms, restaurants, schools, and hospitality venues. Starin, for example, is a company that knows what matters most to systems professionals, because that’s who they are. Bill Mullins, CTS-D, is Starin’s VP of distributing and knows that there is no one-size-fits-all policy in the industry. Different customers have different needs. The key is building long-lasting relationships.

Explore the value-added relationship of distribution for professionals working in corporate, education, digital signage, home entertainment, government, military, and worship markets.

Contact the distributor of your choice to learn more about their financing or ordering specifics. Audio design support specialist TMP (The Music People) Pro Distribution is in the unique position of offering contractor/dealer direct pricing without minimum requirements, opening orders, or commitments. TXL Distributing customers can choose from more than 50,000 SKUs, also with no minimum order required.

Additionally, some distributors will help customers get back on their feet or keep capital in their showroom by offering financing or payment options through personal accounts, C.O.D., or credit cards. Visual Solutions Distributing, Inc. (VSDI) also offers extended warranty plans for that extra peace of mind, said Tony Wiggins, CEO of VSDI. Pre- and post-sale support is key to the VSDI model.

Changing the Game
Distributors that have become popular serving the residential AV channel have begun to see the potential of supporting the commercial contractor. AVAD is one of these companies. With 26 locations throughout the U.S., two Canadian branches, training opportunities, and an extensive line card, AVAD is ready to leverage its resources for enterprise and commercial clients, said Wally Whinna, EVP of sales and marketing, AVAD.

“AVAD has always been committed to focusing on the unique needs of the audio, video, automation, and security installation professional, which is why we take a comprehensive approach that goes beyond distribution,” Whinna explained.

Another company new to the market is Almo Professional A/V. It is a value-added distributor with a veteran sales team, reseller education programs in collaboration with InfoComm, 12 distribution centers across the U.S., and product lines for the pro AV channel. Almo promises the “full distribution experience on a local and personal level.”

Starin connects dealers to new business through its Reseller Portal System. Ready for business every hour of the day, the company’s website provides instant access to product guides, spec sheets, pricing, promos, warranty Info, sales tools, FAQs, news, shows, website links, and more. Starin says this type of support comes in handy when you need to make that proposal or submittal, even at midnight. There are also new on-demand learning management tools for training, application assistance, implementation support, and certification.

Connectivity and Convergence
In a glum market, Capitol Sales looks to new technology to stimulate business and open new sales opportunities that clients can connect with. No New Wires is a great example of this initiative, presenting “cost-effective and new-age solutions,” said Capitol Sales’ Jeff Kussard. “New technology innovations like No New Wires uses existing infrastructure for retrofit possibilities.” This, according to Kussard, translates into solid business opportunities in a downturn economy.

Kussard also believes that distributors can help you capture new business and increase your profit margin with innovations in digital signage. IP-enabled control is another growing trend. “Digital signage, white boards...these systems are popping up everywhere, in the primary markets and secondary, tertiary markets.” To meet this demand, Capitol Sales began offering Carousel digital signage by Tightrope Media Systems. The company believes that Carousel is well suited for hospitality, retail, and other channels that do not require more than three channels.

Digital signage is also big news for SYNNEX, and an example of a specialty program within the corporation. The SYNNEX Digital Signage team provides custom solutions, pre- and post-sales technical support, training, and educational information. They even offer an interactive web portal with case studies. This is multi-vendor program designed to find the best solution for the application, rather than pushing one specific product.

The Links of the Business Chain
Let’s face it, there are numerous distributors to choose from. As a distributor it is the company’s role to be a business partner, which means more than just financing. It also means helping to create advertising plans, handling service issues, and having good terms and freight programs. When you put in an order, how many distributors will ship it the same day? Also, how many distributors will allow contractors to buy multiple brands in one shipment?

BAI offers its dealers most products at factory direct pricing. In some cases, they will sell below factory pricing for the most popular SKUs. BAI has warehouses in Florida and stocks the top products from most of manufacturer partners.

BAI’s staff are more like family, according to James Ritchhart, BAI’s general manager, and “available to answer any technical questions and help with bid proposals.”

IAVI also takes the personal approach. Their collection of specialists aren’t just industry veterans, they are a multi-lingual team ready to support customer needs. Everyone agrees, it’s crucial in today’s environment that a distributor backs the independent integrator and lets them take advantage of their collective assets and buying power. When competing for government bids, a new sports venue, or the rights to an up-and-coming hotel chain, AV contractors need all the support they can get.

Valuable Resources
Product training is another key benefit of the distribution model, and expos and events such as those held annually by trade associations and many distributors allow dealers to demo new technologies and meet the engineers driving product development. Most distribution facilities incorporate classrooms on-site for hands-on testing, so dealers can learn everything from troubleshooting to upgrading.

Almo Professional A/V partners with trade associations such as InfoComm to offer certified courses, and they’ve also joined Almo Corporation’s Consumer Electronics and Appliances Expo 2009 in St. Louis, MO, September 14-15. At this Expo, Almo will host one-on-one time with reps from major manufacturing companies and the ability to earn InfoComm CTS Renewal Unit credits.

Stampede also knows the value of support and training in order to grow business, especially on new products or products in high demand. There’s another reason distributors stay connected to new product developments. New technology can equal new sales opportunities, therefore dealers must stay dialed into the Next Big Thing. Stampede annually produces the Big Book of AV, a 520-page catalog and companion website (www.BigBookofAV.com) that keeps contractors connected with products as they roll out. The Big Book of AV includes sales info, installation tips, and specs on more than 5,000 SKUs. Margot Douaihy is a contributing editor of Residential Systems magazine and a regular SCN contributor.

ALMO PROFESSIONAL A/V

The Full Distribution Experience On a Personal Level

The newest distributor on the scene, Almo Professional A/V, is a value-added distributor that specializes in serving professional audio/visual integrators, resellers, and consultants. With a highly-skilled sales team, reseller education programs with InfoComm, 12 distribution centers across the U.S., and product lines specifically for the Pro A/V channel, partners can expect the full distribution experience on a local and personal level.

Sam Taylor, Executive Vice President and COO, Almo Professional A/V

True A/V Professionals: While Almo Professional A/V officially formed in June 2009, the sales and marketing team is made up of industry veterans that bring deep experience to the business. The entire Almo Professional A/V sales team is Infocomm-trained and the vast majority is CTS-certified so they have the qualifications needed to help integrators and resellers make the sale and support the installation. The Almo Professional A/V sales team is also the first in the industry to have every sales representative complete the DSCE (Digital Signage Certified Expert) program.

Top Brand Name Products: Almo Professional A/V distributes all the leading displays and peripherals, with new vendor partners and products being added to the line card on a daily basis. From flat panel monitors and televisions to projectors and mounting solutions, Almo Professional A/V offers an enormous inventory of the industry’s leading brand names. And with distribution centers across the U.S., most products are guaranteed to arrive within one to two days.

Professional Markets Covered: Whether it’s navigating the political waters of the government or staging a nationwide digital signage roll-out, Almo Professional A/V has the expertise, products and logistics to help integrators and resellers be successful. Markets served include bar and restaurant, corporate, digital signage, education, government, healthcare, home theater, hospitality, house of worship, and rental and staging.

Almo Professional A/V will offer training at Almo Corporation’s Consumer Electronics and Appliances Expo 2009 in St. Louis in September.

Endless Learning Opportunities: At Almo Professional A/V, partner education is a top priority. The company teams with trade associations such as InfoComm to offer certified courses that enable integrators and resellers to stay ahead. At the same time, the division works with manufacturing partners to bring live and online product training opportunities directly to channel partners. In fact, Almo Professional A/V has joined Almo Corporation’s Consumer Electronics and Appliances Expo 2009 by adding a dedicated hall for professional A/V products and training. The event, which is taking place in St. Louis, MO, September 14-15, will feature the opportunity for one-onone time with representatives from major manufacturing companies and the ability to earn InfoComm CTS Renewal Unit (RU) credits.

The Corporate Advantage: Almo Professional A/V is a division of Almo Corporation, headquartered in Philadelphia, Pennsylvania. Since the company formed in 1946, Almo Corporation has grown to become the largest distributor of consumer electronics and appliances in the United States. Almo Professional A/V partners are able to offer their customers more by accessing products from Almo’s other divisions, including consumer electronics, major appliances, wire and cable, specialty appliances and marine equipment. To learn more about Almo Corporation, go to www.almo.com.

AVAD

We Live This Stuff

With 26 locations throughout the United States, two Canadian branches, in-depth training opportunities, unique dealer programs and the industry’s most respected roster of brands, AVAD is the only supplier truly focused on the needs of the custom installer. As the company slogan “We Live This Stuff” implies, AVAD’s experienced and trained staff is dedicated to providing installers moremore selection, more technologies, more whole-house solutions and more key industry relationships-things installers need to grow their business.

Each of AVAD’s 26 US and two Canadian branches includes showrooms and high-end experience centers where installers can experience first-hand the latest technologies.

Since 1998, AVAD’s powerful combination of experts and ideas has made it the perfect link between dealers and the most trusted brands in wide array of product categories, including pro AV, distributed audio/video, lighting controls, HVAC, central vacuum, home theater and home automation, and more. Among the many brands carried by AVAD include, Bogen, Crown International, Denon Professional, JBL Pro, Speco Technologies, Chief, Draper, Gefen, JVC Pro, Key Digital, Lutron, Middle Atlantic, Netstreams, Omnimount, Panasonic Pro, Panasonic Phones, Peerless, Remote Technologies Inc. (RTI), Samsung, Sirius, Sivoia, and more.

With showrooms at all 26 US and two Canadian branches, AVAD offers professional installers high-end experience centers where they can experience first-hand the latest technologies from these manufactures and present product demonstrations for their clients.

Committed to providing dealers scalable, easier-to-install systems with high levels of functionality, through its “AVAD Integration Partners Program” vendors improve interoperability among its roster of home technology manufacturers. AVAD’s Integration Partner program creates simplified installation solutions by having each manufacturer’s respective engineering department work together to provide a robust feature set with seamless interoperability making them more reliable and repeatable.

Through AVAD University’s continuing education programs, manufacturers are made directly available to dealers through product training seminars hosted on-site at AVAD locations, as well as webinars, teleseminars, and CEDIA certifications.

AVAD’s warehouses stock trusted industry brands in wide array of product categories..

AVAD’s Vend-O-Palooza is another example of its dedication to helping a customerbase of over 10,000 certified dealers. Held at local AVAD branches, Vend-O-Palooza helps connect area dealers with leading manufacturers in an interactive forum. Vend-O-Palooza offers attendees an opportunity to meet directly with manufacturers, demo new products and purchase products at special pricing.

Since launching in 2007, Gear Head magazine, AVAD’s award-winning custom publication, has provided dealers with the latest in technology trends, sales tips, new areas of profitability, customer service and new system design and installation ideas.

With these initiatives in motion and new ones always on the horizon, AVAD is focused on leading home technology providers to unsurpassed success and innovation. With one call, AVAD does it all.

BAI DISTRIBUTORS

The One-Call Solution

BAI Distributors has been serving the contracting industry since 1987. Sound contractors and integrators have always faced a challenge when it comes to equipment procurement for their projects. Numerous orders have to be placed, expedited, tracked and stocked before any project can start. Naturally, there are always one or two items that can prevent the job from beginning or concluding, often delaying payment for completion of the job. BAI Distributors was created to ease the burden of equipment procurement by providing a one-call solution.

Starting with seven lines in 1987, BAI now stocks and distributes for over 100 direct manufacturers and has access to over 800 additional manufacturers through a cooperative buying program.

Dedicated to the AV Professional
BAI is unique in the distribution industry. Selling only to qualified dealers, contractors, integrators, and re-sellers, you don’t have to worry about crossover selling to your church, school, or end-user customer.

Buying Power
BAI also offers most products at factory direct pricing and in some cases sell below factory pricing for the most popular SKU’s.

BAI stocks and distributes for over 100 direct manufacturers and has access to over 800 additional manufacturers through a cooperative buying program..

BAI has large stocking warehouses in Florida and stocks the Top SKU’s from their manufacturer partners. BAI guarantees same day shipping for all in-stock orders placed before 4:00 PM.

It is the company’s focus to sell products in pro, commercial and residential sound, CCTV, and audio/visual, but they will be happy to price any equipment relative to the industry. BAI’s knowledgeable sales staff is available to answer any technical questions and help with bid proposals. They also offer basic design assistance.

Personal Service
BAI Distributors is committed to providing excellent and friendly customer service. The average BAI employee has been with the company for 13 years, so you can be assured of having a one-on-one dedicated customer service experience.

CAPITOL SALES

An Industry Partner

Curt Hayes, President and CFO, Capitol Sales