Distributor Roundtable: Margin Mapping
Technology Integrator: The biggest challenge integrators face is profitability. Specifically, what is the single most important thing you’re doing this year to help your integrators make more money than they did last year?
Michael Flink, ADI: At ADI, we are helping our dealers move into adjacent spaces that can be more profitable to them, such as security systems and video surveillance, that may also bring RMR (recurring monthly revenue) opportunities. This year, we have boosted our training initiatives to help dealers become familiar with these technologies, and expand their offerings. We’ve added new classes to the ADI Expo Training Series, and continue to offer numerous educational opportunities at all our branch locations across North America. In addition, we’re helping integrators recognize the value of offering add-on products, and with ADI’s local inventory they are able to pick up higher-margin items without having to stock the products themselves.
Sam Taylor, Almo Pro A/V: Almo has invested resources and money to focus on providing the best educational curriculum available for our resellers. The education track we offer covers the full gamut of topics from general business courses to very specific technical courses. Resellers who stay on top of developing and educating their employees are the ones who are increasing their business and their bottom line.
Jim Annes, AVAD: AVAD has always been committed to providing dealers with the best products from the industry’s leading vendors. Above and beyond serving as a distribution source for products, we have worked hard to provide our customers with valuable support that enables them to manage and grow their businesses. One of the resources we’re continuing to expand is ongoing business development education.
This year, we’re rolling out a series of sales training programs that dealers can attend at our Vendopalooza event series. These courses offer integrators tips on how to effectively market and sell new product categories. Additionally, AVAD offers training to help integrators think outside of the box and explore markets that are not commonly considered.
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