15 Minutes With:: WAVE Electronics
Technology Integrator: Talk a bit about the company’s background since its founding in 2002. At that time, I believe you were more of a regional operation. You’ve now almost reached the $70 million mark in business (for 2012) and operate across seven states. In which states do you now operate? How many WAVE facilities are there?
Will Breaux: WAVE started in Houston as a regional distributor and quickly grew to other markets. After 10 years, the decision was made to expand outside of our territory. Sales teams were added in New York, New Jersey, Florida and Georgia. This year, we relocated our New Jersey and Florida branches into beautiful new purpose-built WAVE facilities with training rooms, showrooms, automated living rooms, and what we are known for: hand-pick areas.
TI: What are some of the principal product categories you carry for integrators? How have their needs changed in the recent past—and how has WAVE responded to those changing needs in terms of acquiring other brands or product categories?
Breaux: Our focus has always been on anything an integrator might need, whether that be audio, video or security. At ISC West 2013, WAVE was announced as the top distributor for 2gig products. But our specialty has been control and automation products by offering knowledgeable sales staff, more trainings, and a technical outside sales team. For these reasons, Lutron saw the possibilities in teaming up with us. With barely a few months under our belt, we have become their fastest-growing distributor of all time. We continue to maintain a strong focus on control products, even though it’s traditionally difficult for most other distributors to truly succeed with this category.
TI: Tell us about the evolution of your training programs. Do you offer both on-site and off-site training? How frequent are the trainings, and what are integrators most in need of in terms of keeping their installation and business-running skills honed these days?