Many friends in the security industry complain to me about the deterioration of the distribution channel. The current economic times are hard and all kinds of actors swarm the market. Thus, it is common for many to end up doing everything while the others are bogged down in maintaining that pusillanesque core with which one day they made themselves known. Some complain of unfair competition others boast of how well they have diversified their business.
So what's right? We are not the best placed to say so. However, a wild and unplanned mercantilist interest can end up affecting many companies and the worst, generating irreversible damage in a business segment.
One strategy that some have implemented is to look for a kind of hybrid in the marketing scheme. Before it was impossible to think about the proximity of the technological manufacturer (in this case security) with the end user. Today it is something imperative, but for the educational advantages that this has.
In no case should this lead to the establishment of unlimited competition between manufacturer and distributor, as it does not make sense. Rather, the proximity of technology producers to end consumers should lead to the strengthening of the distribution channel, allowing the manufacturer to know the needs of its latest customers and to pass them on to its direct customers. Manufacturers should specialize in technical support and education, not installation.
But integrators also have their commitments. The habit of selling any product to be won in the price war is not entirely good. Let us remember that we are all served by a very strong and developed chain; that way we will all eat longer.
