“They really took the time to develop the marketing, brochures and professional look that I wanted.” Pfleger said he has never been part of any other dealer programs because he was concerned about losing his company’s identity and wanted to maintain 100 percent of his customer’s installation, service and monitoring revenues.
NationWide has brought a top selection of products to market with the program, currently offering DMP, Visonic, Xanboo and others which are emblazoned with the S&W name. The continued development of video monitoring will also play into the introduction of new products. But Pfleger said he did not join the program specifically for the products offered.
“Alarm equipment is just that,” Pfleger continued. “You can get into a Ford or Chevy argument all day. I think the top manufacturers all offer top quality products that just use slightly different aesthetics or different programming methods. I did not pick S&W because of the vendor equipment they use. Whether it is DMP, Honeywell, GE or Napco, none of the manufacturers has everything I would like. Some day they will run out of features that differentiate them from one another and they will have to fall back solely on improving their customer and technical service.”
Look for the Right Fit
Back in the day, dealer programs were quite common. Remember the Dictograph, Dynamark and Radionics dealer programs? At the time, they brought integrators up to the next level in industry technologies.
There are many dealer programs in the industry today, for both larger integrators and smaller companies. The thing to look at is the fit, for you and your customer, and how the program may work with you with regards to your future goals.
Considering the economy, dealer programs may be on a comeback trail, although they certainly have changed with the times. Products are often core, and many are already integrated for the installer, i.e., they work together as a single solution. Some dealer programs have begun a quasi-distribution of products through their customers, the integrators, and that trend can be expected to continue. Dealer programs also give integrators access to training and marketing programs and materials to build the business as well as other professional services.
As technologies continue to converge and merge, dealer programs are beneficial alliances.
According to Paul Pierce, PhD candidate at Lund University and a lead researcher in the LUSAX Security Informatics study, alliances are a great way to build business. “Alliances are an inevitable part of the future, especially as technology converges and systems run on the same networks,” Pierce said.
Rich Thompson of The Standard Alarm Co. is putting his confidence in the Smith & Wesson name and well-known security products to grab more share of the residential market in the community in which he does business.