Security Sales & Integration June 2021 - 32

Management
2021 Distribution
Roundtable
denominator of these solutions is their utility
in supporting applications that endure, after
objectives like social distance monitoring and
contract tracing are no longer paramount.
In an instant,
end users at home
wanted more
security, more
entertainment
- and what
started as a
potential threat
to our industry
led to
unprecedented
demand.
- Clint Choate, SnapAV
Dan Wild: The pandemic has rapidly increased
demand for USB and Bluetooth A/V devices
such as headsets and webcams that can easily
be deployed in home office, office or office
environments to help users communicate and
collaborate effectively anywhere. With increased
demand, particular at the beginning
of the pandemic and when work-from-home
orders were implemented, some supply chain
issues impacted the availability of products.
The pandemic also has driven the integration
of AI with security cameras and their analytics
capabilities. Social distancing, face coverings,
limited public gatherings and body temperature
detection can be monitored automatically
and intuitively with cameras' built-in AI video
analytics features.
Dennis Holzer: The pandemic has had a negative
impact on most commercial product
categories. Companies and organizations that
were located in larger buildings and office
spaces are no longer using these facilities as
employees work from home, creating a decrease
in the need for commercial upgrades.
Categories that have been positively impacted
by the pandemic include residential categories
such as networking, audio/video and security.
Consumers are relying on technology to help
them successfully work from home and keep
the whole family entertained without leaving
the home.
What are the top challenges facing
security distributors today? How is your
company dealing with it?
Choate: Security distributors are facing supply
chain disruption and inventory challenges. As a
supplier and a manufacturer, we are fortunate
to have a greater level of control of our supply
chain. Throughout COVID-19, we have
increased our commitment to stocking levels
and broadened our local reach throughout the
country to make sure partners got product on
time. With over 23 local stores, as well as a
robust ecommerce portal, we can help deliver
product quickly.
OPPORTUNITIES DEALERS/INTEGRATORS SHOULD HEED
" Mobile credentials, smart
credentials and touchless
actuation can all be
important products for
dealers. End users have
added safety to their security programs and
it's important to address that need. "
- Brian Avants, Access Hardware Supply
" Commit to becoming
trusted advisors/technologists
for homes and
businesses. In short, quick
installations don't result in
high-RMR. " - Clint Choate, SnapAV
" Focus on repeat business.
Going back to customers
they have previously
worked with to install a
security system will lead to
more business as they are able to offer new
products and additions to the current
system. " - Dennis Holzer, PowerHouse
Alliance
" We've identified growth
opportunities for our
customers in residential
A/V, professional A/V and
data communications.
We're expanding our offerings in these
spaces to help our customers capitalize on
these growing markets. " - Rob Aarnes, ADI
Global
" Wired and wireless
networking, as it's typically
not the cameras that fail
but the network. As we
deploy more 4K, run
additional analytics and enhance remote
access, smooth traffic must be ensured
across the customer's network along with
adequate storage capabilities. " - Dan Wild,
Jenne
32
Security Sales & Integration JUNE 2021
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Security Sales & Integration June 2021

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