Security Sales & Integration June 2022 - 22

Management
2022 Distribution
Roundtable
icated teams, along with our global technical
services solutions group, are structured to support,
advise and consult with partners globally
and locally, whether they are security integrators,
service providers, global end customers or
solutions providers.
How has your organization been working
with supply-challenged manufacturers?
Dunning: As a leading supply chain solutions
and technology provider, Wesco is committed
to helping customers respond to global supply
chain challenges by increasing our on-shelf inventory
availability based on local demands.
We continue to build and expand our supply
chain services offerings and digital capabilities
to meet the needs of our partners while tailoring
solutions based on customer requirements.
nent-level availability and lead times/supply, all
while adhering to our high-quality standards.
In many cases, our engineering teams have also
been agile in redesign efforts to enable alternative
components/sourcing where possible.
Nichols: We pride ourselves on the relationships
we have built with our vendors. Constant
and accurate communication is the expectation
we set with our vendors, so we can be sure to
treat our customers the same. Thanks to that
level of transparency, and our drive to serve, not
just sell, we have been able to keep our customers
happy and in the green.
Voll: Supply chain challenges pushed our team
to get better at communicating - with customers
and vendors and with each other. We
also learned to get creative - reworking bills of
materials to meet the requirements of our dealer
partners' projects.
Wild: Jenne is in constant communication with
our vendor community on a daily/weekly basis.
This includes communication between not only
our purchasing department and the vendor, but
also coordination between the Jenne sales associates
and the vendor sales associates. Sharing
of information around key projects and current
inventory is crucial to minimize disruptions.
AlarMax Distributors prioritizes
education and training.
Its AlarMax University offers
courses such as Security/Fire
101 and ProAV 101.
James: Having visibility into our suppliers'
supply chain challenges has been instrumental
in helping our partners forecast and understand
how they can fulfill orders in the pipeline. Flexibility
and patience have been at the forefront
for all members of the channel. Our supply
chain team has done an incredible job in helping
us to navigate these challenges.
Mardian: Providing our dealers and integrators
with as much advance notice of supplier price
increases. Placing stocking orders ongoing and
in advance to avoid shortages. Scheduling planning
meetings with key customers to forecast
their product needs and react accordingly.
Choate: Snap One has leaned into more strategic
partnerships with our suppliers, working
to identify and remedy risks as early as possible.
This spans production capacity/labor, compo22
Security
Sales & Integration JUNE 2022
Aarnes: Communication across the supply chain
remains key to responding fast and efficiently to
any situation. Our demand planning team collaborates
regularly with both our suppliers and integrators
to quickly identify any potential shortages
and monitor inventory levels. We conduct an integrated
business planning process with suppliers
to understand their current inventory, secondary
and tertiary component sourcing, and levels of
production so that we can respond with additional
safety stock or order expedites where appropriate.
Additionally, we're staying closely engaged
with our carriers to mitigate the potential for container
availability challenges and port congestion.
Hevia: We have tried to work within a supplier's
product offerings to offer substitutes for the
out-of-stock products, from the same manufacturer
so they don't lose the sale to their competitor
and the dealer has limited retraining needs.
In some cases, dealers are willing to trade up on
a product, if it's in stock versus waiting for their
initially desired product solution.
securitysales.com
COURTESY ALARMAX
http://www.securitysales.com
Security Sales & Integration June 2022

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