Security Sales & Integration June 2022 - 23

What's your supply chain outlook and
expected implications throughout 2022?
Hevia: I wish I could say that the supply channel
challenge will improve this year, however,
all indications are that it will continue well into
2023. The Ukraine war has aggravated the semiconductor
shortage, as they supply upwards of
85% of the world's neon gas. Neon gas is used
in the laser process of manufacturing semiconductors.
It will take at least a year to find alternate
sources.
Aarnes: We are expecting these supply chain
disruptions and uncertainties to remain well
through 2022, and we're continuing to take every
step possible to try and lessen the impact for
our customers.
Wild: We expect some shortages to continue.
However, we are seeing light at the end of tunnel.
Key vendors provide us with more optimistic
lead times, and dates for products to arrive
in our warehouse have been more accurate as
of late. With that said, we will continue to operate
as we have over the last year and ensure
communication stays in place around pipeline
management to allow continued improvements
for our dealers and their end customers.
Voll: We've seen some relief in recent months,
but we expect to see more supply chain constraints
in the second half of the year. We
expect more price increases from our manufacturing
partners as well. I'm optimistic that
inflationary pressures on consumers won't drastically
impact demand for security products.
Even if they struggle to recalibrate their pricing
for products and services, I have no doubt our
dealer partners will continue to sell their value.
Nichols: We see improvement. We have already
begun to see our vendors make good on
some large orders. It's not our position that we
will be out of the woods, but the market will
see some improvement. That said, we are now,
more than ever, aware of how susceptible the
market is to external impacts, and we are sure
the businesses in this industry will begin to revisit
how they stock their organizations.
Choate: We will continue to manage through
the forecasted lean supply chain as chipset
suppliers and third-party partners continue to
ramp their availability.
securitysales.com
Mardian: For main systems and finished
goods we are on track to meet customer demand.
For spare parts and commodity items
we are seeking varied sources to ensure sufficient
supply.
TOP 3 REASONS
TO PARTNER
▶ Access Hardware Supply
1. Level of service, and ability to mend
and operate quickly
2. Training, vendor engagement and
competitive pricing structures
3. Offer site walks and photo diagnostics
support
▶ ADI Global
1. Wide selection and availability of
products from 1,000+ suppliers
2. Configured solutions and system
design support
3. Services to help customers discover
new revenue streams & operate
more efficiently
▶ AlarMax Distributors
1. Knowledgeable, resourceful branch
and field people
2. 23 fully stocked hybrid hub/branches,
with available local inventory
3. Provides courses like Security/Fire
101 or ProAV 101
▶ Jenne
1. Uncomplicated policies, no bureaucracy
2. Privately owned, decisions in best
interest of customer
3. Look for reasons to say yes to challenging
opportunities
▶ ScanSource
1. Presale technical support and design
services
2. Pro services teams able to plan, design,
install, configure, test & deploy
solutions
3. Usage & adoption services help
partners maximize ROI and user
acceptance
▶ Snap One
1. Manufacture and sell products directly
to integrators, ensuring they're
never price shopped
2. Also distribute many of industry's
top brands to create seamless onestop
shop
3. Award-winning support, eCommerce
portal and 30+ local branches
▶ Southwest Automated Security
1. Employee-owned, knowledgeable
and caring team
2. In-branch demo equipment, first-line
tech support, training programs
3. Ready stock of critical products,
or goes out of way to find what's
needed
▶ SS&Si Dealer Network
1. Understand dealer partners' businesses,
goals and challenges
2. Beat " Big Box " on price every day,
and offer free private labeling (no
minimum)
3. No-cost & low-cost marketing
materials, access to sales tools like
consumer financing
▶ Wesco Int'l
1. Takes consultative approach to deliver
complete security offering
2. Extensive IP knowledge, customer
training, technical expertise & partnerships
with top suppliers
3. Specialized teams to help increase
profitability, improve productivity,
mitigate risk
JUNE 2022 Security Sales & Integration 23
http://www.securitysales.com
Security Sales & Integration June 2022

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