Security Sales & Integration June 2022 - 27

the importance of having a trusted advisor to
help navigate technical complexities, make
better business decisions, and leverage the
scale, depth, foresight and customer influence
needed today.
How do you build dealer/integrator
relationships so they trust your advice?
Dunning: To help validate technology decisions,
Wesco offers extensive IP knowledge, customer
training, technical expertise and partnerships
with leading suppliers. From standalone products
to fully integrated IP solutions, our specialized
sales teams and technical experts work with
you to meet your security needs.
Hevia: AlarMax Distributors comparably has
the most knowledgeable, resourceful branch
and field people in the industry. " We're bringing
the human back to security and A/V distribution. "
Even if you purchase nothing from
us, you can call any one of our 23 branches or
our main hotline and ask any question or get
help with setting up or configuring any kind of
security, fire, access or A/V system.
Aarnes: ADI's team is some of the industry's
most knowledgeable and well-trained professionals,
and dealers rely on us every day to assist
with product selection. Our sales team members
have an average 10+ years' industry experience
and participate in at least 35 hours of
training per year through our ADI University.
And our preapplication support team members
have an average 20 years' industry experience
and a customer approval rating of 98%.
Wild: We keep it simple. At Jenne, we apply
a very basic model in building long-term relationships.
We build credibility by providing a
'high touch, fast response' level of service. We
emphasize relationship development and partnership
based on integrity and honesty. Equally
important, we have trained and knowledgeable
video security team members who know the
business and provide immediate value.
Voll: I have an awesome team of folks who
support our dealers. They know their stuff and
they research what they don't know when our
dealer partners ask them questions. That builds
trust. I leverage social media and targeted email
communication to reach thousands of dealers
at once and with regularity. My content is a
securitysales.com
JUNE 2022 Security Sales & Integration 27
candid expression of who I am - a security
products expert, entrepreneur and a father.
Nichols: We strive to sit as a support to all our
customers, inclusive of the dealer/integrator
space. For over 25 years, we have had the pleasure
of serving our customers with a service-first
mindset. It's why our slogan is, " Where Service
Meets Expertise. " Our team tries to embody that
each day and will continue to do so for decades.
Choate: We are most successful when we are
able to drive firsthand experiences with our
products and people. Using a product provides
much more trust than simply talking
about it. Similarly, walking into one of our
local branches or using our eCommerce portal
enables our partners to engage with our amazing
teams.
Mardian: We are employee-owned and provide
excellent customer service before, during
and after the sale offering value-adds such as
free hand delivery, demo product to test, and
training seminars. We provide live, in-branch
demonstration equipment for most or key
product offerings. We provide first-line technical
support with an easy return policy.
James: Our relationships are built on trust. It's
critical that our partners know they are working
with a company they can trust and rely on -
one that will provide insight and support based
on their specific needs. Our teams go through
extensive technology and solution training in
order to deliver the highest level of support to
our partners. SSI
SS&Si Dealer Network has
added more dealer partners
nationwide and increased
sales by more than 70%. It
continues to invest in software
to streamline customer
communication, quoting,
ordering and payables.
Being able to
fully understand
lead times, supply
constraints and
inventory
availability have
been critical in
helping our
partners meet
their end users'
needs.
- Brian James, ScanSource
COURTESY SS&Si DEALER NETWORK
http://www.securitysales.com
Security Sales & Integration June 2022

Table of Contents for the Digital Edition of Security Sales & Integration June 2022
