The news of Interlogix shutting down operations is likely causing some sleepless nights with security integrators who sell Interlogix and are closely identified with the brand. In times of disruption like this, what do integrators need to focus on to minimize challenges to their business?
First, it is important to accept that any long-standing loyalty to the brand is a thing of the past. It is time to look forward and forge new relationships with manufacturers that best align with the security business’s interests – and that includes some distributors who were more tightly aligned with Interlogix than others. As integrators determine the best new manufacturer fit for their business moving forward, it is conceivable they could be reevaluating their distributor relationships as well.
Integrators may be sitting on some inventory and evaluating compatibility and upgrade options as they develop their transition plan, and it may be tempting to stay with the 319.5 MHz wireless frequency to use up that inventory; however, there are dual-frequency receiver options available that broaden the opportunities to choose the right manufacturer without making sensor frequency the deciding factor. Check with the manufacturer to learn the full extent of their wireless solutions, including dual frequency conversion. You may be surprised at the cost-effective options.
Finding a replacement wired system for an integrator’s builder channel business might be another immediate consideration. It could also be an opportunity for integrators to rethink the solutions they present to the builder channel and change the conversation with the community. Is it time to become part of the trend of leading the builder market toward wireless systems?
Of course, there may be some tempting “close-out” prices for integrators to consider. Rather than chase the short-term, successful security professionals will be using this time to think strategically and for the longer term.
Integrators should review the entire “package” offered by manufacturers to determine who they feel they can best align with. In short, who’s got your back? Who can you rely on? Who delivers product that works day in and day out? Who will be there for you when you have a question or when something goes wrong? Is the sales team there to just sell you product, or to work with you on how to grow your business? Do they have programs in place that reward your business? Do they offer comprehensive training?
These are some of the questions that security integrators should be asking, and yes, there are a lot of us vying for your attention and business. Embrace this period of change with an eye toward building a stronger future. You will come out ahead.
Bruce Mungiguerra is SVP of Global Sales and Marketing for Nortek Security & Control. Request more info about the company at www.securityinfowatch.com/10215766.
