Each year Locksmith Ledger polls a select group of successful locksmith distributors on the state of the industry and the advances made by their businesses. This year our participants are ADI, Lockmasters Inc and Direct Security Supply, Inc.
How has your role as a distributor changed in the last 10 years?
The role of the distributor has really evolved over the past decade as both dealers and manufacturers depend more on the distributor as a strong foundation in the security and low voltage market. Distributors provide job design and installation guidance to their customers, and have transformed from selling single point products to complete solutions.
Aside from products, distributors also provide dealers with training, support and new growth areas. Distributors introduce dealers to add on and up sell opportunities, and help them diversify their offering to be end-to-end solution providers. Manufacturers lean on the distributor for increased visibility for their products, the opportunity to reach a more diverse number of dealers and available merchandising and marketing initiatives.
What role do you see distribution fulfilling in the next five to 10 years?
The distributor will continue to expand and transform in the next several years, as they play a major role in the market. Continuing to strengthen the supply chain and serving as industry advocates for both the dealer and manufacturer will be strategic differentiating factors in the future. Training programs will increase as dealers depend more on the distributor to educate them on the latest technology.
Have you added new “categories” of products over the last five to 10 years? If so, what directions have you taken and will you continue to take?
ADI has added a variety of new products to our access offering including some biometric products as well as IP-based access control solutions. We’ve expanded our breadth in locking hardware, perimeter protection, and telephone entry systems. We also offer a complete line of A/V solutions.
ADI continues to add new products to our solutions portfolio as advanced technology becomes more available. We consistently review our offering to ensure that we are providing our customers with best-in-class solutions from industry-leading manufacturers. We want our dealers to have access to the best technology to help them stay ahead in a competitive market.
Has there been a purchasing change by the locksmith? What types of products are different?
We have been seeing more and more dealers interested in electronic access control technology including web-enabled solutions. These hybrid products allow users to easily program and manage systems through the Internet. Dealers can then administer the systems for their customers, creating new, recurring revenue opportunities. Biometric products are becoming more popular as they are extremely reliable and offer near-zero false negatives and positives while balancing any privacy concerns.
What separates your distribution organization from your competitors?
ADI has been distributing the latest technologies and value-added services to dealers of all sizes for more than 20 years. With more than 200 fully stocked branches around the world, ADI offers the convenience of one-stop-shopping for a variety of solutions including IP Networking, Access, CCTV, Intrusion, Fire, A/V, Home Solutions, Tools & Hardware, and Wire & Cable.
With dedicated training rooms in each branch, ADI hosts an assortment of education opportunities including training seminars, Expos, new product rollouts, vendor trainings and counter days, interactive demonstrations, and more. Free to all industry professionals, ADI Expos offer an extensive range of training seminars, a chance to demo the latest technology and interact with leading manufacturers and local associations.
ADI also offers next-day delivery, flexible credit terms and a systems sales & support team of highly trained professionals to assist dealers with pre-sales and application needs.
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