Catalyst AV Focuses On Full Solution
Another piece of the puzzle group directors say they can provide is filling the communication gap that typically exists between manufacturers and dealers.
“All manufacturers have a message that they want to bring out to the field, but getting it from their mouths to the field is sometimes a circuitous route,” Presti said. “We have a direct conduit to our 14,000 dealers. We can take the manufacturers’ message and make sure it’s communicated to the dealers in a way the dealer understands, because often times that doesn’t happen.”
Wally Whinna, president of Allnet Distributing in Elk Grove Village, Ill., and former vice president of sales and marketing at Avad, said recent surveys show the need for distributors is increasing, especially as dealer reliance on just-in-time delivery and technical support grows, and as vendors continue to cut back on the number of field reps that service dealers, a move that further erodes effective communications.