The Kern Group - Security Integrators Reveal Their Favorite Brands, How to Earn Their Business
January 03, 2018 Scott Goldfine
Wonder what makes a security integrator pledge loyalty to a particular product brand or what sways that same company to jump ship? SSI’s 2017 Top Market Leaders reveal their top 5 access, fire, intrusion and video brands. Only about one-third (32%) of installing security integrators and dealers believe the prices their manufacturers and wholesale distributors charge them for products are generally fair and reasonable. Almost half (49%) say certain items are overpriced and more than 17% contend all products are too expensive. That according to Security Sales & Integration’s most recent Operations & Opportunities Report (August 2017). And yet price was seldom mentioned and never the No. 1 factor when several of the industry’s leading security firms were asked why they select or discard brands. The much more subjective and broader term of value is referenced much more frequently. While price naturally plays into a value assessment, typically much more impactful to integrators and dealers are qualities such as support, features, reliability, loyalty and compatibility.
As part of selecting 2017’s Top 75 Market Leaders in October, SSI asked those high profile and proven integrators to identify their preferred brands in the major product categories of access control, fire safety, intrusion detection and video surveillance.