Systems Contractor News - The Integration Guide to Distribution - August 2022

A SUPPLEMENT TO

MAGAZINE

THE INTEGRATION GUIDE TO

DISTRIBUTION

SPONSORED BY

ADI GLOBAL • BROADFIELD DISTRIBUTING • BTX • EXERTIS ALMO FULL COMPASS • STARIN • TD SYNNEX • TECNEC

DISTRIBUTION INTEGRATION GUIDE

CONTENT

VP/Content Creation Anthony Savona Content Director Mark J. Pescatore, Ph.D. mark.pescatore@futurenet.com Content Manager Wayne Cavadi Contributor Carolyn Heinze Group Art Director Nicole Cobban Art Editor Rob Crossland Production Managers Nicole Schilling, Heather Tatrow A DV E R T I S I N G S A L E S

Vice President, AV/Consumer Electronics & Pro Audio Adam Goldstein, adam.goldstein@futurenet.com SALES

Products and Partnerships How Pro AV Distributors Can Streamline Project Delivery

By Carolyn Heinze

W

hile AV integrators use distributors to procure equipment, they may also benefit from a number of services and programs designed to help them manage projects and even grow their companies. AV distributors can also play a considerable role in helping integrators through this current economic climate, during which sourcing product has been a considerable challenge.

National Technology Integrators (NTI) is a design/build AV integrator headquartered in Gaithersburg, MD. The company serves the Washington, D.C. metro area, and also has a presence in New York and California. In addition to AV, the firm offers structured cabling products and services. Currently, NTI is a client of Exertis Almo, an AV products distributor headquartered in Philadelphia, PA. Joe Wethje, chief operating officer at NTI, explained that distributors can play a key role in helping AV integrators address the current supply chain issues that everyone is facing. “One of the biggest things is communication and being very, very clear on when product is coming in, what delays are being incurred, why they’re being incurred, and then the costs that coincide with that,” he said. “I always tell people bad news is better than no news, so we want to hear what’s happening in real time.”

Logistical Advantages Exertis Almo offers a full range of AV products, including displays, mounting solutions, cabling, digital signage solutions, cameras, UC technology, and loudspeakers, as well as internet services that integra2

SCN // August 2022 // avnetwork.com

John Casey, john.casey@futurenet.com Janis Crowley, janis.crowley@futurenet.com Zahra Majma, zahra.majma@futurenet.com Debbie Rosenthal, debbie.rosenthal@futurenet.com Andi Tureson andi.tureson@futurenet.com

Senior Vice President, B2B Rick Stamberger VP, Sales & Publishing, B2B Aaron Kern VP, B2B Tech Group Carmel King VP, Sales, B2B Tech Group Adam Goldstein Head of Production US & UK Mark Constance Head of Design Rodney Dive FUTURE US, INC.

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INTEGRATION GUIDE DISTRIBUTION

tors may resell to their clients. Its service roster includes design, installation, digital signage content creation and player configuration, programming, and bandwidth analysis. Additionally, the distributor hosts its E4 Experience tour, which features educational sessions as well as exhibits from dozens of vendor partners.

Sam Taylor, executive vice president and COO at Exertis Almo, said distributors provide AV integrators with a number of benefits. “We have more flexible credit terms and we have better logistics,” he explained. “We can kit products so that our customers can get the mount, the display, the cabling, and the control system all on a palette going to a specific room.”

When working directly with manufacturers, integrators don’t have access to this one-stop shop model. “They’re going to have to place 15 POs to coordinate a rollout, which they just don’t have the bandwidth to do,” Taylor added, “and it doesn’t make

financial sense for them to do that as well.”

TD SYNNEX, headquartered in Clearwater, FL, and Fremont, CA, provides a wide range of AV and IT products in a number of categories, including professional AV, digital signage, UC and collaboration, physical and network security, cloud mobility, and IoT. Among its services are site surveys and assessments, same-day order processing and drop-ship fulfillment, bundling and kitting, extended warranty programs, and financing solutions (including SaaS).

Sandi Stambaugh, senior vice president of product management, noted that all of this combined results in increased efficiency for AV integrators. “Partnering with a distributor extends your team, services, financing capabilities, and operational efficiencies beyond direct manufacturer relationships,” she said. “Leveraging the ecosystems, resources, Jump to page 20

“Partnering with a distributor extends your team, services, financing capabilities, and operational efficiencies beyond direct manufacturer relationships.”

Sandi Stambaugh, TD SYNNEX avnetwork.com // August 2022 // SCN

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ADVERTORIAL

ADI DISTRIBUTION

AV INTEGRATION DISTRIBUTOR GUIDE

Your indispensable partner of choice

Working with more than 90 leading Pro AV manufacturers, ADI researches and sources the latest products ensuring that integrators have access to a broad selection of AV products and the newest technologies.

Moreover, integrators can rely on ADI to hold inventory so they don’t have to stock items that will hit their bottom line. With lead times and supply chain challenges across the country, integrators can buy per job from ADI to help increase their cash flow. This offers significant value to customers, and ADI remains committed to providing immediate access to the products they need, when they need them - in the right place, at the right time.

In addition to its product offering, ADI provides an array of support to help customers discover new opportunities and make installations easier and more efficient. Herman Integration Services (H-IS), ADI’s labor subcontracting business, helps integrators expand their AV capabilities and take on more projects by subcontracting AV labor and services. With H-IS, customers have access to full-time technicians, AV engineering, programming, CAD services and project management. Additional services available through ADI include Systems Design, IP Programming, Project Registration, Remote Monitoring, Cybersecurity, Training and more.

“At ADI, we’re committed to building the foundation to support decades of Pro AV growth for our customers, and for our industry,” Cynthia Menna vice president and general manager, Pro AV at ADI. REGIONS COVERED United States Canada

BRANDS DISTRIBUTED • • • • • • • • • • • • • • • • • • • • • • • • •

AMX Audix Belden Bose Pro Chief Crown Audio Da-Lite Epson Harman JBL Kramer Legrand Listen Technologies LG Logitech Middle Atlantic Netgear Peerless AV Philips Samsung Sharp Sony SurgeX Vaddio Yamaha

CONTACT

Cynthia Menna, VPGM – Pro AV www.adiglobal.com/us ProAVSales@ADIGlobal.com Phone: 888-736-6888

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ADVERTORIAL LIVE DEALER WEBINARS

BROADFIELD DISTRIBUTING AV INTEGRATION DISTRIBUTOR GUIDE

Broadfield Distributing is a family owned and operated distributor that has been servicing thousands of resellers in the pro video marketplace for the past 30 years. We have grown with the changes in the industry, and now we are pleased to offer hardware and software systems from more than 40 manufacturers and thousands of products in stock, ready to ship, from our large distribution center in Long Island, NY. WE UNDERSTAND THE PRODUCTS WE SELL. Our expertise in this area is undisputed. No other distributor has the product knowledge or technical support that we do. When you buy from Broadfield, you get to leverage our product expertise. This makes you a better supplier to your customers and helps you sell more products and grow your business.

WE UNDERSTAND THE MARKETPLACE. As our industry grows and matures, there are more and more choices for you to make. Not only can we tell you about what products are available today, our strong partnerships with our vendors give us a peek into the future.

We can help you plan your marketing and sales promotions in advance, allowing you to grow your business and be more profitable.

VIDEO PRODUCTION AND EDITING IS OUR ONLY BUSINESS. We have been the leading distributor in the video editing and production marketplace since its infancy. This is why we know the products and the marketplace so well. For us, this is and has always been a long term commitment. We don’t treat our products as SKU numbers or the flavor of the month. Our number one goal is to see the marketplace grow while protecting your profit margins. You won’t find us dumping products into the channel to offset poor sales in other product segments.

WE ARE INDUSTRY INNOVATORS. Over the years, we have worked hard to create profit opportunities for you. We offer special bundle versions of software that you can use to increase your sales and profits. We are constantly searching for and finding complimentary products and add-ons that you can sell to your customer base.

WE HAVE THE BEST CUSTOMER SERVICE IN THE INDUSTRY. We have the people and systems in place to make sure that you always look your best to your customers. Let’s face it—in business, things don’t always go as planned. When this happens, you can count on Broadfield to do everything possible to help you make and keep the sale.

Watch our Broadfield “Liquid Lunch & Learn” Dealer webinars LIVE! Every Thursday at 1pm ET at news. broadfield.com/live. Crack open a beer and stay up to date on the latest sales tips, new products and opportunities in the industry.

PRODUCTS & SERVICES OFFERED • Live production and streaming solutions • NDI production systems, cameras & converters • Video editing and production software • Video storage solutions • Mixers and switchers • On camera monitors, recorders, and playback • HDR monitors • PTZ cameras • Videoconferencing cameras • NLE software and plug-ins • Church, live event, and sports production equipment

BRANDS DISTRIBUTED • • • • • • • • • • •

NewTek Epiphan Video Telestream PTZOptics LiveU BirdDog JVC Professional Panasonic Digital Joy Atomos RED

• LUMIX • Avid • SanDisk Professional • Seagate / LaCie • Angelbird • MRMC • Netgear • YoloLiv And many more...

You’ll like doing business with Broadfield because we make it easy to do business!

CONTACT Broadfield Distributing 179 Liberty Ave Mineola, NY 11501 Phone: 800-634-5178 or 516-676-2378 Email: broadfield@broadfield.com Web: www.broadfield.com Our dealer sales staff is available Monday-Friday, 9am to 5pm ET to help answer any questions you may have regarding our products, system recommendations, compatibility, features, and more.

Call us at 800-634-5178 to speak to your salesperson.

Team Broadfield celebrates with Dirk Beveridge of We Supply America championing the noble calling of distribution

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Dealers enjoying the Broadfield Dealer Appreciation event at NAB 2022.

ADVERTORIAL

REGIONS

United States

PRODUCT CATEGORIES

Bulk Cable, Cable Assemblies, Cameras & Camera Accessories, Cell Signal Boosters, Conference & Collaboration, Connectors & Adapters, Fiber Optica Products, Mini PCs, Networking & Control, Power Products, Pro Audio, Racks & Accessories, Room Scheduling Systems, Signal Processing, Tools & Test Equipment, Wall Plates & Rack Panels

AV INTEGRATION DISTRIBUTOR GUIDE

FEATURED BRANDS

BTX

BTX Technologies is a highly technical distribution company that has been supporting the AV and IT integration community for 55 years. In addition to our line card of trusted partners, we hold several patents, and operate a full-service manufacturing division for copper, fiber and metalwork.

The BTX team searches the world over for exciting products that level up AV and IT systems. We also spend a lot of time performing interoperability testing to provide more detailed and practical insight into what products complement each other best in a system. Our products fall into three main categories: INTEGRATION SUPPLIES – The essential products needed in the field, such as cables,

connectors, tools and testing equipment.

SIGNAL PROCESSING EQUIPMENT – From industry-leading manufacturers such as Atlona, Netgear, Gefen, Kramer, Muxlab, Just Add Power, RDL and more.

EMERGING TECHNOLOGIES – Newer solutions such as AI-infused cameras,

cell signal boosting equipment, award-winning converters and switchers, and more.

We partner with brands that stand behind their products, and our award-winning* technical inside and outside sales staff, applications engineering team, and in-house product engineering group are dedicated to helping you specify and engineer your technology projects. (*Best Sales Operation – SCN Stellar Service Awards 2022) To further augment our value as a partner to your business, we build copper and fiber cable assemblies for AV, rental and production, and broadcast applications. Certified by Neutrik, LEMO, Belden and QPC, our assembly lab is unparalleled in the quality of their output. We even fix other manufacturers’ broken cables.

Our metalwork division is fast, reliable, and painstakingly precise. Our complimentary software lets you pick a panel or plate, choose connectors from our vast library, add logos and text, and get a quote immediately.

At BTX, we know that supply chain issues are a major hurdle. With the broadest selection of audio, video, and data integration products in the industry, we are here to help you over your supply chain hurdles today.

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• • • • • • • • • • • • • • • • • • • • • • • • • •

AFL Arlington Atlona Audinate Audio-Technica Belden BookIT Brady Broadata BTX Cameras BTX Manufacturing Convergent Design Decimator Dymo EPOS Gefen Global Cache Heckler Design Hellermann Tyton Huddly Iadea INOGENI Intel Just Add Power Kings/ Winchester Kramer

CONTACT

• • • • • • • • • • • • • • • • • • • • • •

Lemo Luxul Maxblox by BTX Middle Atlantic Products Mogami Muxlab Netgear Neutrik Newline Interactive NTI OCC Optimal Audio PunQtum QPC Fiber Optic RDL Switchcraft Tripp-Lite Vaddio West Penn/CDT Wilson Pro Xantech ZeeVee

5 Skyline Drive Hawthorne, NY 10532 Web: www.btx.com Phone: 800-666-0996 Email: info@btx.com

ADVERTORIAL REGIONS

United States Latin America Mexico Caribbean Canada

AV INTEGRATION DISTRIBUTOR GUIDE

FEATURED BRANDS

EXERTIS ALMO ABOUT EXERTIS ALMO

Exertis Almo is the largest and most specialized value-added North American Professional AV distributor offering its reseller partners the most expansive range of products, managed services, technical support and training to drive business growth and generate profits.

Formed in 2022 following Exertis’ acquisition of Almo Corporation, Exertis Almo harnesses the combined sales, service, marketing and subject matter expertise of Almo Professional A/V and Exertis Pro AV to deliver customized business development strategies, programs and educational events that enable partners to thrive.

With a highly-accomplished joint leadership team, more than 300 employees, 12 distribution facilities, and 2.7 million square feet of warehousing space, Exertis Almo provides the specialization and resources its partners need while maintaining the personal distribution approach they expect.

EXPERIENCED LEADERSHIP COMBINED FOR YOU

Exertis Almo is led by Sam Taylor, Executive Vice President and COO, who brings 35 years of Pro AV leadership to the unified business.

According to Taylor, “There has never been a more exciting time to partner with Exertis Almo than right now. We are ready to meet integrators where they are, serve them at a far greater capacity and guide them into a future where they will grow and thrive with abundant access to more products, services and financial support.”

FALL 2022 E4 EXPERIENCE HEADS EAST

Named a 2022 Systems Contractor News Stellar Service Award winner, the E4 Experience

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brings together top educators, manufacturing partners, AVIXA CTS Renewal Unit certified training, technology firsts, endless networking, and the opportunity to learn the latest business and industry trends necessary to stay productive and gain valuable skills that can immediately be implemented.

The fall E4 Experience will commence on September 23 in Washington, D.C. and October 20 in Boston. The spring 2022 E4 Experience went to Anaheim and Chicago and featured the largest exhibit halls in E4 history with more than 40 exhibitors at each event, making it an impressive showroom for attending partners to share with their local end users. For more information, go to www.e4experience.com.

AV OUTSOURCING SERVICES

Exertis Almo has created a path for integrators to expand their reach and create more margin and recurring revenue. These professional services extend an integrator’s business without the need to maintain staff or overhead. Services include Business Communications, Control Systems and DSP Programming, Digital Signage Creative and Hosting, Drafting and Engineering, Hosted Surveillance and Security, Remote Asset Monitoring, Labor and Project Support, and Service and Repair Plans.

BUSINESS DEVELOPMENT MANAGERS

Exertis Almo’s highly specialized fleet of 35 Business Development Managers bring a multitude of expertise, such as technical knowledge, system design assistance, in-depth brand/product knowledge, bid and project registration capability, as well as a direct line to all of the top manufacturers in the AV industry. No other Pro AV distributor provides this level of expertise to its partner community.

SERVICES OFFERED: • Business Communications • Control Systems and DSP Programming • Digital Signage Creative and Hosting • Drafting and Engineering • Hosted Surveillance and Security • Remote Asset Monitoring • Labor and Project Support • Service and Repair Plans

CONTACT:

Exertis Almo HQ: 2709 Commerce Way Philadelphia, PA 19154 Phone: 888-420-2566 Web: www.exertisalmo.com Email: ProAVSales@almo.com Twitter: www.twitter.com/exertisalmo LinkedIn: www.linkedin.com/company/ exertisalmo Facebook: www.facebook.com/ exertisalmo

ADVERTORIAL

AV INTEGRATION DISTRIBUTOR GUIDE

FEATURED BRANDS:

FDW WHOLESALE DISTRIBUTORS DO YOU WISH SOURCING PRO AUDIO, VIDEO, AND LIGHTING WAS EASIER?

Founded over 40 years ago by industry professionals for industry professionals, FDW’s mission is to make sourcing equipment easy for AV contractors and integrators nationwide. We know that getting your project done on time and on budget can be challenging. So our goal is to make sourcing the gear you need — for houses of worship, educational spaces, conference rooms, and beyond — feel as simple as a walk in the park.

FINDING THE BEST SOLUTION FOR YOUR PROJECT SHOULDN’T BE HARD

That’s why our warehouse holds over 700 of your favorite brands and 100,000 products that are essential to completing your projects. If that walk in the park were a stroll with us through the warehouse, you’d see all your most trusted brands and must-have solutions within easy reach. Whether you need mixers, speakers, cameras, conferencing solutions, pro lighting, or musical instruments, it’s all here. And our staff is ready to help you get exactly what you need.

WITH A FREE CONSULTATION, YOU’LL KICK OFF YOUR PROJECT WITH CONFIDENCE

No matter the scope of the job, you’ll always be able to turn to the most knowledgeable technology professionals in the AV industry for help. Product experts are standing by with insights on the perfect display products for school classrooms, tips on the best solutions for networking audio throughout facilities, lighting ideas to help you plan your theater project, and much more. But we know none of that matters if the ordering process isn’t easy as well.

ORDER LIKE A BOSS WITH WHOLESALE PRICING AND NO ORDER MINIMUMS

With projects like yours, you’ve got enough things to worry about, and struggling through the ordering process shouldn’t be one of them. Your consultant will walk you through it all. And we’ll help ensure you don’t lose your bids by coming in over budget. With FDW, you get exclusive wholesale prices to maximize your profit while staying within your client’s budget, no matter how big or small the project is. Now you can confidently bid on any size job, knowing there are no set minimums for purchase. And once you’ve placed the order, you can relax knowing we’ll take care of the rest.

• Shure • Blackmagic Design • JBL • Allen & Heath • ETC • Chauvet Pro • Sennheiser • Electro-Voice • QSC • AudioTechnica • Clear-Com • Yamaha • Crown • Neutrik • Optoma • Atlas IED

• • • • • • • • • • • • • •

PTZOptics Community RDL Elation Panasonic Middle Atlantic DPA Denon Professional PreSonus TOA Canon Nord Kramer Roland Professional A/V

PRODUCTS OFFERED:

• Live Production and Streaming Solutions • NDI Production Systems, Cameras & Inverters • Video Editing & Production Software • Video Storage Solutions • Mixers & Switchers • On-Camera Monitors, Recorders & Playback • HDR Monitors • PTX Cameras • Videoconferencing Cameras • NLE Software & Plug-Ins • House Of Worship, Live Event & Sports Production Equipment • Amplifiers • AViP • Bulk Wire & Connectors • Conferencing • Control Systems • Indoor/Outdoor Displays • Lighting • Loudspeakers • Media Distribution • Mounts • Power Management • Projectors • Racks • Remote System Management • Signal Management • Streaming Devices • Structured Wire

GETTING PRODUCTS ON SITE IS EASY (AND FAST) TOO

With FDW, you can take delivery coordination hassles off your project to-do list. We know how important it is to get products you can rely on to your job site fast. And even if “fast” means that you need those products tomorrow, we can do that. FDW will coordinate shipping and deliver the solutions you need wherever — and whenever — you need them.

LET’S MAKE YOUR NEXT PROJECT A SNAP. BECOME AN FDW DEALER TODAY!

If you’re an established systems integrator or contractor, becoming an FDW dealer is simple too! Download the application at fdwcorp.com or call 800-828-0509 from 7 a.m.–5:30 p.m. CST.

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CONTACT

FDW Wholesale Distributors 9770 Silicon Prairie Pkwy Madison, WI 53593-8442 Web: www.fdwcorp.com Phone: 800-828-0509

ADVERTORIAL

REGIONS COVERED

North America, EMEA, APAC

PRODUCTS OFFERED • • • • • •

AV INTEGRATION DISTRIBUTOR GUIDE

STARIN, A MIDWICH GROUP COMPANY

Starin is the market leader in the distribution of Unified Communications and Video Collaboration (UC/VC) solutions and specialty education products. Our experience, our partnerships, and our adaptations to market demands are the focus of our Company and our mission. At the end of the day, in any position or department, we are fundamentally helping people around the world communicate and collaborate better. With the experience we provide and the technology we support, we help our partners discover the best performance and value propositions for their businesses.

Value is more than just a promotion or a price point. It is the combined experience of our specialists and focus that enables our customers to grow, adapt, and be more profitable. By utilizing our specialty, our customers and vendors can be more effective, more efficient, and faster.

“Care more. Be better. This is precisely the focus that Starin has transitioned to from top to bottom.” Said Bobby Swartz, CEO of Starin. “We can always be better, and we will strive to do that, it is about constant improvement, and listening to our valued partners. That is the promise I make to our employees, our customers, and our manufacturers. Tell us how we can improve, and we will put in the work to make that effective change - not just a short-term patch, but for long term success.”

Starin is the leader in UC and EDU, with the most complete product portfolio for these growing markets. Having all the options and focus, allows Starin to serve its customers by having options during supply chain limitations, and the technical expertise to help find solutions on time sensitive projects. The growth of the channel is our passion.

Come and experience the new Starin for your next project.

Starin will continue to pioneer the leadership role in this fast-paced and ever evolving communications market with our key partners, while expanding our reach and the mar-kets we serve. We take a vested interest in our partners’ success and care about their final outcomes and will be known as the Company and people that go the extra mile to make sure it is done right, every time.

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Unified Communications Video Communications Collaboration Education Mass Notification Pro Audio

BRANDS DISTRIBUTED • • • • • • • • • • • • • • • • • • • • • • • •

Neat Logitech DTEN Barco Poly Crestron Shure Lenovo Huddly Aver SMART LG Vivitek Advanced Network Devices Jabra PTZ Optics Electro-Voice Yamaha BirdDog Chief Icron Avantis Datapath And more….

CONTACT

Starin Marketing Inc. 136 Venturi Drive Chesterton IN 46304 Toll Free: 800.846.5606 Email: myteam@starin.biz Web: www.starin.biz

ADVERTORIAL

AV INTEGRATION DISTRIBUTOR GUIDE

TD SYNNEX

We’re TD SYNNEX (NYSE: SNX), a leading distributor and solutions aggregator for the IT ecosystem.

We’re 22,000 of the IT industry’s best and brightest, who share an unwavering passion for bringing compelling technology products, services and solutions to the world. We’re an innovative partner that helps our customers maximize the value of IT investments, demonstrate business outcomes and unlock growth opportunities.

We’re proud to serve customers and vendors in more than 100 countries. TD SYNNEX plays a vital role at the center of the massive IT business partner ecosystem. That role is underpinned by relationships with more than 1,500

vendors – from the most well-known names in business to new and emerging born-in-thecloud companies. We partner with these vendors to help them bring their innovations to market and accelerate the pace of technology adoption around the world.

Visual Solutions and Collaboration is a specialized area of focus for us, with a diverse set of AV, UC, Security & Cloud vendors to make an unparalleled end-to-end line card of products and services across all verticals. We combine this complementary portfolio with our specialized skills and global IT platforms to deliver our partners compelling solutions for this dynamic global marketplace.

SOLUTIONS:

Professional AV Digital Signage Physical and Network Security Unified Communications/Collaboration Networking Cloud, Mobility, IoT

Red, White & You – Public Sector StellrCON – Cloud, Mobility and IoT VisualSolv Regional Roadshows Regional Secret Sauce Events CollabSolv Regional Roadshows SMB Emporium

SERVICES: SUPPORT AND CERTIFICATIONS:

Industry-Trained and Certified Teams CTS (I,D) DSCE Multiple Manufacturer Certifications AVIXA Regional Learning Center Partner Dedicated Pre- and Post-Sales Support Dedicated Sales Support

VIRTUAL TRAININGS/ROADSHOWS:

TD SYNNEX Inspire Conference Strategic Partner Summit VisualSolv & CollabSolv Executive Conference CommunitySolv Conference

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Expansive IT, AV and CE Line Card GSA Schedule State Contracts Grant Specialist Cloud Services IT Managed Services Site Surveys, Assessments Regionally Located Distribution Facilities Same-Day Order Processing and Drop-Ship Fulfillment Services Online Resource and Ordering Portal Extended Warranty Programs Financing Solutions (Including Subscription as a Service)

REGIONS COVERED

Serving more than 100 countries in the Americas, Europe and Asian Pacific Japan

BRANDS DISTRIBUTED

With over 1500 brands, we have a robust, diversified line card to meet an array of customer needs. Contact us today to learn more.

CONTACT

39 Pelham Ridge Drive Greenville, SC 29615 visualsolv@synnex.com Web: www.tdsynnex.com Phone: 1.877.708.0886 Twitter: @TDSynnex

ADVERTORIAL

AV INTEGRATION DISTRIBUTOR GUIDE

TECNEC Value added services are often overlooked when choosing a distributor. Most dealers and system integrators see their distributor as a mere ordering portal where stock or price are the primary consideration. Why not sign on with a distributor who establishes a relationship designed to mutually benefit both parties? Why not create a relationship that’s akin to the one you’ve established with your own customers? Since 1992, TecNec Distributing has delivered all of this and more.

ONLY AVAILABLE FROM TECNEC

TecNec carries many exclusive brands. Why does it matter? We are able to control the sales channel on your behalf enforcing MAP policies and sales protection on registered bids. This ensures you the highest possible margins and no undercutting. We are here to be your partner in business!

CUSTOM BUILT CABLES & PANELS

American craftsmanship and innovation is still alive and well at TecNec. We are the only industry distributor to house an on-site shop with on-time delivery of custom fiber & copper cables, custom AV panels, cable reels, wall plates and field boxes. Our shop is certified by Neutrik (opticalCON), Belden, Canare and LEMO. Whether it’s SMPTE camera cables for stadium integration or elegant panel work for a Fortune 100 boardroom, we’re your complete source. Take advantage of our free panel builder app to create all your metalwork needs.

RESPONSIVE WEBSITE

TecNec has a fully responsive website. Whether you’re catching up on P.O.s on your laptop or stuck behind an AV rack and need it tomorrow from your phone, ordering from our site delivers a seamless experience across all devices. We have simplified account management and a host of features to make our website a valuable resource and true time saver!

A COMPANY OF OWNERS

Nobody works harder for its customers than a company owner! TecNec became 100% Employee Owned in 2016. Now you can reap the benefits of dealing directly with an owner to create a team united in the same goal of your profitability. Now more than ever, your success is our success.

CUSTOMER FIRST SERVICE

Working with TecNec will make you realize how nice it feels to be the customer again. Our friendly, knowledgeable staff is the backbone of our personalized customer-first service via our dedicated account specialist system. We assign an inside representative who is well versed in your area of expertise to keep you up to the minute on the latest product trends, cost effective alternatives, timely advice and the fastest delivery options to get you what you need on time.

KITTING SERVICES

Some of the nation’s largest integrators appreciate the immense value of our kitting services and you can too! Specify the cables, connectors, tooling and wall panels and we deliver the unified kit your field technicians require at common installations. We provide a consistent experience to your technicians and customers alike while giving you one SKU to place in your shopping cart. Streamline industry installations for Broadcast, Commercial, Educational, Worship, Military and more.

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REGIONS United States, Canada, Latin America, Asia, Europe, Australia BRANDS DISTRIBUTED • Adder • Marshall Corporation Electronics • AJA Video • Matrix Switch • Amphenol Corporation • Artel Video • Middle Atlantic Systems Products • Atlas Sound • MOTU • Atlona • MuxLab Technologies • My Custom • Audinate Shop • Audio• Neutrik Technica • NTi Audio • Audix • Ocean Matrix Corporation • Optical Cable • Belden Corp • Blackmagic • Patton Design Electronics • Blustream Company • Canare • Pelican • Chief Mounts Products • Clear-Com • Pro Tapes & • Contemporary Specialties Research • QSC • Datavideo • Radio Design Corporation Labs • Decimator • Roland Design Professional • Delvcam AV • Draper • Samson • ESE Technologies • FiberPlex • Sennheiser • Freakshow HD • Sescom • FSR • Shure • Gator Cases • Simply45 • Gefen • Spider Support • Hall Research Systems • Hammond • Structured MFG Cable Products • Hannay Reels • Studio • JBL Technologies Professional Inc. • Kings Brand • Switchcraft • Kramer • Techflex • Laird Digital • Teradek Cinema • Thor Fiber • Lemo USA • Tripp Lite • LevelOne • tvONE • Luminex • West Penn • LYNX Technik Wire • Mackie • Yamaha Designs Commercial • Magenta Audio Research Plus 150 More!

CONTACT

812 Kings Hwy Saugerties, NY 12477 Web: www.tecnec.com Phone: 800-543-0909 • 845-2460428 Email: sales@tecnec.com LinkedIn: linkedin.com/company/ tecnec-distributing Facebook: facebook.com/ tecnecdistributing Instagram: instagram.com/tecnec_ distributing/

DISTRIBUTION INTEGRATION GUIDE Jump from page 3

platforms, and value-added services drives costs out of the go-to-market model and allows more focus on driving sales growth. Deep familiarity of distribution toolsets allows integrators to expand and enhance their offering to maintain competitiveness as technology continues to converge.”

Labor Resource

From left, Cynthia Menna, Joe Wethje, Sam Taylor

ADI Global is a wholesale distributor of professional audio/video and security solutions, headquartered in Melville, NY. According to Cynthia Menna, vice president and general manager for Pro AV, the company has more than 100 locations across North America, as well as branches across the world. ADI Global provides services such as pre-sale technical support (including design), programming, custom cabling assembly, and coordination of project registration with manufacturers that offer it. It also offers AV labor services.

Hybrid: Here to Stay

“We’ve got, across the country, industry-certified technicians and project managers, programmers, and engineers that help provide labor to our integrators,” Menna said. “It allows them to address markets they may not be in, [and] it helps them grow into a category that they may not have expertise in. And we all know that right now, from a labor perspective it’s difficult— we’re all looking for resources—so this is a great way to augment our systems integrators’ business.”

ADI Global also offers educational opportunities that cover both technology and business. The ADI Expo Series are nationwide events featuring a trade show floor as well as classes. Several years ago, the distributor developed the ADI Academy, an online training platform for AV integrators. “It’s an easy and convenient way—especially given this hybrid environment—to continually get in front of our customers and give them some business management and technology chops as well,” Menna said.

Menna argues that one of the biggest advantages of working with a distributor is the convenience of sourcing a broad array of products from one company. She also notes how distributors can suggest next-best product alternatives when supply chain delays threaten to disrupt projects. “During this time where we’ve been challenged on supply chain, we can step in with our field sales teams, with our technical resources, and with our design resources, and help integrators fulfill their project needs,” she said.

For Wethje, NTI’s relationship with Exertis Almo goes beyond a transactional customer service dynamic. “We really view our distributors as partners,” he said. “When we look specifically at our relationship with Almo, what stands out is we’re able to get so many OEMs and manufacturers from one channel and really build a world-class relationship with those folks. That’s important to us.”

displays. Even aspect ratios are going to change on some displays, [with] the new 21:9 aspect ratio coming that will be more beneficial in a conference room. There are going to be a lot of changes happening and a lot more solutions being sold to the end user to help them have more productive meetings.”

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SCN // August 2022 // avnetwork.com

While some companies would prefer having all of their employees back on site, the reality is that the hybrid work model is winning out. Taylor said that AV integrators stand to benefit from this.

“Our integrators have a tremendous opportunity now, as corporations are redesigning meeting rooms and adding huddle rooms,” he explained. “Where before one display in a big conference room was enough, you’re going to need multiple

Helping Integrators Grow Apart from supplying products, AV distributors offer a host of services that integrators can leverage to grow their businesses.

Menna noted the company’s design and technical support teams have the expertise to help AV integrators pursue new categories, such as access control and video surveillance. “They can ultimately say yes to more business, and we’ve got all the tools and resources that help support that, whether it’s through training, labor resources, or design resources,” she said.