CEDAR RAPIDS, IA, November 6, 2007 — Manufacturers, distributors and systems contractors all have their own ways of doing business. Each has its own “channel” to deliver goods and services. And each depends on other channels to pave the way for their own success.

 

The sales force — though perhaps often overlooked — is a key player in this interconnected world of supply and demand. The National System Contractors Association’s Q4 Market Intelligence Briefing (MIB) delivers key findings on channel trends and issues. The 96-page report showcases the importance of sales in the systems contracting industry.

 

“This report solidifies the importance of the dealer channel in getting product to market,” said Jodi Montgomery, senior director of member services. “As a result, many manufacturers are looking to expand distribution through the channel.”

 

Manufacturers report they employ a nearly equal combination of a direct sales force and independent sales representatives. Their three top channels for distribution include: systems integrators/contractors, audio visual integrators and audio/music retailers. In addition, manufacturers say they are now or soon plan to add headquarter-based sales and marketing staffs and field support staff.

 

Distributors say their top three channels are systems/integrators, audio and music retailers, and A/V integrators. Representatives and distributors point to their product line expertise, their skill directing end-user questions to distributors, and their experience providing marketing intelligence to their primary manufacturers. 

 

For their part, systems integrators prefer purchasing directly from manufacturer’s sales representatives or from independent sales reps who handle multiple products. When making purchasing decisions, systems integrators key in on three questions:

 

 

For more information about specific details, and the company type, size and geographic scope of this briefing, please visit www.nsca.org/MIB.

 

 

Nancy Owen                                                              

Director of Industry Outreach                                    

319.861.8630