End-user buyers of specialty video – ranging from covert cameras and infrareds to portable indoor and outdoor surveillance systems – seek out dealers and systems integrators that have greater expertise in the niche. They want more information about competing products; more help developing specifications based on need and appreciate demonstrations of the products as well as proof of compatibility with existing security video.
“I want to see the proposed equipment operate under real-life conditions,†Ricky Bryant of NIBCO, Elkhart, Ind., says. Bryant, who recommends security equipment for 17 locations, works through national account programs, but also with local dealers. “I like to work with dealers who really know the equipment, the specifications and my needs and not just how to install,†he says.