February/March 2001
A1's Sturiano: Defining the Independent Channel
There are three channels of distribution for telecommunication equipment: the authorized channel, the gray channel, and the independent channel. A1's concern is that many telecom buyers are only aware of two sources to turn to for telecommunication products and services, the authorized and gray channels, and are thus missing out on the many benefits and advantages the independent channel provides.
It's time we draw a line in the sand to clearly distinguish the independent channel from the gray channel.
To accomplish this, Sturiano has created a clear-cut definition. In his view, an independent distributor is one that is not authorized by the manufacturer, but that is not a gray market distributor. An independent is a stocking distributor, not a broker, offering both refurbished and unused equipment and backing it with a warranty and technical support. An independent distributor will also employ a quality department and ISO 9002 certification or similar quality contrl mechanism, a knowledgeable and properly trained technical support department, proven financial stability, and value-added services such as upgrading a board to the latest version. "Genuine independents earn credibility by selling a quality product and conducting themselves in an ethical manner," he adds.
Independent is not a replacement for authorized distribution, but a credible alternative when an authorized distributor's business model may not allow for certain requests to be filled according to the buyer’s specifications. The independent is not the adversary of the manufacturer or the authorized distributor, but rather an ally that services the various needs in the market.
How should users judge whether a non-authorized source is an independent or gray market distributor? It comes down to many of the traditional criteria that are called into play when qualifying a vendor - length of time in business, scale of operation, ability to sustain changing market conditions, reputation, and track record with meeting similar orders from similar customers.
A1 Teletronics is an independent distributor of LucentTM, Nortel®, Plantronics, and Polycom offering licensed installation and service to the St. Petersburg bay area and surrounding counties. Visit www.a1teletronics.com to learn more.
January 2001
Kicking off Teleconnect's "It's As Good As New" feature on refurbs/resellers, Warren S. Hersch writes: "A1 Teletronics submitted an AT&T MLX 10D phone that betrayed years of wear and tear: cracks (the base was missing a big chunk), scratch marks, and a dead handset. We got back the sprightly refurb in a few days. And what a difference: The phone sported a new handset and base. Internal components were cleaned with an ultra-sonic solution. The unit also received a 72-hour-plus functional test 'burn' before packaging."
» Read the article
October/November 2000
When past INNMUG/ISLUA president Mary Powell joined A1 Teletronics in the fall of 2000, Telecom Reseller ran the following article. You can also view the article at www.telecomreseller.com by clicking on the "Company Notes" link.
"Mary Powell joins A1 Teletronics: Mary Powell, past president of INNMUG/ISLUA (1997-99), has stepped into the position of vice president of strategic sales and marketing with A1 Teletronics, a nationwide provider of Nortel, Lucent and Toshiba telecommunications equipment and services. The position is a new one, created to develop a stronger awareness of the company and a wider acceptance of the independent distribution channel that drives it. "Appointing Mary to a position and task such as this is A1's way of making a stand that we are no longer going to accept the terms 'gray' or 'secondary' market in reference to independent distribution. Secondary, in particular, suggests that independents are second choice, when in actuality, they are a clear first choice," asserts General Manager Don Sturiano. "In our industry, customers have three distinct sources to buy from: authorized dealers, the gray market and independent distributors. The independent channel offers lower prices and longer warranties without the longer lead times sometimes associated with buying from authorized dealers and the unethical practices that many customers associate with the gray market. The thrust of this new position that Mary is so ably taking on is championing the independent distribution model."
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