CE Pro September 2022 - 51

(and for more on company
culture, see sidebar from AVI
Systems' Don Mastro).
Mitigating Supply
Chain Woes
" Relationships with the
vendors is very important
right now. If you were
the type of integrator
that hopped around from
diff erent vendors depending
on your credit status of
other reasons, things can be
very diffi cult for you right
now, especially if you are
being pressured by clients,
contractors, architects and
designers, " says Karp.
" You need to have solid
relationships with them.
There are very few exclusives
as far as the distributor
being the only guy who
has a particular brand in
this day and age. Having a
good relationship with your
suppliers is critical. When
you run into a problem,
especially if a product fails,
they remember who treated
them fairly. They remember
who answered their phone
calls or remember who took
a meeting even though
perhaps you didn't want to
take that meeting. It's all
part of having a partnership
in a relationship. When a regional
sales manager calls up
and says, 'My boss is going
to be in town and I really
need to have a meeting.' If
you make that regional guy
look good, then who knows,
that regional guy has control
over the spigot of product
and he remembers who was
nice to him. He remembers
who didn't yell at him and
behave like an animal. It
comes down to human connections, "
he adds.
Inventory Management
Around Cash Flow
" Cash fl ow is incredibly important
right now, especially
if the projects are delayed,
which means your progress
payments are being delayed.
If you're disciplined enough
to go to the client and say,
'I won't be able to get this
product for three months,
six months or in some cases
one year, but I can buy it
today. I want to schedule
the order, but I need you to
give me the money now so
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cepro.com
September 2022 CE Pro | 51
I can buy it. I have to pay
for it in 10 days, 30 days or
sometimes COD. It's going
to sit in my warehouse, but
we'll know it's there, and
when the job site is ready, I'll
be able to be on site on time
and not hold up the project.'
" I'm normally not a believer
in carrying a lot of inventory
except in the case where you
need that product for service,
but it's an unfortunate situation
right now. Cash fl ows are
being impacted whether you
are a $10 million integrator or
$1 billion integrator. Cash is
king. Credit managers at distributors
and manufacturers
have responsibilities, and they
can't keep extending your
credit. I was never a believer
in buying my video products
until one week to 10 days
before the job because of
market pricing. Today, market
pricing is not as sensitive, but
the lifespan of a video product
can be only eight months.
On a large project that can
extend for one year or longer;
you would be out of your
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CE Pro September 2022

Table of Contents for the Digital Edition of CE Pro September 2022

CE Pro September 2022 - Intro
CE Pro September 2022 - Cover1
CE Pro September 2022 - Cover2
CE Pro September 2022 - 1
CE Pro September 2022 - 2
CE Pro September 2022 - 3
CE Pro September 2022 - 4
CE Pro September 2022 - 5
CE Pro September 2022 - 6
CE Pro September 2022 - 7
CE Pro September 2022 - 8
CE Pro September 2022 - 9
CE Pro September 2022 - 10
CE Pro September 2022 - 11
CE Pro September 2022 - 12
CE Pro September 2022 - 13
CE Pro September 2022 - 14
CE Pro September 2022 - 15
CE Pro September 2022 - 16
CE Pro September 2022 - 17
CE Pro September 2022 - 18
CE Pro September 2022 - 19
CE Pro September 2022 - 20
CE Pro September 2022 - 21
CE Pro September 2022 - 22
CE Pro September 2022 - 23
CE Pro September 2022 - 24
CE Pro September 2022 - 25
CE Pro September 2022 - 26
CE Pro September 2022 - 27
CE Pro September 2022 - 28
CE Pro September 2022 - 29
CE Pro September 2022 - 30
CE Pro September 2022 - 31
CE Pro September 2022 - 32
CE Pro September 2022 - 33
CE Pro September 2022 - 34
CE Pro September 2022 - 35
CE Pro September 2022 - 36
CE Pro September 2022 - 37
CE Pro September 2022 - 38
CE Pro September 2022 - 39
CE Pro September 2022 - 40
CE Pro September 2022 - 41
CE Pro September 2022 - 42
CE Pro September 2022 - 43
CE Pro September 2022 - 44
CE Pro September 2022 - 45
CE Pro September 2022 - 46
CE Pro September 2022 - 47
CE Pro September 2022 - 48
CE Pro September 2022 - 49
CE Pro September 2022 - 50
CE Pro September 2022 - 51
CE Pro September 2022 - 52
CE Pro September 2022 - 53
CE Pro September 2022 - 54
CE Pro September 2022 - 55
CE Pro September 2022 - 56
CE Pro September 2022 - 57
CE Pro September 2022 - 58
CE Pro September 2022 - 59
CE Pro September 2022 - 60
CE Pro September 2022 - 61
CE Pro September 2022 - 62
CE Pro September 2022 - 63
CE Pro September 2022 - 64
CE Pro September 2022 - Cover3
CE Pro September 2022 - Cover4
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