The Manufacturer?s Warranty: An AV Integrator?s Nightmare. Here are just a few of the reactions:" />
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The Manufacturers Warranty Readers React

The trend toward the longer warranty - some agree, some don't By DMN Staff Writer
We had a lot of mail in response to Gary Kayye's column last week, The Manufacturers Warranty: An AV Integrators Nightmare. Here are just a few of the reactions:

I feel strongly that the number of projector manufacturers that are really concerned about integrators is dropping. At the zenith of the .com boom, I was working for a nation-wide integrator that is now out of business. They had the volume to allow the lowest negotiated costs on everything that they sold via the volume of product that they were moving.

Regardless, most projector manufacturers dumped product into the web market in favor of volume over protection of the dealer network, and I lost serious revenue to the web. Clients started researching stats and making self-educated decisions and were uninterested in my expertise if I was as much as 5% higher than the web people that were living at 5% margins and loving the relative "high margin profit center" nature of projectors they were selling (in comparison to 2-3% margin computer items).

I once saw print ads from Wolf Camera with a dominant company's product there for retail consumption.

The projector companies seem to be generating revenue growth faster from direct sales than from integrators as performance goes up and costs drop.

Too bad that they have turned a blind eye to the more prestigious end of the market in favor of unit-based sales.

If I was made king of the world, I'd have the projector manufacturers do some branded differentiation to make a seperate "integration" brand that could be sold apart from the mass market.

InFocus recently bought Proxima, and instead of differentiating Proxima into an integration arm, their products overlap and are not differentiated until you get into the really upper reaches of the line. Sure would be nice to have someone that tried to fucus on the experts.

-Kenyon Wills
Projection Systems
Hayward CA.

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