Executive Insight: ProSource New Vendor Roundtable
Join us for a roundtable interview with four esteemed leaders in the audio-visual and technology integration industry. These are not just any leaders, but new vendors who have recently joined ProSource. ProSource is a group that represents over 550 independent retailers and custom integrators in the consumer electronics and specialty merchandising industry.
Our panel features Brad Camp, Director of Business Development at OneVision Resources; Matt Bernath, President of VITAL, LLC; Blake VanCleave, Senior Regional Sales Director at SAVI CONTROLS; and Steve Niemi, Director of Global Sales at Pangea Audio Distributing. They bring unique perspectives and insights on ProSource and the benefits of being vendor members.
TWICE: What benefits or opportunities do you see in joining the ProSource buying group for your business?
Brad Camp (BC): ProSource represents some of the best integrators in our industry, from the mature to the up-and-coming. This makes joining the group a great opportunity for OneVision as we’re on a mission to help integrators of all shapes and sizes enjoy a healthier work-life balance, eliminate the constant distractions of service, and free up resources to grow their business—all while elevating the client experience and establishing meaningful recurring revenue streams. As a former ProSource Power Dealer, during my time as an integrator, I’ve also experienced the value of the community from the dealer side. ProSource represents a fantastic platform that helps OneVision, and our customers achieve our business goals.
Matt Bernath (MB): VITAL is unique because we are not a product supplier, so we had to explore a different model in working with ProSource. Our presence as an education provider and service provider offers value to the members and the group beyond purchase discounts.
The biggest opportunity for VITAL to join ProSource is the ability to spend more time sharing our passion for business excellence with the group members. Inevitably, this will lead to conversations with integrators who want to improve their business and transform from a tradesperson or hobbyist into a business owner who operates a valuable asset.
Blake VanCleave (BV): SAVI’s relationship with ProSource provides members visibility and access to a proven market-leading commercial control and automation platform that simplifies the design and configuration while delivering a unique set of attractive features.
Steve Niemi (SN): As a manufacturing distributor, we are always on the prowl for qualified, mutually beneficial relationships with forward-thinking partners. ProSource offers one of the most direct paths to meeting and working with some of the foremost dealers in the industry.
TWICE: How do you anticipate the collaboration within the ProSource buying group will impact your business?
BC: The easiest way to learn is through others. When I attended ProSource events as a member, I diligently asked other integrators how they solved their most challenging problems. Today, we are working with dozens of ProSource members to help them achieve their service and RMR goals. We anticipate their enthusiasm for our solutions will echo throughout the group as more integrators look to tackle the growing demand for service amongst home and business owners.
MB: We believe exposing integrators to VITAL concepts will lead to conversations about improving their business and, ultimately, to new memberships in the VITAL program. There is a massive need for what VITAL does, but the appetite is relatively small since many owners struggle to ask for help.
BV: We envision our overall market awareness and reach growth through the successful deployment of SAVI systems by the competent and capable ProSource membership.
SN: ProSource’s communications and networking tools allow us to connect with dealers on our radar. Between Pro Source events, working with Pro’s District Manager team, and Pro Source’s leadership, we can grow our business by partnering with new dealers, who in turn help us grow through input in our product development and distribution strategies. Most importantly, ProSource makes it easier to identify and reach out to dealers who are a solid match for our products.
TWICE: Can you share any previous experiences with buying groups or cooperatives, and how do you expect ProSource to compare or differ?
BC: ProSource is renowned for its great member education. Whether virtual learning through ProSource University or hands-on experiences at ProSource Academy, the group is dedicated to helping integrators elevate their businesses on multiple levels. Similarly, at OneVision, we are big believers in the power of education and training to help our customers achieve new heights in their CI businesses. There are many parallels between the ProSource mission and our own, and when values align, magic happens!
MB: We have presented Business Excellence content at nearly all the buying group events and find each one has its strengths and opportunities. I was a member of ProSource when I had my own CI firm and found the group large enough to benefit from scale yet small enough to feel like a family with a ton of support.
BV: Several within the SAVI organization have worked with ProSource and their members in the past with other organizations. SAVI is optimistic about this recent partnership, and we believe it will be mutually beneficial for all involved.
SN: Having previously worked with Pro Source while at another company, I was already aware of the benefits of not only buying groups but, specifically, ProSource. A fortuitous meeting with some of Pro’s leadership at the 2023 Munich show lit the fire, and it wasn’t long before Pangea Audio and ProSource signed an agreement that is proving to have a positive effect on our bottom line.
TWICE: What do you see in the future regarding your partnership with ProSource?
BC: I anticipate that professional services, like OneVision, will become a more prevalent category within the group over the next several years. Historically, integrators have attempted to wear too many hats, but there is a better way to grow. Companies like VITAL, Light Can Help You, and OneVision allow integrators to do more with fewer internal resources.
MB: I see the future of VITAL and ProSource as a collaborative environment where the standards for business performance are high, and each member holds one another accountable for the group’s success. Most of us entered this industry because of our passion for technology, and I believe that passion can continue while we enliven a passion for running healthy businesses and lifestyles.
BV: SAVI has a strong background in delivering intuitive and easy-to-use control, automation, signage, and lighting solutions to businesses of all sizes. We believe the ProSource group has a significant opportunity to grow in the commercial spaces with SAVI by offering members solutions that deliver while simplifying the integrator’s time to design and deploy.
SN: ProSource is a true partner, and we intend to take full advantage of every program that makes sense for our business. We see many product and dealer opportunities in the near future. Building partnerships with dealers that serve both parties’ interests is where we will focus for the foreseeable future.
For more on ProSource, visit www.prosourceinfo.com.
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