Graybar is off and running with its revitalized effort to reach cabling installation contractors who want a piece of the security installation pie.
The company has expanded its traditional communications and electrical product portfolio to include security and notification products. Graybar introduced its security and notification system offer to the marketplace in January at the Winter BICSI Conference in Orlando, FL. During a special presentation, some of the company's newly added vendors displayed their products for a roomful of contractors and end users.
Graybar (www.graybar.com), based in Clayton, MO, has added surveillance cameras, access control devices and notification systems for distribution throughout its logistics supply network of 250 locations nationwide. The distributor has assembled a product portfolio that includes 37 companies such as Pelco, Keyscan, RCI, Potter Signal, GAI-Tronics, Sensaphone, and Altronix. Graybar has also expanded relationships with several of its legacy suppliers to promote their security offers.
Karl Griffith, director of reseller market, says his company is satisfied that it is now meeting contractors' growing interest in the security market. "Half of the electrical contractors out there are doing low-voltage work," notes Griffith. "We are responding to the demands that the contractor is making on us."
Griffith says Graybar decided a year ago to go toward security, and began adding supplies from companies with whom it had no previous agreements. Products include fire alarm and surveillance equipment, heat detectors, disaster recovery equipment, and test equipment.
John Chappie, vice president of sales and marketing for surge protection maker DITEK (www.ditekcorp.com), says today's contractors, having waded through the lean market of the past two years, are searching for other work avenues. Contractors who once concentrated on installing voice/data cable are now interested in putting in security equipment as well.
Robert Keller Jr., a consultant for Management Communications Services, based in Tamuning, Guam, says his company handles security installations. Today's installers, he says, have to branch out into all possible installation areas.
"I see a convergence of all building automation, data and voice cable, and it all comes together to common pathways," says Keller.