When economic uncertainty looms, implementing greater flexibility in brands and forging close ties to your business’s distribution partners is key for custom integrators.
“We’ve always chosen brands based on performance, reliability, and support; not just price,” says Cody Crossland, VP of sales and customer service, Blackwire Designs. “But in today’s climate, dealers need options. So, we’ve expanded our product lineup to give them more flexibility without sacrificing quality.”
That can mean offering different price points or bringing in niche solutions to fill a gap. “Our goal is to make sure dealers have what they need to stay competitive and profitable,” he says. “We help integrators find the right tools to get the job done, and we’re constantly evaluating our catalog to reflect that. Our commitment to being a problem-solving partner rather than a box-mover has earned us a reputation for understanding our client base and delivering high-quality products.”
Flexibility has always been a core strength of the PowerHouse Alliance model, says executive director, Dennis Holzer. “It’s baked into how we operate, not just a reaction to market volatility,” he says. “Our multi-vendor, multi-category approach is intentionally structured to give dealers options, even when market conditions are unpredictable. Whether it’s the imposition of tariffs, manufacturer constraints, or global supply chain issues, we’re able to pivot quickly. We offer step-up or step-down product alternatives, either within a brand or from other trusted vendors with similar features and performance benchmarks, and without compromising on quality or reliability.”
What’s evolved more recently, he notes, is a proactive mindset. “We’ve enhanced our forecasting capabilities and are stocking deeper on high-demand and mission-critical SKUs,” Holzer explains. “We’re monitoring market indicators and vendor pipelines more closely than ever, enabling us to anticipate disruptions and respond in advance. This gives our dealers more than just flexibility; it gives them continuity and confidence that they can fulfill jobs without delay or unexpected cost increases.”
“Implementing flexibility in brand portfolio, regardless of external factors or economic uncertainties, has always been a priority for us,” says Cynthia Menna, VP and general manager AV, ADI | Snap One. “As consumer needs and market dynamics evolve, we continuously evaluate and adjust our product offerings to ensure we’re delivering what our customers need. In addition to our manufactured exclusive brands, we work with more than a thousand suppliers — from trusted legacy brands to emerging new brands — to give our customers access to the right products at the right time.
“Product pricing can influence purchasing decisions, projects, and timelines,” she notes, “so we ensure that we offer products at various price points and feature sets. This helps customers to easily compare options and choose the right products based on their needs and budget, while also guiding upsell and cross-selling opportunities.”
Related: Thriving Through Uncertainty
In terms of the current tariff landscape, Menna says, “The distributor has taken several steps to mitigate tariff impact for customers, helping them navigate the situation. For our exclusive brands portfolio, we’ve worked to reduce manufacturing in impacted countries and expand local sourcing when possible. For our distributed brands, we continue to collaborate with suppliers to minimize increases and have increased inventory levels to help prevent disruptions. We believe communication is key, and have proactively communicated with customers during this time. We’ve also created a dedicated page on our website to provide customers with regular updates on any changes to pricing.’
Ties That Bind
“We’ve always maintained close relationships with our supplier partners, and today’s environment has deepened that collaboration,” Menna notes. “Our integrated business planning process includes real-time coordination with suppliers around demand planning and inventory forecasting. This close collaboration allows us to proactively secure safety stock, expedite orders when necessary, and adapt quickly to shifting supply chain dynamics.
“Additionally, we work with our logistics partners to optimize shipping and operational efficiency, and we have contingency plans in place to help minimize disruption,” she says. “These relationships are key to maintaining product availability and ensuring we can support our customers.”
At PowerHouse, relationships with distribution partners are closer than ever. “They have to be,” Holzer says. “In a climate where pricing, availability, and policy can change overnight, communication with both our vendor partners and our nine distributor members is more frequent and more strategic than ever. We’re sharing real-time insights about inventory levels, production forecasts, shipping timelines, and shifting policies like tariffs or new trade regulations.
“This constant dialog helps us collectively make smarter decisions. If a vendor anticipates delays or cost increases, we can redistribute stock among our members, adjust purchasing schedules, or alert dealers early so they can plan accordingly. It’s a highly collaborative relationship that allows all parties — vendors, distributors, and dealers — to remain agile and informed. These strengthened partnerships are key to maintaining the level of service and product availability our customers rely on.”
“Today, communication needs to be fast and transparent, more than ever before,” Crossland says. “The moment we get word of a change in pricing, product delay, or new release, we push that out through our newsletters, socials, and website. Dealers don’t have time to chase down info, so we make sure they have it before they even ask. Combine that with our Premier Partner Program and you’re not just buying gear. You’re also getting support, tools, and services that save you time and money. This level of service is what keeps our dealers coming back.”
Working Together
“Working with dealers is at the core of what we do,” Crossland continues. “A lot of our team members came from the installer side of the AV industry and know what it’s like to be in the field, which is why we go out of our way to make life easier for installers. Our products ship updated, preconfigured, and ready to go, saving both time and costs on-site. We support everything we sell, from pre-sale questions to post-install troubleshooting. Tools like our Network Provisioning Service and remote support aren’t just value-adds but are built into the way we do business. We’re not here just to sell products; we’re here to help our dealers win jobs, save time, and grow their businesses.”
“In today’s unpredictable climate, with support more critical than ever, PowerHouse is helping dealers stay ahead of price increases and product shortages by encouraging smarter planning,” Holzer explains. “For example, if a dealer has projects lined up in the coming months, such as pre-wires or retrofit installations, we recommend placing orders now to lock in pricing. We’ll hold the inventory until they’re ready, ensuring product availability and protecting their margins. It’s a practical solution that gives our dealers more control in uncertain times.”
Related: Navigating Tariffs – A Survival Guide for Custom Integrators
That support extends beyond logistics. “We’re committed to equipping dealers with the knowledge and tools they need to grow their businesses,” Holzer adds. “One of the ways we’re doing this is through our PowerCast Series, a live, twice-monthly training program that connects dealers directly with our vendor partners and category experts. These interactive sessions cover new products, installation techniques, and growth opportunities across a variety of segments. PowerCast has become a vital tool for helping our dealers stay current with technology trends, build confidence in new categories, and ultimately strengthen their value to customers. Whether it’s through strategic inventory planning or year-round education, our goal is to make sure every dealer in our network is prepared, not just to weather economic shifts, but to come out stronger on the other side.”
“ADI | Snap One customers consider the company as an extension of their teams,” Menna says. “We take that responsibility seriously. From planning and product selection to execution and support, we are there for our customers every step of the way. Our dedicated sales and support teams provide tailored product recommendations, assist with system design and job specs, and provide technical support for projects of all sizes.
“We also invest heavily in customer education, offering in-person training at our stores, online webinars, our ADI Expo Series, and on-demand learning, all designed to help keep customers up to date on the latest products, market trends, and industry certifications.”
ADI | Snap One continues to expand its offerings in high-growth product categories, including residential AV, professional AV, and data communications. “This helps our customers find new revenue opportunities across these categories,” Menna says. “As the boundaries between residential and commercial continue to blur, we help customers diversify their offerings to sell more on each project, and to every customer.”
In addition to product, she says, the distributor is focused on providing customers with service options to help them gain new revenue streams, operate more efficiently, and deliver greater value. “For example, our OvrC cloud-based remote management and monitoring platform allows customers to configure, deploy, monitor, manage, diagnose, and troubleshoot connected devices remotely,” she concludes. “This helps customers provide enhanced services to their end customers, while also earning recurring monthly revenue streams.”
