Samsung and GVI part amicably

De Fina invests in salesforce dedicated to help channel find business
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Friday, December 17, 2010

RIDGEFIELD PARK, N.J.—Samsung Techwin America announced this morning that it is parting ways with its master distributor GVI Security. As of Jan. 1, distributors and integrators will now be served through Samsung’s headquarters here.

This realignment gives Samsung an opportunity to work more closely with distributors and systems integrators, Frank De Fina, Samsung senior VP sales and marketing for Samsung told Security Systems News.

De Fina said he's eager to “invest and fund activities” that help those partners increase their business and take advantage of Samsung’s in house expertise.

Specifically, Defina said he’s developing a new Samsung sales force that’s dedicated to working with Samsung’s systems integration partners. Integrators are looking for help from manufacturers to find jobs, he said, and these Samsung sales people “will be dedicated to helping them find business."

“I’ll have at least eight people out there soon,” he said. This makes good business sense for Samsung, he said. Fostering this working relationship will also foster loyalty to and understanding of the Samsung products and business. “I’d rather work with a good handful of viable integrators than have a little piece of thousands,” he said.

De Fina emphasized that the separation with GVI is “very amicable.” Discussions have been underway for some time he said, adding that it’s no secret that GVI is developing its own product line that would make it a direct competitor. De Fina said GVI had been “a good partner for us and we wish them well.”

Previously, Samsung sold its products to GVI which sold them to ADI and a number of other distributors.

“Under the new model, we’ll sell directly to ADI [and the others],” he said.

De Fina said he wants to “continue to capitalize on the global resources and brand recognition behind the Samsung name to further enhance our leadership role in the video surveillance market.”