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Centronics Marks 50 Years in Distribution
Distributor says integrators’ jobs are getting smaller. HD antennas, DBS and security are hot markets.
Centronics advises dealers not to ignore smaller-ticket jobs during this crunch time.
Centronics' long, 50-year history provides a window into the changing market dynamics in custom installation, and some guidance for the future for dealers.
The Stevensville, Md.-based distributor sees more satellite/antenna installation companies migrating toward complete integration services. It also sees a move toward smaller jobs among all integrators that include security, especially CCTV.
According to president Tony Pelura, “change” has been the only constant over 50 years for the company.
“It’s harder than ever for installers today to do just one thing. For example, few guys are just doing security or DirecTV jobs,” says Pelura. “That might be their specialty to get in the door, but they are upselling remotes, CCTV and hanging flat panel TVs.”
As a result of that evolution, the company is always adapting its product line categories for installers. Centronics was founded in 1959 in the Washington D.C. area by John Carbone, who did radio and TV repair services with some accessories such as answering machines and TV tubes.
By the 1980s, his son, John Carbone, Jr., took over the business and the primary focus became antennas and satellite. It dropped the repair business in the 1980s.
By the turn of the century, the company had expanded into security and HDMI accessories, including cables and switchers. Pelura bought the company in 2006. Antennas and DBS are still the company’s mainstays, but security is one of its hottest areas. Centronics does not carry projectors, TV or other big-ticket items.
Today, its technical support division offers free system design service, and stocks everything from amps, switchers, DBS (digital broadcast satellites), HD antennas, home theater and security.
Hand-in-hand with the products is education and technical support. Pelura says the company hosts educational sessions consistently from vendors like Winegard, Video Mount Products, Satellite USA, Speco, Spaun, Universal Remote Control and Ultralink.
In the current economic conditions, Pelura says it’s important for dealers to partner with a distributor.
“The market is tight. Many dealers are still busy, but not as busy. Lots of customers are holding on to their money,” he adds.
“We know a lot of dealers who previously wouldn’t take a job for less than $75,000 that now will take anything. You can't snub your nose at smaller customers. Customers who were previously going to spend $10,000 are now spending $1,000. But the bottom line is that they still need an integrator to service them.”
To help dealers, Centronics has lowered its freight fees and offers monthly discounts on products. They also press their vendors for specials. In terms of extending credit, Pelura says 90 percent of integrators still use a credit card or buy COD.
The company also designs systems for free for its dealers. Integrators simply have to answer a series of questions and send in the blueprints for the job.
The Stevensville, Md.-based distributor sees more satellite/antenna installation companies migrating toward complete integration services. It also sees a move toward smaller jobs among all integrators that include security, especially CCTV.
According to president Tony Pelura, “change” has been the only constant over 50 years for the company.
“It’s harder than ever for installers today to do just one thing. For example, few guys are just doing security or DirecTV jobs,” says Pelura. “That might be their specialty to get in the door, but they are upselling remotes, CCTV and hanging flat panel TVs.”
As a result of that evolution, the company is always adapting its product line categories for installers. Centronics was founded in 1959 in the Washington D.C. area by John Carbone, who did radio and TV repair services with some accessories such as answering machines and TV tubes.
By the 1980s, his son, John Carbone, Jr., took over the business and the primary focus became antennas and satellite. It dropped the repair business in the 1980s.
By the turn of the century, the company had expanded into security and HDMI accessories, including cables and switchers. Pelura bought the company in 2006. Antennas and DBS are still the company’s mainstays, but security is one of its hottest areas. Centronics does not carry projectors, TV or other big-ticket items.
Today, its technical support division offers free system design service, and stocks everything from amps, switchers, DBS (digital broadcast satellites), HD antennas, home theater and security.
Hand-in-hand with the products is education and technical support. Pelura says the company hosts educational sessions consistently from vendors like Winegard, Video Mount Products, Satellite USA, Speco, Spaun, Universal Remote Control and Ultralink.
In the current economic conditions, Pelura says it’s important for dealers to partner with a distributor.
“The market is tight. Many dealers are still busy, but not as busy. Lots of customers are holding on to their money,” he adds.
“We know a lot of dealers who previously wouldn’t take a job for less than $75,000 that now will take anything. You can't snub your nose at smaller customers. Customers who were previously going to spend $10,000 are now spending $1,000. But the bottom line is that they still need an integrator to service them.”
To help dealers, Centronics has lowered its freight fees and offers monthly discounts on products. They also press their vendors for specials. In terms of extending credit, Pelura says 90 percent of integrators still use a credit card or buy COD.
The company also designs systems for free for its dealers. Integrators simply have to answer a series of questions and send in the blueprints for the job.
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About the Author
Jason Knott, Editor, CE Pro
Jason has covered low-voltage electronics as an editor since 1990. He joined EH Publishing in 2000, and before that served as publisher and editor of Security Sales, a leading magazine for the security industry. He served as chairman of the Security Industry Association’s Education Committee from 2000-2004 and sat on the board of that association from 1998-2002. He is also a former board member of the Alarm Industry Research and Educational Foundation. He is currently a member of the CEDIA Education Action Team for Electronic Systems Business. Jason graduated from the University of Southern California.
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