Set the channel route before you set the commercial terms.
Start with the market, buyer type, product scope and delivery model. That gives distributors, integrators and regional representatives a practical basis for the first discussion.
Three operating routes. Different responsibilities.
Choose the route that reflects how your business reaches customers, manages delivery and supports the installed base.
Distributors
For importers and wholesalers managing inventory, country coverage and repeat demand across a defined market.
Dealers & Integrators
For teams specifying, installing and commissioning video intercom, smart lock and access-control projects.
Regional Agents
For local representatives opening qualified opportunities and maintaining relationships with channel and project stakeholders.
Which route fits your role?
Use the table below to identify the closest match before starting a conversation.
| Dimension | Distributor | Dealer / Integrator | Regional Agent |
|---|---|---|---|
| Stock & MOQ | Min 200 units (standard); volume tiers at 500 / 1,000 / 2,000+ | Project-based; typically 10–50+ doors per deployment | No stock requirement — referral model |
| Pricing structure | Wholesale price tiers reviewed by volume & territory | Project pricing reviewed per bill of materials | Referral arrangement confirmed after first qualified introduction |
| Territory exclusivity | Available for qualifying annual volumes — reviewed per country | Not applicable (project-by-project) | Not applicable |
| Documentation support | Product certs (CE / FCC / SASO), multilingual manuals, spec sheets, brand assets | Wiring diagrams, CAD templates, SIP / Wiegand / API integration notes | Product overview materials to support the introduction conversation |
| Training & onboarding | Product training, installation guides, commissioning checklists | Technical briefing, project commissioning review, after-sales scope | Initial product briefing to qualify the opportunity |
| Best for | Importers, wholesalers, national distributors | AV integrators, security contractors, facility managers | Local consultants, trade representatives, market development |
Make the first conversation useful.
Company profile
Country, role, existing coverage and customer segments.
Product focus
Video intercom, smart locks, access control or a combined offer.
Opportunity
Estimated volume, project timeline and support required.
Market Entry Questions
The cooperation route is reviewed after you share your company profile, target market, customer segments, product focus and expected volume. Depending on the pathway, the discussion may cover product selection, documentation, samples, training and launch support.
Standard supply starts at 200 units. OEM programs (private label) start at 500 units, and ODM (custom hardware development) starts at 1,000 units. Dealers and integrators can start with project quantities of 10 or more doors. Regional agents do not have a stock requirement.
Territory exclusivity is available for qualifying distributors and is reviewed based on country, annual volume commitment, market coverage plan and existing channel strength. Exclusivity terms are confirmed during the cooperation agreement stage, not at first inquiry.
All three product lines — video intercom systems, smart locks and access control — are available through the partner program. Combined offers covering two or three lines are common for distributors targeting MDU, hospitality and commercial segments. Confirm the product focus and destination country when starting the conversation.