Why ProSource Members Dominate the Integration Business

By Alan Wolf, YSN

Each year, CEPro, the leading publication for the custom integration (CI) channel, publishes the CE Pro 100, its ranking of the top 100 system integrators.

This year, as in the past, BrandSource affiliate ProSource is all over the list, with members representing fully 54 percent of the 2021 tally.

In an article that accompanies the registry, editor-in-chief Jason Knott cited some of the factors behind ProSource membership that led its integrators to dominate the rankings. Among the most well-recognized benefits, many of which are shared by BrandSource dealers, are discounted pricing, access to top industry brands, financing, design services, and Expert Warehouse distribution.

See: ProSource Chief Dave Workman’s State of the Business Address

But like the “intangibles” that contribute to a big football win, ProSource membership includes elements that are difficult to quantify but are nonetheless game-changing. Described by AVB CEO Jim Ristow as the “M Factor,” it includes sharing best practices and fostering a fellowship of fellow businesspeople — or as Ristow said, members helping members.

Those intangibles clearly come across from the ranking integrators themselves, who spoke to what ProSource membership means to them.

“Being a new owner in this industry, ProSource has been a great partner in helping me meet vendors, understand the business, and build a network of friends that are there to help me when I need them,” said Paul Biava, president/CEO of ETC Palm Beach in Florida.

For Dalton Parker, chief technology officer at TVS Pro, Salt Lake City, “The group has been especially valuable [over the past year] in providing an open community of dealers to have open and honest conversations on business conditions around the country, how others are navigating a constantly changing marketplace, and what internal processes have been working as we have all been shifting to remain valuable in each of our areas.”

Todd Wilcox, execution leader for ProStream Digital in Flower Mound, Texas, summed it all up when he told CEPro, “In addition to providing lucrative vendor programs and quality service platforms [e.g., training, HR and healthcare], ProSource excels at creating and fostering a sense of community among the members where we can share and learn from each other.”

To once again quote Ristow, “It’s all about the members.”

BrandSource, a unit of YSN publisher AVB Inc., is a nationwide buying group for independent appliance, furniture, mattress and CE dealers.