When purchasing business hardware…whether it’s printers, scanners, networking equipment, or software solutions—one of the key decisions companies face is whether to buy directly from the manufacturer or through a retailer. Both options have their advantages and trade-offs, depending on factors such as pricing, support, and customization needs.

However, there is a certain power and control that is gained through working directly with manufacturers versus the retail route. I say this having worked in both retail and manufacturer sales roles assisting numerous businesses with their equipment needs, as well as digital transformation solutions. 

First, we’ll start off with some benefits to working with a manufacturer: 

Better Pricing & Volume Discounts

• Manufacturers often provide better pricing, especially for bulk purchases. If your business requires multiple units, direct deals may include discounts and incentives unavailable through retailers.

Product Customization & Bundled Solutions

• Many manufacturers offer tailored configurations and solutions that cater specifically to business needs, ensuring compatibility and optimization.

Access to the Latest Technology & Roadmaps

• Direct buyers often receive early access to new products, updates, and product roadmaps, which can be crucial for long-term IT planning. Not to mention dedicated implementation & support on digital tools and software. 

Dedicated Customer Support & Warranty Benefits

• Support from the manufacturer is often superior, with direct escalation paths, extended warranties, and specialized account management.

Alternatively, working with a retailer is also a valuable solution for those businesses that can find the right solution for them, and even better if they have a direct point of contact with their account manager or sales representative. 

However, there are a few downsides that can deter a business from having control over their spending and their options. For example, retailers often will offer limited customization options that a manufacturer can provide through their extensive catalog.

Additionally, pricing out enterprise-level needs can come at a higher cost as customers cover a certain percentage of pass-through costs from the retailer. In essence, there is a markup fee that is incurred by the customer, resulting in overpaying for equipment. Finally, there is a potential for inferior support services, as retailers may not offer the same level of technical expertise or warranty benefits as manufacturers, leaving businesses reliant on third-party service providers. 

Businesses want the power to have control over their overall costs, customizations and optimization. This all can be accomplished by working directly with a manufacturer’s representative to ensure they are maximizing their investment and productivity. 

Personally, when purchasing something for myself or my home, I always ask myself “Who made this?” and see if there is a way to go direct to the source as they may have their own direct sales channels. This could be best practice for buying anything from cars, electronics, renovation materials, even food products. 

So, remember this next time a contract is up for renewal or expiration and find out if going direct to the source can give you more buying power and control over your business equipment needs.