Argosy – End-to-end integrity: is best of breed best?
Chris Smeeton – Co-owner, Argosy
In 2022, the IABM identified that the larger players in the vendor community were encouraging media tech customers to move to single-brand end-to-end or ‘glass-to-glass’ solutions.
On the surface the benefits seem obvious; communication is streamlined as you only need to deal with one supplier overall, interoperability shouldn’t be an issue as the equipment and platforms are the same brand, liability is solely with them, and there are potential cost savings on project management and resources.
However, the same Media Tech Spotlight report indicated that actual end users preferred best-of-breed solutions.
A systems perspective
For Argosy, with a customer base historically made up of system integrators and installers, the best-of-breed model has always prevailed, with integrators in particular attaching significant value to their independence. Having the freedom to select materials that are best suited to a particular application, rather than being locked in to products from a single vendor, gives them a level of flexibility and integrity that their Media & Entertainment industry customers hold in high regard.
We take the same approach. Over the course of 40 years, Argosy has built its reputation on supplying high quality products from a variety of market leading vendors. This requires approaching each product from a systems perspective; balancing quality with cost and availability, and keeping interoperability top of mind.
A particular cable, for example, must mate with a chosen connector and there should be commonality between tooling to save wiremen repeatedly purchasing new tooling each time they install a new cable style. It’s this level of thoughtfulness that end users appreciate.
Working closely with suppliers has also allowed us to specify small changes on particular products, ensuring this next-level interoperability, as well as consistency between batches in terms of form, fit and function; and even aesthetics, such as color matching cables for a more organized presentation in a riser.
Competitive prices can also be generated more effectively through creating economies of scale – sourcing multiple large orders at a discount from trusted suppliers – with the resulting savings being passed on to our customers.
Global and local supply chains
Over 40 years we have seen a trend of vendors shifting manufacturing from the UK or mainland Europe to further afield. When it’s done properly the move won’t compromise the quality of products, but without due diligence, standards can slip.
This is why we only partner with overseas suppliers that are fully committed to high quality; those who are ISO registered, have shown a history of maintaining Quality Assurance (QA) practices across their supply chain, and those who keep a tight handle on material choice, packaging standards and logistics. Strong vendor relationships and quality control practices are key to maintaining consistent product performance despite geographical shifts in manufacturing.
That said, our preference is still to source our products as close to home as possible, allowing us to visit the manufacturing premises and benefit from quicker and easier access to inventory, as opposed to waiting for a freight container to arrive from the other side of the world.
This strategy came into its own during the pandemic, avoiding the spiraling sea and air freight costs, which are only just starting to return to pre-pandemic levels.
Communication is key
With over 16,000 SKU codes in our product range, there are inevitably complications that arise and we have experienced difficulties with suppliers – for instance, when they have moved to a new operating system, experienced shortages of raw materials, or suffered a Covid outbreak.
Our approach is to work closely with them to resolve issues, monitor situations to ensure improvements are forthcoming, and keep our customers updated. Continuously assessing the life cycle of products and keeping that flow of information to and from manufacturer design and development teams ensures that products are updated in a timely manner, to meet the latest specifications.
The most important factor in a relationship with a vendor is open and honest communication. The sooner you know about an issue in a supply chain or a price increase, the sooner it can be mitigated or alternatives sought. Ultimately it’s about having the right products on the shelf when they’re needed most.
Many of Argosy’s supplier relationships have been established for decades, including Prysmian-Draka, Neutrik, Percon, Belden, Partex and BES, so we must be doing something right!
One size does not fit all
According to the IABM’s MediaTech spotlight, MediaTech best-of-breed buyers care more about innovation, interoperability & partnerships than any other factors. Control, customization and integration remain the top drivers of insourcing investment for media businesses, most of which still prefer best-of-breed solutions.
The message here is that open communication and collaboration between manufacturers, distributors, and system integrators helps to build processes that prioritize project-specific needs and deliver optimal value to the end customer. It turns out that one size doesn’t fit all.
also:
