At the 2026 ProSource Spring Conference, we sat down with some of the organization’s newest vendor members for a conversation about growth, partnership, and the evolving opportunities within the custom integration channel. As one of the industry’s leading specialty and consumer electronics merchandising groups, ProSource brings together more than 550 independent retailers and custom integrators, creating a collaborative environment designed to strengthen relationships, accelerate business development, and drive innovation across the market.
Joining this roundtable are Rick Albuck, Chief Growth Officer, SureBright; Rodrigo Arrambide, General Manager Americas, Devialet; Jason Bochner, Director of Industry Relations, Lincoln Tech; Dave Chace, Founder, Cogent360; Jeff Costello, General Manager, Loewe Technology North America; Rob Doherty, Director of Business Development, Lucetta; Nick Dolansky, Director, Strategic Partnerships, Skykit; George Hughes, Business Development Manager. Foresight Sports; Skyler Meek, CMO, Just Video Walls; Tabi Quick, National Manager of CI, DRAPER; Chris Smith, Principal, TheCoTeam; and Jason Thompson, Owner, Jet Living Products.
As recent additions to the ProSource vendor community, each brings a unique perspective on what drew them to the organization, the value of engaging with its membership, and how these new partnerships are helping shape their strategy and growth in the year ahead.
This discussion explores their early experiences with ProSource, the opportunities they see in the custom integration space, and how collaboration continues to play a critical role in building stronger connections across the industry.
TWICE: What were your company’s primary goals in attending this year’s ProSource Vendor Show, and how successful were you in achieving them?
Rick Albuck (RiA): Our main goal was simple- listen. We wanted to sit across from integrators to understand their big challenges when it comes to post-installation support and delighting their customers.
We’ve been working with ProSource since last year, and it has been absolutely great. The Vendor Show definitely was the cherry on the cake, enabling high-quality face-to-face conversations. We also got to sit with several of our existing customers and gather valuable feedback from them. By the end of the conference, we had a much sharper picture of where dealers are losing time and margin on warranty-related issues, and several conversations were already turning into active rollouts.
Rodrigo Arrambide (RoA): Meeting new vendors, spending time with our existing ones, and solidifying our positioning amongst the members who want to offer their customers a true luxury experience without compromising on looks or sound quality. We successfully achieved our objectives at this show.
Jason Bochner (JB): Lincoln Tech’s primary goal at the event was to build brand awareness and connect directly with ProSource members. Many business owners in the low-voltage space haven’t traditionally partnered with trade schools, so this was an opportunity to introduce a new approach to talent development—one where graduates are already trained, invested in their careers, and able to contribute from day one. Based on the level of interest and conversations we had, we were very successful in achieving that goal.
Dave Chace (DC): Our primary goal was to introduce SmartShowroom360 to the ProSource community and give dealers a clear sense of how it can transform the way they present and sell their solutions.
The response truly exceeded expectations. There was strong, consistent interest throughout the event, and we’ve already seen several dealers move forward with their own showroom—so it quickly turned into meaningful momentum.
Jeff Costello (JC): Our primary goal was to introduce ProSource members to Loewe Technology, our German heritage, our commitment to craftsmanship, and the differentiated luxury experience our products offer high-end integrators and retailers. We wanted dealers to understand that Loewe isn’t just another display brand – it’s a conversation starter that elevates their client relationships. The event exceeded our expectations and proved to be a great platform to showcase what Loewe brings to the luxury CI channel.
Rob Doherty (RD): Our primary goal was to maximize face-to-face time with the ProSource member integrators. We wanted to learn about their businesses, how linear lighting fits into their current offering, and how our companies can align to deliver exceptional lighting experiences. For those who are new to linear, we introduced multiple solutions—ranging from Ultra Performance to High Performance to Performance—and explained how they fit into specific applications. We appreciated all those members who visited our booth during the scheduled meeting times. It was a successful show for us.
Nick Dolansky (ND): We wanted to offer a great solution to ProSource members to give their end customers an easy-to-use digital signage solution that would also open up recurring revenue options on their commercial installs. We had some great conversations and consider the show a success!
George Hughes (GH): Continue to build our presence within the ProSource membership and show them how they can recognize revenue by selling our golf simulation technology. We were booked throughout the conference and spoke to over 30 members in total. It was really valuable exposure for us.
Skyler Meek (SM): Our main goal going into ProSource was to spend real time with dealers to strengthen relationships and understand where they’re trying to take their businesses next. We wanted to support that by showing how we’ve structured Just Video Walls and Lunar Walls completely around making them successful. Overall, it was a big success. The conversations felt focused, relevant, and very dealer-driven.
Tabi Quick (TQ): Since Draper recently joined ProSource, we were genuinely excited to showcase our products at our first ProSource Show. Our goal was to meet dealer members face-to-face and help them understand how the Draper line can support their day-to-day business. We feel we achieved this—dealers were receptive to learning more about who we are today and what we bring to the table.
Chris Smith (CS): Our goals were to: 1) meet with new dealer members, 2) engage with them in a meaningful way, 3) provide enough value in our offerings, and 4) have members click into our calendars to book a follow-up meeting. We had 39 engaged meetings and already have 6 booked follow-ups, all within the same week! I would say our expectations have been met.
Jason Thompson (JT): As a new vendor, we needed to meet with members to begin discussing how we could service them and help them grow into new categories. It felt successful as we have been working with members since the conference.
TWICE: How would you describe the level of engagement with ProSource members at the event, and did any new opportunities or partnerships emerge from those conversations?
RiA: Honestly, better than we expected for a first-time vendor. Merchants weren’t just stopping by- they were pulling up chairs and walking us through real scenarios. A lot of conversations started around the basics- how our AI-powered warranty platform works, how quickly it integrates, and what the revenue share looks like.
Several vendors also seemed delighted about Whole System Warranties as they provide meaningful value for custom installations. The idea that one protection plan could cover an entire installation- displays, automation, networking, all of it- clearly hit a nerve.
RoA: Level of engagement was high, and people were very curious. It is always nice to see our peers bring innovation and fresh ideas to the industry.
JB: Engagement was extremely strong. Many members were unfamiliar with Lincoln Tech and the scope of what we offer, so the event provided a valuable platform to share our story. The response was very positive, with strong interest in developing a reliable entry-level talent pipeline. Several conversations opened the door to new partnerships and ongoing discussions.
DC: The level of engagement was outstanding. We had a steady flow of dealers at the booth, and more importantly, the conversations were thoughtful and highly relevant to their day-to-day challenges. Many immediately recognized how this could help them better communicate their value—especially with clients who don’t fully understand what an integrator actually delivers. Those discussions have already led to new relationships and promising opportunities.
JC: The level of engagement and the quality of the conversations were exceptional. We had a full schedule of meetings and saw significant traffic from members who sought us out through word-of-mouth. Our suite remained busy throughout the event, and the conversations generated several promising new dealer opportunities and partnerships.
RD: Member integrators showed high engagement regarding our people, company, and products. We also enjoyed engaging with other vendors to discuss sales approaches and strategies that deliver value to the integrators.
ND: The ProSource members took meetings seriously and showed up for their scheduled time. We have multiple members who have already engaged with our team to get a demo scheduled for their sales teams, as well as new opportunities on existing projects.
GH: We’ve been doing this for just over a year now, and it was really powerful to see members we have worked with over the last 12 months share their experiences with other members who are just looking to make the jump and begin selling our technology to their clients. As much as we make the effort to support the ProSource membership, our biggest advocates will always be the members themselves and those who are seeing great success with our program.
SM: Engagement was strong across the board. What stood out most was how dialed-in the dealers were. Many came in with real projects, real challenges, and a clear vision for the kind of experiences they want to deliver to their clients. That led to some great back-and-forth and a number of new opportunities that are already taking shape.
TQ: Dealer engagement was excellent. Members were highly interested in our offerings—especially in the shade category—and many conversations pointed to significant opportunities for Draper to help dealers expand and succeed in this space. We clearly see strong potential for new partnerships and continued growth with ProSource members.
CS: The level of engagement was extremely high. Booked appointments showed up on schedule (with rare exceptions). Attendees were truly focused and did not seem to be there out of obligation. Attendees were not “watching the clock”. We had two people managing our booth, and they were both engaged when the expo floor was open.
JT: As of today, we have created several new relationships with established member companies and are continuing to speak with more companies we met.
What products, technologies, or solutions did you highlight to dealers, and how did the ProSource membership respond?
RiA: We highlighted both sides of what we do. On one hand, our AI-powered warranty and shipping protection platform that any retailer can plug into their existing sales flow, with zero operational lift. On the other, our Whole System Warranty program built specifically for custom integrators, which lets them offer one extended protection plan across an entire installation instead of leaving homeowners to navigate five or six separate manufacturer policies.
The response was strong- particularly when dealers realized they earn on every plan sold and get reimbursed for service and labor on claims. For a lot of them, that was the moment it clicked: this isn’t a cost center, it’s a profit center that also makes your clients happier.
RoA: We showcased our newest Phantom Ultimate lineup with solutions for residential, hotel, and restaurant applications. The reception was very nice since most people didn’t know we could support commercial integration of our products.
JB: We highlighted Lincoln Tech’s national footprint, with students from all 50 states and 22 campuses (and growing), as well as our 1,200-hour Electrical/Electronics program—approximately 50% of which is focused on low-voltage training. We also emphasized our no-cost Career Services support, which helps connect employers with qualified graduates. Members responded very positively, particularly to the combination of technical training and hiring support.
DC: We focused on SmartShowroom360 and its ability to deliver a fully interactive smart home experience as a sales and marketing tool.
The response was incredibly positive—particularly around the lighting demonstrations. Dealers appreciated how clearly and convincingly they could present lighting scenes and control. There was also strong interest in its use for remote presentations, and many saw it as an effective way to answer the question, “What exactly do you do?” in a way that’s both visual and intuitive.
JC: We showcased the new Loewe stellar line of luxury OLED televisions, along with previewing the Loewe leo premium over-the-ear headphones. Both product lines received overwhelmingly positive feedback, with many dealers recognizing the opportunity to bring a truly differentiated luxury offering to their clients.
RD: We highlighted application-specific solutions for wall grazing, outdoor, flexible, backlighting, and dynamic lighting control. Sharing ways to eliminate the guesswork with color mixing and maximize the potential of our fixtures.
ND: We have a small Skykit media player that powers our web-based CMS, it was simplistic for dealers and received well.
GH: We had some great conversations, and we’ve come up with some exciting ways to make the program more accessible in 2026
SM: We brought three walls that represent our full commitment to the category. Lunar Walls on the product-centric and entry point, our high-end Just Video Walls flagship, and our new Absolute Black product, which honestly stopped people in their tracks (including myself, hah). The reaction wasn’t just “this looks great,” it was more about what this enables dealers to do. It showed that MicroLED can cover a wide range of projects and that we’re all in on supporting them at every level.
TQ: We highlighted our wide range of shading solutions. Draper has a strong history of innovation in this category, and dealers responded very positively. Many saw immediate ways our solutions could complement their projects and broaden what they’re able to deliver to customers.
CS: Our focus was on Hiring Assistance. We showed the process, software, and provided access to a show promo, allowing members to register to win a free hiring package. The response was excellent.
JT: Being only two years into the CI channel, it helped us continue to learn about the different markets the members work in and how they measure success in each market. We need to know what each member needs from the vendors to be successful, so we can act on those needs and bring value to the members. Were there any key themes, dealer insights, or market trends that stood out during the show that may influence your strategy moving forward?
RiA: Two themes kept coming up. First, competition in the custom integration space is intensifying, and the differentiation isn’t really about the best linecard- it’s about offering a differentiated experience. What we heard again and again was that the dealers who are winning are the ones creating an ongoing relationship with the client, not just completing a one-time project.
Second, there’s a growing awareness that when something fails in a connected system, the homeowner doesn’t call the manufacturer- they call their integrator. They already trust and respect the installer’s expertise. This further reinforced our reading- whole-system coverage is no longer a nice-to-have- it’s increasingly what the market’s looking for.
RoA: Economic instability is causing many people to hold back on leisure purchases, which is shaping how the industry moves. In our premium/luxury segment, we still see significant growth and opportunity to double down.
JB: We heard consistent feedback around increased demand for lighting and shading solutions, as well as growing interest in emerging technologies like Savant Power System battery solutions and smart breaker panels. These insights are valuable and will be taken into consideration as we evaluate opportunities to evolve and expand our curriculum.
DC: especially high-net-worth homeowners—to fully explore what’s possible. Most meetings are brief, and getting clients into a showroom for a deeper dive isn’t always practical.
What really resonated was the ability to share a simple link to a branded SmartShowroom360 experience, allowing clients to explore on their own time. Dealers immediately saw this as a way to extend the conversation beyond the meeting and provide a much clearer understanding—without requiring additional in-person time.
We also noticed a strong trend around golf simulators. The popularity of these systems seems to be steadily rising. One dealer mentioned they’re installing 5-7 per month, which is amazing. We’ll be making a point to add golf simulators as a new product category within SmartShowroom360 as soon as possible.
JC: Absolutely. A clear theme among ProSource dealers is the desire to provide clients with a best-in-class, differentiated experience. The luxury segment continues to thrive, and those clients value brands that deliver exceptional design, craftsmanship, and overall experience. Showing partners how Loewe helps elevate their offering in the luxury category was a major highlight for us.
RD: Linear is no longer specified only for accent lighting applications. There is also an increase in task and ambient lighting applications.
ND: Focusing on the fact that our team will offload all the training, onboarding, and support was a huge upside for dealers. Partner that with the fact that they will get recurring revenue on the software license, and the members really liked the solution. We will make sure we have a better story to explain the “what’s in it for you” roadmap.
SM: A big theme we saw was dealers pushing to elevate the experience for their clients while also protecting their time and margins. There’s a clear desire for a high-end and impactful large-format display, but it has to be practical to implement and supported by great partners. Dealers are looking for someone who can help them deliver at a high level without adding friction and with full commitment to the category.
TQ: A key theme was how important lighting and shading have become for dealers and their clients. Conversations reinforced that dealers are looking for solutions that help them be more profitable and confidently close more jobs. Our industry-leading lead times and strong support structure align well with those needs, and those insights will continue to shape our strategy going forward.
CS: We know hiring is a key issue for every company within ProSource (of any size, in any market). It is time-consuming, not their favorite activity, and many would say they are not great at it (lack the process and training). We will continue to help with education, best practices, and provide a high-value, low-cost solution to the hiring problem.
JT: This is still a work in progress as we create and build on new relationships and learn the best direction necessary to be successful in the CI channel and ProSource Group.
TWICE: In one or two sentences, what is your biggest takeaway from participating in the ProSource Vendor Show this year?
RiA: The integrators in this community aren’t looking for more products to sell- they’re looking for smarter ways to protect their customers and grow recurring revenue without adding operational complexity. That’s exactly the problem we built SureBright to solve, and Nashville confirmed we’re in the right room.
RoA: Those relationships and the people you spend time with will create tomorrow’s business opportunities. In this day and age, after COVID, AI, and all of those other buzzwords, people just want to meet other humans. This show has and needs to keep doubling down on that aspect to keep growing and delivering results to its members.
JB: ProSource represents a highly engaged group of business owners with a clear and ongoing need for skilled technicians. We’re excited about the opportunity to support their growth by helping our graduates launch meaningful, long-term careers within their organizations.
DC: We came away really impressed by how passionate ProSource dealers are about their businesses and how eager they are to adopt new ideas that can help them grow.
The response to our virtual showroom platform seems to have really struck a nerve and shows us that there is a definite demand for this concept. The dealers seem eager to use this tool to grow their business with not just homeowners, but with their industry partners (like builders and designers) as well.
JC: There is strong demand within the ProSource network for premium and luxury solutions. Between the Luxury CE retailers and high-end CI integrators in the group, the membership clearly serves a clientele that appreciates differentiated luxury brands like Loewe.
ND: ProSource members haven’t had a reliable, easy-to-use digital signage solution that also provides them with license residuals. A key takeaway we will ensure we continue to highlight is that we can be a strong partner for them and help enable their sales team.
GH: Yes, it was very valuable. If you are interested in learning more.
SM: The dealers at ProSource are incredibly sharp and already thinking ahead. MicroLED is here in a real way, and we’re all in. The opportunity now is for dealers to lean in with the right partners and go win with it.
TQ: The ProSource community is energized, collaborative, and ready to grow in the shading category. This show reinforced that Draper is well-positioned to support dealers with reliable products, strong lead times, and a partnership that helps them win more business.
CS: We are excited to finally be a ProSource vendor and see a wonderful opportunity to work with each ProSource member to help them hire the right people to grow their organizations. When they do, the member, ProSource, and all vendors grow together.
JT: Yes, we will participate again. All of the speaking topics and breakout sessions are great for the members and vendors. However, I could be biased as a new member hungry to grow, as I would like to get more preset one-on-one sessions with members, especially ones we have not met yet. Meeting in person at these events is far more valuable than picking up the phone and cold calling a member who may not realize we exist yet, or a ProSource salesperson trying to get online calls and meetings set up with members during their normal business days. There are several opportunities to see members at smaller events like G11 meetings throughout the year. We plan to take advantage of some of those as well.
Overall, the conversations at the 2026 ProSource Vendor Show reflected a community focused not simply on products, but on partnerships, profitability, and creating more meaningful customer experiences. From luxury solutions and emerging technologies to workforce development, recurring revenue opportunities, and new approaches to engagement, these newest vendor members left with a clear message: ProSource dealers are actively seeking partners who can help them grow, differentiate, and evolve. As these relationships continue to develop beyond Nashville, the momentum created at this year’s Spring Conference underscores the value of bringing innovative voices and fresh perspectives into the ProSource community.
Originally published at- https://www.twice.com/retailing/buying-groups/prosource-new-vendor-roundtable-2026-spring-conference
