Member Discussion

Is This Acceptable Behavior By A Manufacturer? Integrator A Introduces Manufacturer, Manufacturer Brings In Integrator B

Scenario:

Integrator A introduces client ABC to Manufacturer N. N builds rapport with ABC.

Manufacturer N thinks Integrator A does not have the capability to complete the project.

Integrator A successfully does all the work and gets client ABC to allocate a budget and release a tender (due process).

Manufacturer N informs Integrator B (thats us, a very tenured and experienced rep of the brand) of the tender and gets Integrator B invited to the tender (through N's relationship with ABC). N tells B that he created the project. Thereby making A's efforts unknown to us.

Integrator B (we) wins ultimately due to track record (even at highest price) and completeness of proposal. A is revealed at the end after the awarding of the project.

Integrator A is left hanging with nothing after doing all the work... Even though I am on the receiving end, I guess you all understand where I really stand in this.

How does one prevent this from happening? Is this acceptable/typical/expected practice by manufacturer reps?

What would you do?

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* ******'* ** ********, its *** **** ***** and **** **** **** i ********** *** *** a ****** ***** *** references **** *** *** project *******.

** **** ***** * would ** ******** **** N *** ******** **** next **** * ***** do **** ** *** and **** **** **** projects ** ***...

** * ** * manufacturer **** ***** ***** their ********, **** **** give **** ******* *** to ***. *** **** is *** **** **************, nor **** *******.

*** **** *** ******* this **** *********?

** ******,******* ************.

******* ************ **** ************** ***** ** **** not ***** ****** **** bidding ** *** *******. It **** **** *** one *** ********** *** project * ******** ******* advantage, ***** *** ****, but ********* *** ** this ****.

...**** *** ******* ****...

**** ******. ****** **'** talking *******. ******:)

* ***'* ***** **'* right *** *** ************ to *********** ********* *** is * ****** ********* or ***. ** *** a ************* *** ** this ** ** ***** ago **** * *** with ******* *******. ********** their ********* ********* *** together * ******** ***, and ****. ******** *** manufacturer *** ******* ** work **** ** ***** (Originally ******'* *** ** register ** * *******, or **** ** ******* pricing).

****** * ***** **** situation *** ******** ********* as *** ************ *** not **** * ************ with *** *** ****, only ** ***.

*** ** *** *** of *** *** ***** is ******* *** *** really ** ***** **. The ********/*** **** *** make *** ******. ***** they *****'* ********** ***** with ********** *. ** you **** ** ******** some **** ** ************ with *** ***** ********** you ***** *** *** reach *** *** **** say "****, ************ ****'* tell ** *** *** all **** ****, **** said **** ***" ** what ****. **** ***** they *** **-******** ***** relationship **** **** ************.

***** ********* **** ***** higher ** ****** *** manufacturers ********* ** ********? I ****** **** *** some **** ** **** Rep/Manager. * ***'* ******* a ************ ***** **** to ** ***** ** the **** **** ***** customers **** **** ***** installers.

* ** **** "*** school" *** * ***'* think ****** **** *** old. *** *** ***** no ********** ** ** anything *** ** *** of *** ***** ********* points ***, * ***** never ****** **. **** is *** ***** ****** I ** **** ******** to ***** * ************ or *** **** **. Without *** ****, ***** is ** ***. *** yes, ** *** ********* on ****** ** *** manufacturer.

**** ** **** ********** on ******* ************? ** you ****** ******* **** is ********* ********* ** all *********** (** **** to ***** ** **** a ************) ** ******* that ** **** ********* to ****** *********** ** each ******?

* ********** *** * product *** ** ********* to ****** *********** **** have **** ******, ******* I ** **** ******** that *** ********* ** all ***********. ** *** product ** ****** ***********, very *******, *** ******** a *** ** ********, then * **** ** sell *** ******* *** should **** ** **** some ******** *** **** training ****** ** ********* to *** *********** ******* free ** *** * fee.

* **** **** *********** and *'** **** **** companies **** **** ********* ability ** **** ******* products ** **** **********. I *** ** **** of ****** **** **** and *** ******* ******** when *** ******* ** professional *** *** ****** spent * *** ** money ** *** *******. It's **** ** **** seeing ****** ******* ******** recently ********* ** * wall. ** ****'* **** bad. **** * ****** my **** ***** *** ceiling ** *** ***** for ******* *******, **** to **** *** ***** cable ****** (******) ** the ******* **** **** now ***** ********. **********, I ** *** ****** good ******** **** ******* a ******* ** ****.

****** *** *** *******.

*'** **** ***** ** own ******* *** ****** for *** ** *** top *** *********** ** the **. ** *** very *********** ** ******** a ************ ** ******* with *** **** **** state **** *** ****** dealers ** ** ******, and **** **** ** "protect ***** *******". **** seemed ****** ****** **** the ********* **** **** the ****** *** ***** for ********** ********. * little *** ** ******** thinking ***** ***** *** that ** *** ******* really **** ** ** protected, **** *** ***** very ****** ** ***** new ******** ** **** manufacturer *** *** ******* getting *** *** ** government ********* **** ****** competition *** ** *** limit ** *******. ** a *** ******* ****** in, ******* ** **** sell ******* *** *** business **** **** *********. In **** **** ** protecting ***** ******* * reckon ** **** ***** manufacturers ***** $*** **** 5 ***** ** ******* and ********, *** ** include ****** ***** ** the **** *********.

*** *** ****** **** I *** ******** ** go **** ***** ***** up **** ***** **% of ** *****, ******** me ******** ** *** table *** ******* ********** bids ***** ******* ******* might **** **** *** original ********** (* **** performance ***** *****).

** *** **** ****, unless *** ****** ** dead **** ** *******, I ***** **** **** levels ** ****** ************* is ********** ** ****** that ******* ** ******* and ********** *** ******* has *** ************ ** do **. *** ******* most *********** *** ***** can **** * *** solution *** * ****** site *** **-*** ******* without **** *****. ***** looking * * ****** wide ******** ** *****-***** and *** ******* ** integrator ***** ****** ** change.

* ***** *** ** sure ******** * ********** with *** ************* **************.

**** * ***** ****** why * ****** **** any ***** ** **** again.

*******, * ******’* *** them **** **** *** why, ** *** ******* of *** ********.

******** *** ****'* *******, I ***** ****** *** Client *** ******** ***** their ********** **** ********** A. **** ***********, *** ABC ** **** ***** the ************ *** * or * ***** ** they ***** ******* * fair *********** *** *** project. * ***** ******* this ***** ** *** case *** * ***** even *** *** ************ let ********** * **** that *** ****** *** asking *** ***** ******.

* ***** **** *** for *** ************'* *** side ** *** *****, if *** ****** ** continue ** ******* **** relationship *************.

********* * ***** **** the ***** ********.

***** ******** ******* ****, and ******* ******* *** entire ***** **** **** sides, *'** **** **** able ** **** ** with * ********** *******/********* for *** **** ***** be ********** ******** ***** than ******** ********* *** just ***** *****.

***** ********* ***:

*. ****** *** *** prior ********** **** ********** A, *** ************ ********* that ************ * ******* a ************** ** ******* else *** ** **** to ******* ************ *'* products ************. ** *** end ** *** ***, regardless ** *** ************ from ********** *, ************ Nhas * ************** ** *** *** **** / ****** ** ** **** ** ** ***** **** ********, *** **** ************, **** the ****** ** **********.

*. ****** *** ******** at ***** * ****, and ************ **** ************ N *** * **** recommendation ** ****** * second ***. ** *****, what ** *** ************ supposed ** ** -- say **, ** **** someone ** **** ***? That's *** ***** * good *******.

*****, ******* ******* *** specifics ** *** **** all **** ****, * can't *** ******** **** that ***** **** **** at *** **********. ** Manufacturer * ************ ******* that ********** * ****'* the **** ****** *** the *** *** ******* in ********** *, ****'* not *****. *******, ** the ******* ********** ********** from *** ******, * don't *** *** *** Manufacturer *** *** ****** but ** ******* * recommendation.

**** **** ****, * would **** ****** **** the ************ **** ********** A ***** *** ******* from *** ****** *** that ******* ********** *** going ** ** ******* in. ** **** ****'* happen, **** ****'* * strike ******* *** ************ regardless ** ***** *** request ********** ****.

** ******* ** *** manufacturer **** *** ********* comes ** **** ** others **** ******:

*. *** **** ********* by *** ********?

*. **** ** *** history **** **** **********, perhaps **** ******* * job ** *** ************ before.

*. ******** **** ****** and **** **** *** when ******** ** ******* company **** **** **********/****** proposal.

* ***** **** ** always * ****** **** free ************ ******** *** provided. ********* *** **** ************ leads ** * ****, but ** **** *** always ******* *** ****** offering *** **** **********.

* **** **** *** same ***** **** *** manufacturer ****, **** ** help ********* * ****** and ********* *** *** user ** *** ***** of *** *** ********** only ** **** **** select ******* ******** **** their *** ***** *********.

* ***** **** ** always * ****** **** free ************ ******** *** provided. ********* *** **** ************ leads ** * ****, but ** **** *** always ******* *** ****** offering *** **** **********.

** *** ***'* ***** your ****/*********, ** *** will.

* ***'* ********** **** it's * ****** ** not ******* **** ****/*********. Let ** ******* **** I ***** **** *****.

** ******* *** *** helped ********* ****** *******, part ** *** ****** process ** ******* ** know ***** ********** *** applying *** ***** * have *********. * **** believe ***** ** * great ***** ** ********* overall ********* *** ******* how * *** *** the ***** * **** to **** *********** ***** the ********. * **** this **** ** ******* what * **** *** more ********* *** ******** so **** *** **** an ******** ********.

** * ** **** to ***** *** ******** at **** *** *** customer *********** **** * have **** *** ******** they **** **** *********** with *** ******** ***** it ***'* **** **** a ***** ***.

********* ** ***** ****** security ***** *** ************* and *********** *** ******* over ********* ** "******" the ********. ** *** is ******** *** *** service **** ****** ***** is ***** ***** ** the ******** *** ****** to *** ***** *** come **** **** *** universal ***** **** *****.

*** ********* **** ***'* want ** **** **** decision ** ***** *** they *** **** * consultant ** **** *** recommendations, *** **** **** for ****. ****** ******* over ********* ** ******* them, ********* ** ****** ships... :)

*. **** ** *** history **** **** **********, perhaps **** ******* * job ** *** ************ before.

***, * ***** *** are ******* **** **** colors ***** ****. ***

**** ******** *** **** this **** **** **** and ** ****** ****** by *** ******** *** not **** ****** ** the **** ** *** Integrator. ******** ***** ** reduce **** ** ********** functionality *** ********** ***** them ** **** ** the ********* ** *** manufacturer *** ***** **** "brought *** ***" ** the **********.

** * ****** **** is ** ********** *** a ************, * ***** advise *** ******** * call **** ******* ***** your ***** ***** ***. Please *** **** **** this ********. * ***'* imagine *** ************ ***** endorse **** ******** ** described. ** **** **, it's ******** **** ** replace **** ** **** offering.

* ***** ** ** the ************ *** **** the ******. * ** also ** ********** *** would **** ** **** about **** *** *** the ******** *****. ** may *** ** ***** turned **** ** ****** and **********.

** * ***, ** happens ** **** ********* that ** *** **** would *** ** *** another ****** ** **** can ****** **** ***** RFP **********. ** ********* bodes **** ** **** another ********* ********* ******** that *** ********** **** the ******* ** ********. That ****, ** ***** inform *** ****** **** introduced ** *** *** give *** ********* ** the ****** ****** *** of ******* ** ***** initial **** **** *** End **** *** ********* them ** ****** **** to *** *** **** with *** ******* ************** they *******, **; **** capability, ********* ****** ******, etc, **** ***** ******** with *** *** ****.

* *** * ******* situation ** ******** **********. I ******** ** *********** to * ***** ************ making ** ***** ** came **** * ******** VMS/NVR ************.

* ***** ***** * find *** *** ***** rep *** * **** clear ******** ***** *** promoting * ********* ***/*** manufacturer ******* ** ****** to **** *** ******** to *** ************ ***'* firm ** ***** **** often. **** * ********** the ***, *** ** could ***** *** ** was ****** ** ** was ******* * ****** solution ***** *** * pos ******** **** ****** exists ***.

* ****** **** **** his ********* ** ***** was * *** ** heat **** *** ******** VMS/NVR ************ ****. *** much *** ****.

*** * ********** ***** selling **** ***** ******* in *** ****** *** just **** ** *** of *** ****** *** then **** ** **** he **** ** ******. I'll *** *** ** matter ****.

**** *********

** **** ** ** to **** ***********, **** do ** ** ***

***** **** ****

* ********* *** *** reasons * ******** ** my **** ***** *** essentially ******* *** **** could **** ****** *** change *** ** *** OP **** *** **** story.

** ** *** **** for * ***** ******* I ***** **** ******* information **** *** ************ or *** *** ****. It ** ***** ******** that ***** ** * requirement *** ********** **** on ***** ********, ** require *, *** *** were ******** ** *** manufacturer ** * ****** alternative. ** ** ******** integrator * *** **** a **** ** *** a-- *** *** *** user *** **** **** been ******** ******* ***** alternatives *** ******* *** to *** ************ *** recommendations, ** **** **** this * *** ***** due ** **** *******. It ** ******** **** in ************ **** ********** A ****** *** ******* process **** **** * big ******* **** ********** decided **** ***** *** overlook, *** ******** ***********, not ********** *** ******** brought ** *** ***** your ******** *** ******* trying ** **** ***** in ******* ****'* ********, acting **** ** ******** baby, ***. ** **** awarded * ******** ** in ** ******* * less ********* ********* ******* they ***** **** ********* and ******* *** *** team *** *** ****** bidding. ** ** **** possible **** ** ***** be * ******* ***** things *******, ** ******* the ******* **** ***** involved ** *** **** option ** ** *******.

** * ****** ******** for *** *********** **** is ******* *** ************. Our *** ******* ******** a ******* ** * bids. *** ***** *** cycle *** * ******* proposed * ********* *********. We ***** *** ** the ********* ****** **** the ****** *** ****** to ****** ** **** choosing *** ***** ********** so * ***** *** was ****** *** *********** of *** ****** ********.

** ***** ** ***. for ***** *********** ********** to ******* *** ********. Once *** *** *** complete ** ******** *** of *** *** ******* over *** ******** **********.

****'* *** *** ** goes *** **. ***'* feel *** *** *** the ******** ****** ******, since *** ******* ********** with *** ******** *** we ***** ******** ****** a ******** ******.

***** ** ****** * time ** ** *** in ** ******* *********.

******* ********** **** **** described *** ******* ****** been *****, **** *** algebraic *********** ** ****** from *** ** ***** don’t ***** *** *** angles.

* ***** *** **********, like ***** **** **** favorite ********** ** ***** to ** ****** *** another ******* *** ******** said ********* ****** ** the *** ****, *** it’s *** ******* *******, while ******* ****** *** desk **** *** *****. The **** **** ***** going **.

********* ****** *** ********* solves **** ******* ******, but *** ***.

** ** **** ***** Rogers *************, **** *********** you **** ** **** when ** **** **, know **** ** **** it, **** **** ** walk **** *** **** to ***.

****** **** ****** ********, they ******* * ******. Sometimes ********** ******* ********* share **** **** *******’*. Sometimes * **** **** around ****. ********* * third ***** *** ** be ******* ** **** has ***** ***** *** sometimes * ****** ************ is *********.

********* *** *** * dirtbag *** **** ********** will ******* ***.

******** ****** **** ***** time *** *** *** many ********** ***** ***** didn’t **** **** *** cost **** *** ****. Some **** ********* *** said ****** * ************ with ***** ****** **** all *** **********.

*** *** **** **** vendors *** **** **** only **** *** ********* need **, ***** **** vendors *** **’* * relationship ** ******* **** because **** ***’* ******* your *****. ****

*** * ******** ** feel *** *** *** original **********. *** **** touched ** *** ******* problem ** *** ** I *** ****** **** are *********. ****** * go ***, * **** to ********* ** ******* for **** * ** about ** ***. *** have **** ************** ****** and ******* ** ***** your **** *** ******* to *** ********** *** that *** ***** *****. If * **** ** your **** * ******, I *********, *** **** situation ******* * ***, and *** **** ** the ******** ********.

** ** ********* (** not ******) **** *** customer ******* **** ******* to ***** ****. * don't **** **** ********** circumstances *** * ***'* mean ** ****** *** in **********, *** ** general, *** ******** ********** all *** ***** *** many ***-***** ** ****** design **** **** *** go **********. **** ** money. ********** * *** to ** *********** ** some ******* ** **** will **** ******** *** they **** **** **** way ******* **** **** been. ** *** *** not **** **** *** intended ** **** ***** work *** **** ** around, *** **** *** being ****** **** ****.

**** **** ***** **** many ***** ** ******* a ******** *** *** when **** ***** **** been ******* *** ******* else *** ******** *********** their ****** *** ******. What ** ***** ******? You **** ***** ***** design *** ******* ** around. ******** ***** **** product ****** *** **** own ******* ** ** no *** ********** **** because *** *** ** it ** *** ***** of ***. *** ******** of ****** ** *********.

** **** ********** ****, if *** ********* *** system ****** ******** (**-*****) or ***** * ******** and **** ****, **** bravo ** *** ***/******; you **** ** *******; you *** ** ****** partner. ** *** ******* their **** ****** ***** the ***** ** "*** diligence", ** ** ******* as *****, * ***** not **** ** **** for ***. * ********** walk **** **** ********* who ***'* ***** ** time ** **********. ******** should; ** ** *************.

****** ** ******** ** pay ******* **** ****** value ** ** ** for ***. ** *** don't **** *** ********* or **** ** ** it ********, **** *** should *** *** **** service. ** * ******** were ******* ***** ***** intentions ** **** *** design ****** ** ** unlikely **** ***** *** anyone **** ****** ** help **** *** **** know **.

** **** ************, ***** directly ** *** ************ for *** ****** **** the ********* ***** **** been *********. *** ******** gets *** ****** *** details **** ****, *** manufacturer **** ****** *** the **** *** **** probably ***** *** ****** you *** ***** **** in ******; *** *********** know *** *****.

** ********* *** *** ill ******** * *** have ******* *** *****, I ** ********** **** candor.

*** ***** ** **** so **** **** * quote *** **** ***** it * ***. **** often ***** *** ***** should ** **** ******* so **** ***** **** quotes. ****** **** ******** often ******* ****** **** and * ***** **** quote ***'* ****** **** quick *** ***** **** to *******. ** **** don't **** ** *** for *** ******. ** be **** ** *** on * *******, ***** should ****** ** * third ***** ****** ** bid ** ******** ** a ********* ********. ** many ******* ********, **** never *******, ** ** just ******* * ******* contest **** ******** ********* providing ***** **** ******* at * ******. *** client **** **** **** through ** *** *** is **** *********, ***** can ***** ** ****.

* ** **** ****** competing ****** ******* * do **** ******* *** BS **** * *** it. * ***** ****** to ** ******** ** sales ******* * ***'* like ***** *** **** is ****** **** * see **** * **** with ***** ********* *************.

*** ** *** ** this ***** ** ****. The ************ ***** ***** pick ** *** *****.

"************ * ****** ********** A **** *** **** the ********** ** ******** the *******."

*** ************ ****** *** offer *** ******* ** this ****** ** *** most ******* *****.

"* ***** * **** he ******* *** *******."

***** **** *** ************ outright **** ** *** here.

**** *** *** *** present *** ********* ** appears **** *** ************ or *** ************ *** is *********.

*** *** * **** presented **. ** ** actually *** ** *** happened. ** **************.

************ **** ** ****** has **** ******* ***** the *** ** ****** on ****.

** * ***** ******** for * ***** ************, I *** ***** *** the **** ** *********** and *** ***** ** provide ******** **********'* ******* info *** ****** **** (most ******* *). * always **** *** ********* integrators ** *** ****, and ***** ** ** way ********* *** ********** of *** ******, **** if * **** **** to *** ** ** to *** ****. *** do * "**** **" an ********** **** * prefer ******* ****. **** would ** *********, *** ethics *** *** ** our ****** *****. ** is *** ** ** the ************ ** *** the **********. *** **********/*** user ****** ** **** through ***** **** ** references.

**** * ***** ***** can ** ** ********,*** not ********.

*:********** * ***** * deal *********** ********* **** Manufacturer *. **** **** states * ******* ** make ** **** ** the ************.

****** *: ** ********** A **** *** ******* the ******** ******** ** him *** * ******* price *** ******** *****.

****** *:** *** ******** reason ** ********** * gets ******** ** *** project,then *** ***** ***** to ********** * ***** be *+**% *** *******. And ** * **** the *******,*** **% **** go ** ********** * from ************ ** **********.

****** *: *** **** wins *** *******,*** ******** will ** ******** ** the * ********** ******* integrator *,*** ******* ****** predefined.

*** ** **** ***** options ****,*** ********** * need ** **** **** about *** ******.

*:********* ** *** **** of *** **** ** the ********** ** *******,**** get **** ********* ******** by **** ********* *******/*********. This **** **** *** manufacturer **** ******* ***** the **********.

*: **** **** ************ support ****** ** ********** document ** ********** .************ support ****** *** ******** with ******** ****** ** of *** ******** *********.

**** **** **** ********** B **** ****** **** grey ****** / ******* region.

*** *** ** **** is ** **** **** that *** ********** * is *** ******* **** nothing ***** *********** *** manufacturer *** ******** ******* an ****** ** ***** an *** ***** ** the *****.

***** ** **** **** area ****, *** ***** who *** ****** ** justify ** ****** *** a **** ***** **** makes ***** *** ** the ***** **** ** an ********* *** *******.

** **** *** *** Sales ****** *** ****** Reseller * ***** *** be **** ** *** the *******, *** ****** to ***** *** ****. At *****, ** ***** the ***** ** **** to *** ******** *********. The ***** **** ***** of *********** ** *** Mfg ***** ******, *** the ****** ** ****** unethical ******** **********.

*** * ****** **** in ** ********:

** **** ***** **** we *** ******* ***** is * **** ***** an (***** ***) ******** is ******** ** * client **** **** *** for **** ****, *** want ** ******* **** to ** *******. **** are ********* *******, *********, that * **** **** what **** *** ******** me.

**** *** ******** ****** a **** ** ** I ****** ***** ****** rules. * ******** **** expect ** ********* ** do *** **** **** me. ** *****.

*) **** ************ - Either * ** ******* working ** ** (********** with ******* ****), ** this ** *** ** me *** * ** free ** ******. *** will **** ** **** first ****. * ****** will *** ****** *** along ******** *** **** a ****** **** ** product, ** *** ***'*. I **** **** *** so *** *** ****** another ******* ** ***** your ******. *** **** be ********* ******* **, but *** **** **** I *** ****** *** transparent **** ***. **** if *** **** **** deal, *** **** ******* me *** **** ****** call ** ** ***** deals. (** **** **** of ******* ******* ***** you ** * ***** person, *** *** ** the ***** **** ** work)

*) *** ** **** - ** * **** you * ** ********** to ***, * ** committing **** ** ***. We *** ****** ***** to *** **** ********, or ** *** ***** to **** **** ********. I ** *** ******** you ***.

*) ********** & ********** - * **** ** everything ** ** ***** to ****** *** **** the ******* ** **** investment (******** ** *******). I **** ** **** through ********** ** **** company, ******* ***** **********, as **** ** * strategy ** **** *** win. ** ***** *** weaknesses **** **** ****** the *** ***** **********, I **** ****** * plan **** *** ** ensure ** ***'* *** that ******. ** ***** or ********** ** *** issue ** **** ******* Pro ********. ** ******** or ****** ******** ** the *****, * **** work **** *** ** partner **** ****** ** needed.

*) ***** *** *** same - **** ** you **** ***** ** one **** * ****, or *** *** ******** your ***** **** ** me, * **** ***** you *** ***** **** as * ***** ** largest ********* *** **** hundreds ** *****. ***? Because **** *** ******, tiny **** ... ** YOUR **** *** *** big ** ***!

*** **** ********* ** sort *** ** ***'*, but **** **** ** simple.

***** ** ******* ** specified

*) **** *** *** one *** ****** *** end **** ** ******* my ******* ** *** RFP? **? ** ******* deal, *** *'** **** you ** *****, ******* I ** ******* ******* with *** ****** *** invested ** *** **** done. *** *** ****** off ******** * *********** product *** *** ******* your **** **** **.

*) *** ******, ******** cause ** ******* ** be ********* ** *** RFP? **? **** ** where * *** *** freedom ** **** **** my **** *********. *** you **** **** *** I ***'* **** *** on. * *** ****** up ** * ******** to **** **** ********* on *** ******* *********. The **** ********* ***** is * *** ** one .. ******* ** reseller ******** ** ***** and *** *** **** deserves ** *** *** most *********** ***** ******* they *** *** **** that ***** ** *******.

***** ** ******* ** not *********, *** ** need * **** *********** price ** *** ******* the ***********, * **** typically ***** *-* ******** to *** *** *** same ******* ********. **** are ** * ***** playing ***** *** *** able ** ******* *********** against *** ***** ********. Others *** **** ******* for ******* ******* **** know **** **** *** been ****** ** ** "in *** *****". **** is **** ******* **** now **** *** ******* to ****** ** ***** it **** * *********** product.

* ** ******* ***********, but *'** *** *** resellers ** ** ******** region **** ******* ***** VMS ******* * ****. ;-)

* ** ******* ***********, but *'** *** *** resellers ** ** ******** region **** ******* ***** VMS ******* * ****. ;-)

********?

* ***’* **** ** all ** **** ** hard ***** * ***** run ****, *** ** outlines * *** ******** traits **** *** ** identified.

*****. *******. *************. ************* all **********.

****** - ***** **** for ** ** ** present ******** *** ***** environment, *** ********* ******** has ***** *** *** that **** *** **** in ***** *********. ** you ***'* **** **** own ******** **-**-****** ********** rulebook, *** ***** ******** developing ***. ** ***** others ** **** *** to ****** *** **** less ********.

*** ************ *** #*, just ****** ** *******. ;-)

...*'** *** *** ********* in ** ******** ****** know************ *** ******* * sell. ;-)

**** ****!

**** ** *******, **** your *** ******* ******-**** motion *********?

* ******** ** **** signs * *********** **** once * **** **** a ********. ***** **** procurement, *** ********* ********* must ** ******.

*** ******** *** **** unhappy **** *** ******* portion ** *** ********* and ********* **** **** additional ********* **** ****** year. ***** ** ******* out ** *** *** end **** ********* ***** manufacturer *** (**** *** a **** ***** ********) and ********* *** ************ provide *********** ******* *** multiple *********, ***** *** customer ***** ************ ** their ***.

***** *** ******* *******, the ********* *** ***** awarded *** ******** *** to ***** *********** ******* being ** **** ***** (many ******** *******) **** the ***** *********. *** line ***** *** ******* were "*******" ****** *** RFP ***********.

** *** ** *** respondents, ** **** ***** by *** ******** ** provide ** *********** ** our ********** **** *********** line ****. ******* ********* any ********* ****** ***** information ** ****** **** them **** ** **** our ******** ****** ******* for **** ******** (** do ***** *********** *** them).

**** ******* * *** and *** *********** *** on * **** **** the ********. *** ********, very **** **********, ********** for ******* *** *** respondents **** *** ******** that **** **** ******** up **** ***** *** and ************ ***** ** all ******** ********* **** given *********** *******, *** rep ********* **** "*** were ******* ***** ****?".

** ** **** ****** opinion, ** *** **** should **** *** ******* to ****** **** * reseller **** *** ******* with ******* * ***** financial ******* ** ** imposed ** *** ************. In **** ****, **** penalty *** *** ***** to ***** *** * change ** ******** **** fiscal ****.

***** ******, ***** ** no ********* **** ** would **** **** ******* this ***** **** ********* pricing. ***** **** ***** reputable ********* ** *** table ** ****. *** having *** ********* **** we *** **** ****** due ** *** ************* protection ** ******** * even ******* *** ******** is ******* *** ******** requested *********** ******* **** their *** (*** ********* pricing, ***********) ** **** upsetting.

****** ** *** * typo. ******* **** ** mobile, ****** ****** *** additional ******.

**** ** * ****** clear *********** ** * valid *****.

*** ***** ******* * had *** ** ****** like *** *** **** was **** ** ****** incredibly *** ******* **** was ******** ***** ******** value **** ** *** initial ***********, *** **** for *** ******* *********? Now **'* **** ********* to ******* ****** ******** value, ** **** **** stuck?

********* ** *** ****** they **** **** ** get **** *** ******* had ******** ** ** with ******** * ***** to *** *** **** and ******* *** ***** they ****** ** **** their ******* ******? ** happens.

********** *** ****** ** this ** *******, ** not *******, **** ****** there *** ****** * few ********* **** ** look ** ******.

* ** **** ********** NOT ****** **'* ******* to **** ** ******* end **** **** * specific ********. **** **** no *** *** **** whatsoever.

* ***'* **** *** low ***** ******* **. I ** **** *** following:

*. *** ******** ** use *** ************ *** driven ** *** ********. Their *** ******** **** vetted ******** *** *** with ************ **** ****** deciding ***** ** ******. It *** **** ***** this **** *** ********* were ******* **. **** predates *** *********** *** has **** *** ******** procedure *** **** ******** for **** *****.

*. ** *** **** time **** *** ***** on ** ********** * different ******* **** *** same ************ **** *** roughly *% *** ***** of *** *** ***** discussed ****. *** ********** pricing *** **** **** much ******* ******* *** nearly ** ****** ***** than *** "*******" ******* provided ** ** *** the ****** *** **** the ************. **** *** easy ** ****** ** a ****** ** *** materials **** *********.

*. ** * ****** of ****, *** ******** is *** ****** **** devices **** ******* ************. Good **** ******** ************!

**** * *** ************.

** *** ******* *** this ***** ***... *** as **** **** ****** ..most ***** ******** ******* 2 ** * ******. I **** **** ** both *** ******* *** losing **** ** **** equation ... **** *** same ****** ****! ********** is *******. *** ****** is *** ********* **** presenter. **** ** **** I **** **** *** initial *********. **** ********** B *** ********* ** be *** ****** ******.. even ****** ** * higher *****. ***** ****** 30 ***** ** ***** this *** **** ****** that ******* **** ** "Business ** ********". *** End **** ***** **** is **** *** ****. The ************ ***** **** is **** *** ****. And ** **********'* **** more ********, ******* **** is **** *** **.

*** ***** **** **** has ****** **** **** No ****** *** **** client ** *** *** better *** **** **** foot *******. ** *** take * ****** *** their ******* ** *** for *******.

** *** ***** **** of **** .... ********* I **** *** ** loose * *** ** win *** ******... **** will ****** ****... * have **** ******** **** this ** *** **** only ** *** **** call * ****** *****.. Please **** *** *** system.

** ** * **** that ** ********** **** more ******** **** *********** are ********** ** ** able ** ** ******* installs ***** ****.

*** *********** ***** *** best ***** ** *** race ** **** ** the ********** ** *** able ** ** * good *** ** **** not ***** * *** picture **** *** *** user.

** ** * **** that ** ********** **** more ******** ... **** "manufacturers" *** ********** ** be **** ** "******* quality ***** ******* *** product ********" ***** ****.

*** "**********" ***** *** best ***** ** *** race ** **** ** the "************" ** *** able ** ** * good *** ** **** not ***** * *** picture **** *** *** user.

* ***** ******* ** find *** ** **** was *** ******** ** just *** ***** *** for *** ************ ** more ** * ********* decision. ** **** *** rep **** *** ********** needs ** ** ******* into *** ****. ** he/they **** ** ** to ********** * **** whats ** **** **** from ***** ** ** you **** *** ****?

******* *** *** **** and * ***** *** worth ******** *** **** it ******* *** *** time ** ***** ********** as ****.

*****, *** ** **** out ***** ** ***** of *** ******* *** has ********* ** ***** sales ******* ********* ***** how ********* ******* ******** has ******. ******** ******: Selling ** ***** ******** RELATIONSHIPS!, *** *** ************ that **** *** *****!.

********** * ***** ********. And ** ***** *. Its ********. ** *** the ************ ******* ********** A *** ****** *** (hang **, * **** to ** **** ** my ********** ** ****) that ******** ** *** Genesis ** *** ******* through **** ****, **********, likely ******* ****** ** budget ******* (** ****** knows *** **** ** budget) *** ****** **** more **** **** ** in ******** *** ***** free ********** ********. ********** A ** *** ****** the ******* ****** ** my ****. *** ** is ********** * **** should ** *** ***** by ************ * *** Customer *** ** *** lead ** ********* ******. Any ************ ** *** user ******** ******* ********** to **** ** ***** all *** **** **** is **** ** **** the ******** *** *** reason ********** ** ************** breach ** ***** ** the **** **......(****, *** me ***, *-*** *** M-N *** *-*). * dunno. ********. ******** ****** screwed *** *** ******* me.

******, *** ***** **** someone ********* **** ****.

**'* ****** ** *** a *** ***** ****** is **** ** **** Mfg * ** *** curb, *** "****** *** the ********", ******* ***** "favorite" ******** ** *** project **** ******* ** them **********, *** **** say "**, **'* **** business. ******* ********."!!

"**'* **** ********" *** code ***** *** "***, I ** ***** ** screw ***, *** *'** still ** **** ** sleep ** ***** ******* that's **** *** *** it *****".

"---******, *** ***** **** someone ********* **** ****."

* ***** ** *** that ******* ***** ******** on **** ***** ** well. ** ******* *** the ****.

** **** ******** *** a *** ** ***********. In ** **** *** ALL *** ******* **** to *** ***** *** efforts **** *** ******** and **** ** ** is ****** **** ********** services ** *** ******. As **** **** **** here, **** ***** ******** REQUIRE ******** ****. ** have **** ******* **** process **** ***** *** have, ** *****, ********* the ****** *** ** the *** ** *** cycle *** ******* **** as ****** *** ******** platform ******* ** ** integrator *** ******* ** confirm **** *** ********** who ******* *** ******** was *** **** *** and **** *****.

** *** ****** ***** the ************ **** ******* one ********** ****** ** their ********* ********** *** ONLY **** **************** **** ******* *** names ** * ***** authorized ***********. *** *** end ** *** ******* we ***** ********** * who **** *** ***** additional ****** ** ******** the ******* ** *** plan ***** ** ******* a ******** *** ********* price. * ****** ** approach *** ********* ** our ********** ***** ******** a *** **** ******** and ****** ** *** as *** ******** ********.

**** *****-** *** *** the ***** **********. ******** was ***** ****** *** (very *****) ********** * was **** ** ****** not **** *** **** of *** *** ******* (like *********** * & B) *** *** ********** cost ** *** **** done ** *********** *** contract *******.

** ** ** *** fault ** *** ************ that ********* **** * competitive *** ******* **** REQUIRES * ******* ** any ***** ********? ** COURSE ***. ** ** the ***** ** *** manufacturer **** *** ********** they *********** *** *** selected? ** ****** ***. Is ** *** ***** of *** ************ **** NONE ** *** *********** got * ******** *** of ****? ** ****** NOT.

"** **** ******** *** a *** ** ***********. In ** **** *** ALL *** ******* **** to *** ***** *** efforts **** *** ******** and **** ** ** is ****** **** ********** services ** *** ******." -

*** ****, *** ********** not ** **** ******* scenarios. **** ***** **** a ***** **** **** - ************ ****** *** many *********** **** **** free ********** *** **** been ****** ** *** end ****. ** ** end-user, * ***** *** would ** ********* ** the *******. ** ***'** NEVER **** **** ** a ******, * ******* you, *** *** *** exception ** *** ****.

"** **** **** ******* this ******* **** ***** and ****, ** *****, cancelled *** ****** *** at *** *** ** the ***** *** ******* such ** ****** *** solution ******** ******* ** an ********** *** ******* to ******* **** *** integrator *** ******* *** solution *** *** **** fit *** **** *****" - .

**** ******* ********** * small ********** ** *** most ********** ********* **** around. ***** ** **** of ********* **** ********* who ******** "******** **********" and *** *** ***** the ******** ** ******* to ******* *** **** of ****** ***** ** engineering, **********, *** **************.

"** ** ** *** fault ** *** ************ that ********* **** * competitive *** ******* **** REQUIRES * ******* ** any ***** ********? ** COURSE ***. ** ** the ***** ** *** manufacturer **** *** ********** they *********** *** *** selected? ** ****** ***. Is ** *** ***** of *** ************ **** NONE ** *** *********** got * ******** *** of ****? ** ****** NOT."

**** ******* ******** **** a *********** *** ******* exists ** ******* *** therefore ** ****** ** asked ** ** ***** and ****** ****** *** development ** *** ****** and ***. ****’* ***** if *** *** **** (you) ** ******** ** invest ********* *** ********* of ******* ** ******* of ******* *** ***** price **** ****** ** have *** ********* ** the *** ********** ** advanced ** ************* *** are ********* ** ******* that *********** ** *******, along **** ******* **** and ********. ****’* ****** for ****-********* (*** ******) but *** ** ****** in * *********** ****** of *** **** ***** done ** *** ******* commercial ******. ** **** use *** ** ***** vendors ** ** **** work *** ****, ********* free ** ******, ***** to ********* ***** *** process.

** **** **** ***** ***, * ******** is ******** ** *** the **** *********** ***** he ***. *** ** can ** **** ******* screwing *** ****** **** just ***** *-** ****** helping **** *** ******* along. ** *** ****** affords *** * *********** amount ** *** **** assisting *** ********** *** RFP, ********, *******, ***, then ** ** ********* upon *** *** **** to *** ** **** bids ** ** *****. Bidding * ***-******** ***, with * ***-******* ******** RFP, ***** * ******** of *** **** *** it’s * ****** ** front *** ***** ******* with ** *********** ********** on *** “**-***” ******* part. *** ***** ** gets ** **** ** those ** ** *****, he ****** ****** *** vendor *** **** *** all ** *** **** in *** ***** ***** “Last *****” - ** should ******* *** ****** that **** *** *** the ******** **** *** hard **** ***** *********** to **** *** ******** at *** *** ** the ***. ** *** prices *** *** *** the ****** *** ****** opt ***. *** ******** is ********* ** ***** either ***. *** **** they *** ****** *** they *** ***** ** the ****** **** ****** them ***. *** ** they **** ** **** do ****, ** **** certainly ** ***** ***** that ***** *********** ****** was *** ********.

***** **** ** * separate ********** *****, *** the *********** **** *** me ** *** ********** that ***** **** ****** be ******** ****. *** whatever ******, ** ** integrators **** ** ******* accept *** ******* **** "Purchasing ******** ** ** go *** *** *** 3 ****."

* **** **** ******** customers ***** * ** in *** ******** ** the ****** **** ********* to *** ********* * know **** **** ** adhere. *****, * **** more ***** **** **** need **** *** ********** facility ******** *******, *** the ****** ******** ******** trusts ** ** '******' the ******* ******. *** to ** ******, * enjoy **** **** ** my ***. **** ** part ** **** * do ** ****** ***** valued ******* *** **** their *****.

***** *** **** ***** when * ** **** that **** *** ******* pressure ** *** ****, and * *** **. On ***** *********, * simply *** *** **** want ** ** ******* and * ********* **** them *** * *******: (a) **** *** **** a ********** *** ** an ******** *** *******, (b) **** *** **** their * ******* *** ask **** **** *** their ***************, ** (*) They *** **** ** scope / ****** ** a *** *** **** is ******* ** ** don't *** *** ********.

****** * ********** ** more ********* **** **** realize, *** ****;* *** counting *** *** ********** hours **** *** ******** finding *** ******* **** the **********, **** ********** what ** ****** *** etc. *** ** **** go **** *****, * win ** *** **** run ***** **** *** affirmation ** *** ***** I've **** *********

****** **** '******' ****** the **** *** ******* their *** ****** ***** hurts ******* * **** my *********' ****** ********* and ************. *** ** I **** * ******* is ***** ** ***, I'll **** ********** ***** to **** **** * have ****** ** *******, and ** **** *** consistency ** **** *********** and *** ************* ** their ******** ** ***** partner.

*** ** **** ****** to *** ** ******, typically ** ***** **% - **% ** *** project *****, * ****, and **** **** ** well, **** ****** *** is **** **** ***** in ***** **** * am **** *** **** the ********* ** ******* both *** ******* ************ or *** ****-************ ******* that *** ** ********.

** *** * ******* only ********* ** ******** that ******* ******** **** for * ******* ******** costs **** **** **** they ***** **** ***** save, *** **-******* ***** 'Security' ** * *********. Rarely *** **** **** happened **** * ******** more **** **** ***** 3 - * *****, and **** ***** ** be *** ** * change ** '***********' ** in *** ******** ********. But **** **** ********** the ***** ** ***********, and ********** **** ** job ** ** *** their ******* ********* *****, it ******* * ***-*****.

* **** **** * few ****-******* ******** ******* that *'** ******* **** help *** ******** ******** explain ** *********** *** actual **** (****, ******** and ******** *****, ******* delays ***) ** ***** out ** *** ** staying **** * ******* partner. ** ** **** as ** ******** ** perform, *** *** ******* is ****** ** *****.

* ******* ***** **** your ******** *** **** points *** **** *****.

* ***** **** ** see **** * **** myself ** **** ** a ****** **** ********* procurement ********* ** *******. Cost ******* ******** ** various *********** ********* ***** be *****.

* ** ******** ********* of *** ******* ******* ALL *** *********** *** manufacturers ** **** **** subscribe ** **** *** I *** **** ******* given ****** ******* **** my ******** ***** ** identified. * ***'* ** too **** ****** ******** stuff. * **** *** that ** *** * medium ***** **** **** about **** ********* ****** the ******* ****** **. We **** * **** mature *********** ******* **** brooks ** "********* ***********". For *** ******** ****** that $*** ******** ****** 3 **** **** ** obtained ** * **** source ******** **** ** filed *** *** ******** must ** **** ************* partner/vendor. **** *** *** past $***,*** *** **** non *** ********* ***** be ******** ** ******** contracts **** ******** ********.

*** *** **** ***** process ***** **** **** money **** ** ***** in **** *****. ****** money ** **** *** of *** ***** *** the *******. ******** **** fit *** **** ********** and ********* ******** ** actually *** **** **** is **** ********* ** me ** * ** no **** *******.

* ** ****** ************ this ********** *** **** that ** ********* ** I ** ******** * great **** ***** *** other ************* ******* ***** and ********.

........*** *** ******** ****** that $*** ******** ****** 3 ****......

*****'* **** **** ** get ** $*** ** our ***** ** * commercial ******* ** ***** you **** **. *** 3 *** *******. *** no ****** *** *** slice **, **** ***** 2 *********** *** ********* wasting ***** ******** ****.

***** ***** *** ** all **** ** ***** some ********* ***** ************* we ***** ** **** level. *** *'* **** we *** *** ***** that **** *** ******** is *** ********* *** the **** *** *** rule **, ********* ********, the * *** ********. If ** ****** ******* reresenting ******** ****** ******* ask ** ** **** in *** ******* ***** plans, *** *** *** 1 ** * ** them ******** * * bid *******, * **** to ** ******** ** that **********. ** ********** work, * **** ** the ****.

*'** ********* **** ******** in *** **** **** as ** ********** *** representative ** * ************, and ******* **** ** seldom *** ******** ** do **** **********. **'* just ***** ********.

** ** ***** *** it ** * ****. A ****** **** **** offered **** ** ******* *** ******

****** *** *** ******** and ****.