How Much Information Do i Have To Give To a Manufacturer? (Resales Application)

How do other integrators handle manufacturer resale applications that require way too much information? In this case, the product is to be purchased through distribution, so establishing a credit account is a non-issue.

Here are some sample questions that they expect me to take the time to answer for them, in addition to wanting some financial information (some of you will probably recognize this manufacturer):

-What Consultants and A&E firms do you work with?

-Please describe your experience with IP and/or traditional access control.

-Do you partner with other system integration on projects? Do you prefer to act as the prime or the sub in these situations?

-What kind of professional service offerings do you provide to your customers today?

-What are the key markets or niches for your products and services? Where do you feel you need to grow your presence?

-Please outline your company sales organization.

I've also had some that have required detailed (and in one case, audited) financial information and a very detailed business plan. In this case, we're not talking Lenel, Software House, or Honeywell, of which we work with 2 of them, and they didn't ask for this info.

I guess I just get a little annoyed/offended when they ask to meet with me, tell me they want us to partner with them, then assign me a homework assignment.

Am I off-base?

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

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* ***'* **** *** **** **** ******** ** * ****** bit ***********.

******** **** **** **** ***** ** ************** ** *** *********, how **** ***** **** "********" ****? ** *******? **** ** those **** **** ********* *** **** ** ****** ***** *****, it ****** ** *** ***** ******* ******* **** ***** ******.

***** ****** *** * ******** ***** *** *********** ** * little ****, *** ******* **'* **** ******* *** ********* **** "Alice *****, ** *****, ******* *****: ***, *****, ****, ****** Sales: ***, ***** **********: *****".

***** *** * *** *******. ** *** ****** ** ** the ************ ****** *** ****** ** ******* ** ** ****. You *** * ************ ******* ***** ***** **** "**** ******" so *** *********** ****** ***** ** *** *** ******* ** lead ******* ** * ********* ****** *******. ** * ****** access ******* **** **'* *** **** *** ****** ** ******* in * ******, **'* **** *** ***********. *** ****** *** do *** ********** *** **** ***** *** *** **** **** won't ***** **. *** **** ********** *** ******* **** **** end ***********. *** ***** ****** ****** ***** ***********. ** ******, you *** ****** ******* *** *** **** *** ******* ***.

** *** ** **** ** ** ***** ********, *'* *** refusing ** ******* ****. *'* *** **** *** ********** ** preparing ******* *** ******* **** ** ****** ** ** *** their *******. *** **** **** ***'** ********* ** ** "***********".

*** ******** ** ** "********* *******" *** "********". **** **** you've ****** **** ** ***** **** ** ***** **** *** less **** ** ******* **** **** **** **** ***'** ****** already ******** ** **** ******. * ****** ***'* *** **** the ***** **.

*** *** *** ************* *** "*******" **** *********** ******* **** input? *** *** ***** ** **** *** **** ********* ** to **** **** ** **** *** ********** ***'* **** ** fill *** *** "******"?

***'** ****** ** **** **** "*** ***** ****," ** **'** probably *** ***** ** *** ***-**-*** ** ****. *** ********, you *****'* ****** ********* *** ****** **** *'** ****, ***** than ** **** ** **** ** ***'* * *** **** to **** ******.

*** ** *** ** **** ***. ** ** ********** (*** more ************, *** ***** ** *** *******), * ** *** customer ** *** ************. **** **** ** ** **** ** your ***** *** * **** ****** **. *'* ***************, *** putting *** ****-******-***-***** ** * ******, *** *** *** *** idea.

** ******** ** *** ***-****. ** *** ****** ***** **** I'm ***** ** ** ** ** ******** *** ***, "**. Customer, *** *** ****** **** *** **** ************ ** **** you **, *** **** *** ** ******** ****, **** *** hope ** **** **** *** ************, *** ****, *******, *** want ** ** ******* *** ***? *** ***** ***'** ** it, ****** **** ** *** *** **** **."

** ****** ***. *'* **** **** ****, **** * ************, during ***** **** * ***** ****** **** *********** *** ******* a ************. *** ********* *** ** "***********" ***.

"**. ********, *** *** ****** **** *** **** ************ ** what *** **, *** **** *** ** ******** ****, **** you **** ** **** **** *** ************, *** ****, *******, you **** ** ** ******* *** ***? *** ***** ***'** at **, ****** **** ** *** *** **** **."

****'* * ***** *******! * *** *** ******* ***** ** that ***. ** *** ***** ****, **** ************* ***** **** are ***** ** ********** * ***** ** *** **** ** dealers :)

*****, **** ****** **** *** **** *********** ****, *** **** happens.

*** ********, ********* *** ********* **** ** **** ********* ** fill *** ******* **** *** ******* ** **** **********. * never **** *** *** ******* *** **** **** **** *******. Even ** ** **********, **** * *** ******** ********** ******, most **** ********* ******** ************ *** ********* ** ** **.

*** ********, *** *****'* ****** ********* *** ****** **** *'** made, ***** **** ** **** ** **** ** ***'* * big **** ** **** ******.

**** ********* ***** ***** ** ** **** ** ** **** sort ** * **** **** ** *********** *** *** ** fill *** * ***** ******* ******* ****. ** ***** **** to ** **** * ****'* *** ** **** *****?

********* ******** (***** ** ********* **** ********* ** *** ************ or **** *************) *** ***** ** ***** ****** ** *** a ************ ** ****** *** *** ** *** *** ** more ******** **** ***. ** **** ************ ******* ** ****** on ***** *****, ** *** *** ****** ****-********** *** **** want ** *** *****? ** *** **** * ********** ***** set ** ******** ***** **** ** **********? ***.

**** ******* ** ****** *** ******* *********** **** *** ***-**** isn't ****** * **** *******. **'* *** ********* ******** ******, the ************ ** (**********) ****** ** **** *** **** **** end-users, **** *************. *** ***** ***-**** ** **** ** *** end ** *** ***** ** ***** ** *** *********** **********.

*** ****'* ******** *** **** *******, *** *** ******* ** give *** ** *** ** **** ****. *** ******* ** seemingly ******* ********* ** *** ******* ************ *** *** **** to ** **** ** *** ** *******.

** ******** ** **** ******** ****, * ***'* ***** **** is ** *** *** *** ** *** **** ** *******. As * ************ *'** **** *** **** ** *** **** savvy *********** *** ** *** ******* ***** ** ****** ***** the ***** ** "**** ***** ** *********** ** ********* ***** do *** ******* ** **** ***********? **** ***** ****** ** required ** ****** "*****-******" ** **** *******? *** *** **** existing ******* **** ***** ** ********* ** *?

** *** **** ** ** * "*******", * ***** **'* optimal ** **** * ***** ************* ** **** *******'* ********. If *** **** ** ** * "********", **** **** **** PO's ** *** ******* *********** *** ** ** **.

*** *** **** ******* **** *** ************ *** ** **** to ****** ***** ******* ******* * ****** ************. **********, *'* rather ** **** * ************ **** * ***** ************* ** my ********'* ************, *********, **********, ***. *** *** ***** ** disucssing *** ** *** ******** *** **** ******* ******** **** those ****** ** ****. * **** ** * ****** *** of **** ** *** ***** ** *** *** ***** ******* covered ** *********** ** ******** *** **** ** ** **** in-depth *************. ** ******, ********* *** ***** *** "*****" *** of ***** ******** *** ******* ** **** **** *****.

"**** ***** ** *********** ** ********* ***** ** *** ******* to **** ***********?"

**** **** ****! *** **** * ****** **** **** ****** for ** ***** **** ************* *** **** ****?

* ***'* **** ** ****'* ***** ** ****** ** ** used ** **, *** ** ** *** *** ** *** a *** ** **-** ********* ***** **** *************. ** ********* used **** *** **-******* ********* ******, **** ****** *** *****, swag ********* (****, ********, ***.). *** **** *** ***** *** offers **** ****, *** *'* ***** ******.

"**. ********, *** *** ****** **** *** **** ************ ** what *** **, *** **** *** ** ******** ****, **** you **** ** **** **** *** ************, *** ****, *******, you **** ** ** ******* *** ***? *** ***** ***'** at **, ****** **** ** *** *** **** **."

* ***'* ***** ** *** **** *****. **** **** ** the ************* **** *********, **'* **** ** * ********* ************ if **'* * ****** ******* *****. **** *** ** **** a *-** ** ** * ****, **** ***'* *** *** all ***** *********. *** ** *** **** ** ** * Coke *********** *** *** ******* **** ******* *** ***** *****/** support, *** ** *** ********* *********** *** **** ****, **** they're ***** ** **** **** **** *** *** ** *** them *** ** *** *** ******* *********** (**** ** **** don't *** ** ******* **** ****).

"** *** ********* *********** *** **** ****"

* **** **** *** *********** *** *** *** ********* ************ / ********* / ******* ** *** ********* **** *** *********** product.

** * ***** ** **** **** ****** *** **** *********, sure **** ******* *** **************. **% **'* *** **** *** exclusivity.

"**% **'* *** **** *** ***********."

**** *** *******'* ******* ***** ** ****, ***.

***, **% ** *** **** **'** *** ******* ***** ***********.

*** ** **** **** **** ****** ***** **** ******* *** ad/promo *******. **'* *** * ******* *******, *** ** *** a **** ******* (***).

"*** ** **** **** **** ****** ***** **** ******* *** ad/promo *******."

*** ** * ************ ********* **** *** ****** ** ****** more ******** ********* ** *** **** ******* *** **/***** *******, I ***** **** ***** ******* **** ********** ** ** **, i.e., "* *** ******* *** *** ******** ****** ** **, but ** *** **** ** ** ******* / **** / platinum, ***. * **** *, *, * ***********."

** ****** **** ** *** **'* ********, ** **** **** sensitive **** *** ** ************ ****** *** ** *** *** been ****** ****.

** ********** ** **** ***** **** **** ************* **** ***** dealers "********", **** * ***** ****** ******** ******** **** ** such. *** ********* ***** ***** ******* ****** ** *********, *** could **** **** ***** **** **** ** ** *** **** sell ** ** **** ** *** ******** ****** **** ****** in.

** * **********, * **** **** ********* ** *** ******* many ************* *** ******* ** ***** ***** **-****** ******** ***** the *** ** ***** ** *** * *******. ** *** partner *** ********** * ******* ** * ***** **** *** acceptable ** *** ******? "**, *******, ***** ********** ***** *** like ** ** **** * ******?" ** *** ******** **** many *************.

*** ************* *** ** ***** ***** ***** ******* ** ********, it ** ************** **** **** ***** **** ** **** * little **** ***** *** *******'* ********* *** ******** ***** ****** they **** **** * ******. ** * ***, ** ** a ****** **** ********* ** * ******** ** ****** ** employee - *** **** ** ** * ****** *** ********* before *** ***** **** *** ************.

** * **********, * **** **** ********* ** *** ******* many ************* *** ******* ** ***** ***** **-****** ******** ***** the *** ** ***** ** *** * *******.

********, *'** **** ******** ***** **** ***** ***** *** *** at ******* *****. * ***'* ***** *** ****** ** ***** a ****** *** ********* * ***-*** ******* *** **** ***** to ***** **/** ******* *** ******** ***********. **** ** * "small" ********, *** ***** *** ***** **** ** ****** ** all ******, ************* ******** *** *** **** ****-***** ******, * lot ** *****-*** **** *****, *** **** ****** ** ***** operators ** *** ***** ******* (***********, **********, *** ****, ***********, integrator, ***-****).

** ******* **** ******* ********, * *** * *** ** consultants *** **** *** **** *** ******** *************** (*** * named *******) *** **** ******* "****" ****** ** *&* **** "The ******* ****** ** *, * *** *. ** ****** be ************ ** *** **** *****, ** ****** ** ******* a ****** ***** ** ********** *** *** ********* ******** ****** use ************* ****-****** ** * **** *****." *** **** ***'* just **** *** *** *** "*** ****** *** *****-*** ******* for **** ***********". **** ***** **** *** ******* ** ****-**** a *** ** ****** ************** ***** *** ***** ** ********* a ******* **************.

*** ** ****** **** ******** ******* ***. *** *** *** customer *** *** *** ***** ** ****** ********. ***** ********* within **** ******. ** * ************ ** ***** ** ************ you ***** ***** **** *** **** ****** *** ****** *** buy ******* **** *********** ****. ***, ** ***** ********* **** offer ****'* ********* **** *** ****? **** *** ****** **** their ******** ** ******* *** ********** ********. **** ***'* *** different **** **** ************ **** **** ********. **** *** *** let's *** *** **** * ******** **** ***** *** ** do * $***,***.** ************ **** ****. ***** *** ***** **** if *** ****'* **** * ****** ** ******* **** ***** pay? ***** ***, **** **** ** **** *** * *** of ********. ***** *** *** *** **** **** **** * $250.0 *******? ** *** ******* ** **** ** ********** "**** say **" *** ****'* ****!

"**** *** *** ***'* *** *** **** * ******** **** wants *** ** ** * $***,***.** ************ **** ****. ***** you ***** **** ** *** ****'* **** * ****** ** believe **** ***** ***?"

*******, ** ****, "** **** ****, *** ******* ** ** ** ********* ******* distribution, ** ************ * ****** ******* ** * ***-*****."

****.....*** ********* ****'* ** **** ** * ****** ******** ** it *** ***** ** **** *** * ******* ******** * service ***** **** ****** ** *** *** **** *** ******* requested *** *** ******* *** ****** **** ** ****** *******. Unless **'* *** *** ****** ** ******.
**** ****** ** ******* ****** *** **** ** **** * think *'* ******* *****. *** ** ***** "*** ***'* **** to ****** **** ** * ************ *** * ******* * can *** **** ************. **** ** *** ******. *** ***'* if *** ****** *** **. *** ** *** ******** *** "I **** ********* ******* **** *** ************ *** ** ** making ** **** *** *********** * ***'* **** ** ****". The ****** ** *** ****. ***'* ** *** ***'* **** to *** ***'* ****** ******** *******. ************ ** ********** ****** products *** *** **** *** *** ********* *******, ******** ****** and ******** *********, ****** ** ********, ***** ** *********, ******* tech ************** ** **** ** *** ****** ***** *** ******** to **** *** ********. * **** ***** *** ******** *** before, ********* **********. *** ******** *** ***** *** *********** ** that **** ***** ****** ** *** **** *** *******. **** are ** ******* ****?

**** **'* ******* *******: "* ***** * **** *** * ****** *******/******** **** **** ask ** **** **** **, **** ** **** **** ** to ******* **** ****, **** ****** ** * ******** **********."

******* ** ****, * ******* **** ** ***** ** *** relationship, ***** ***** *** *** ** **** ** * ************ at ***. * **** **** *** **** *****.

**** ****** *** *** **** *********** ****** ********* *********** ** people **** **** **** ******* *** ***** **** **** * guy *** *** ******.

* ***'* ***** ***'** ******* ********. **** * ************* ***********.

*******, ** ******** ******** *** ******** ** ***** *********** *** of ********** *** **** **** **. ****'* *** ** *** that *** (** **** ** ************ *) ***'* **** **** good *** ***** ******, *** ** **** ******* ***, **** was * ***** ************ **** ** ****** ** **. ** we **** ***** ***** * ****-*********** **** **** ** ****'* already *****, *** *** **** *** **** *** ** ******* various ******* ** * ******* *****, **** ****, ** ***** make *** ******** ** **** ** ***** ** ** **. Probably ***, ** ** ******* ***** **** ***** *** ****-*********** lines *** ***'* ******* ***** *** ****, *** ** ***** depend ** *** *************. *****, **** ***'* *** **** **** my ******** ********.

** ***** ***'* * ********** ****** ** ****** **** **** ..... *** * *****'* ***** *** ***, **** *** ** the ******** **** *** *********** *** ******** ****. ********* ***** is * ********** ****** *** *** ************ ** *** **** a ****** ******* ** **-** *********, ******* ** ************ *******....*********. Or ****'* **** *** **** ***** ************.

**** ** *** ** *** ******** **** - *'** **** both ** *** ********** **** *** ** *** ************ **** of **** **********.

As ** **********:

* **** *** **** ** **** *** *** *********** **** as **** *********** ** * *** *********** *******. ***? ******* I ****** *** ************ ** ********** *** ***** ** ******* offered ** * ********* **/******** ** ***** *******. ** ***** - * ****** ** **** ** **** ***** ** ******** so **** **** ***** **** ** * ****** ***** ** importance ** * *** ******** ******* **** ********** *** ********* impact ******** ** ** ** * ******** ***** **** ** their ***** *******. ***** *** ** *** ***** **** ** spent ** *** ************ ** ******** ****** ******* ******* ***/** free ******** ** * *******. ** ** ****'* ***** **** time, ** ******** ***** *** **** *** **** ****** ******* support.

***** **** **** ***** ***** * ******* *** ********* **** useless ** *** *** ***** ** ** - *** ** the ************ * ****** ****** *** **** ******* ** *** application **** ** "*/*" ** "*** ********". * ***** *** pushback ** ************ **** *****'* ***** ****** *** ** **** as *** ******** **** **** ****** *** **** ******** *** compelling.

* **** **** *** *********** ** **** *** *********** ** the ************ * ****** ** **** ****. ** * ***** rep **** ** *** *********** *** * **** *** **** to **** ** *** ** ****** * ***** **** ***** to *** *** **** **** ***** *** **** *** ************ my *******'* ********. ** **** **** **** ** ** **** questions **** **** ******* ******** ** *** *********** **** * knew **** ****'* ****** **** ** *** ** **** ** company, **** ******** ******* **** ************-********, *** * **** **** to ****** ** ***** ** ******* ******* *** *** ******* they ***** ***** ** *** ************.

As * ************ ** *** * *** ** ********* *** ******* **** *******:

  1. ** ******* *** *********** ** **/********'* ****** ** ****** * partner. ** *** **/******** ** ******* ** **** *** **** to *********** ** ** *******, ************ ****** ** ******** ********** on ***** *******. ** **** **** ** * ****-***** ******** then ** *** ****** ** ***** **** ********* ****-***** ********* in *** ******. *** ******* - * *** ********* ** working **** **/********* ** ***** **** ** ****** ******* ***-**** requests *** *** ******** **'* **** ** ***** ** *** projects. ***** ***** ******** *** ******* ** *** *** ******** vetted ** ***** ** ************ ****** **** *** ** **. A ******** *** ************ ******* ** ***** *********** ******* **** the **** ****** ******* *** ******* ******** ** ********* ******* issues.
  2. ** **** **** *** *** ********* **/******** *** **** *********** their *** ******** *** **** *** *********** **** ******** ********** to *** *******. (*** **** * **** ***** ************?)
  3. ** ********** *** *** ********* **/********'* ******** ** ***** ********** or ******** ****** ** ** *** ********** *** ** ***** them **** *** ******* ** *** **** ************ *** ******** without ******** ******* ********* *** **** ** *** ******** *******.
  4. ** ******** *** ********* ********* **** *** ******** ** ** currently *****. ** ** ** ***** **** ******* * ****, for *******, *** **% ** **** *** **** *** ********, while *** ***** **% ** ****** ****** * ********* ****** then ***** ***** ** *** ** *** *******? *** ** replacing *** **% ** *** ** ***** ** ** *** 6th ***** ****** ******* *** *** ***-******** *** ******* ****?

** ** *** *** * ***** **** ** *** **** taking *** **** ** ** *** ******** ** *** ********* is ** ******* **** ******** ** *** **** * *** product ********** *** *** **** ** ***** **. ** ***** build ***** *** ** *** *** ********* ** ****** ****-*** a *** ************ ** **** *****.

**** * ******* ****** ** ****, *** ***** ** *** kinds ** ******** *********. ****'* ** ****** ****? ******** **** Inch ***** ****? *** **** ***** * *** ** *** bank? **** **** ** ****** ****** *** * ****?

* ***** ** *** ****** ** *********** ** **** *** to **** * **** *** ****** ** ******, *** ** the ******** ** ** ****** ************ * ********.

***** ** *** **** *** ********* *** *** ******, *** should **** **** **.

** ***** *** *** **** *** *********** ** *** *** manufacturer ******* '*** ** **** *** ******' **** ** *********.