Should Manufacturers Pay Integrators To Spec Them Into Bids?

Integrators disdain competitors 'stealing' jobs that they have worked to put together. So what if manufacturers paid integrators for getting a manufacturer's product spec'd into a bid, even if the integrator loses the bid?

Project registration is close but different. Additional discount points are given to an integrator who works on and registers a specific opportunity with a manufacturer. The integrator has a modest advantage, but they can still lose the deal for any number of factors - politics, a desperate competitor, a bigger competitor with even larger discounts, etc.

One company, Atlas Audio is releasing a program that goes a step further, "Finally, a rebate credit will be issued to any integrator who creates the specification but loses the bid on projects that still utilize the Atlas Sound products from the specification."

  • It's a win for the manufacturer to get integrators to fight harder for them.
  • It's a win for the integrator to get something out of it, even if they lose.
  • It could be a lose or issue to the end user if this motivates the integrator to push that one products.
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*** ************ ********* *** * *****, ** **** ** *** make *** ****.

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*** ***** ** ***** *********?

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****'* ****** *** **** ** ***** ********. "********* *** **** - ********* *** ***."

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"** ********** *** * "******" ** **** * ******** ******* in * *** ******** ****** - ***."

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

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*** ***** **** ** *** ***** ** ** - ** integrators ***** *** *** ****** ** *** **** ********* "*****, or *****"?

******* *hard **** for a sizeable project is really difficult, unless you have a long-relationship with the customer, are personally related to them somehow, or you resort to bribery.

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**** ** * ********* ******** ******** *** *** ************ **** gets ***** ** ********* *** ** *** ******* ** *** losing ***.

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************* *** ********** **** ** ********** **** ********. **** ********* have ****** ***** ** *** ****** *** **** *** ***********, end *****, ***********, ***. *** *** ***** ** ** ********** is ****** *** *** ******* ***** ******* ** ** ** just ****** ** **** ********* ** * ***** ****.

*** *'* ****** ** *** ************ ***** ** ******* ******* up ** **** **** ** *****.

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

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*****: *********'**** ************** *** ********* ******. *** ** * **** *****. *** other ** * *** '*****'.

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** *******, *** ********** ** **** *** ***-**** ** ******* to ****** *** ************ **** *** **********, ***** ***'* ****** a ***** ******** *** *** ********** **** ****** ** **** through *** ******* *** ****** ** ******* **** *** *** process *** ****** **** **** ************'* ******* *** ****.

*'* ***** *** ********* *** ********** **** ***** **** ** the **********. ***** **** * *** ** ******* *** *********** not **** ** **** *** **.

***, *** *** *******. **** *** ****:

"*********** ***** * *** ** **** *** ****** * *** of ****** **write ****** ***** ************** only to lose that sale to another company that is able to undercut the price. "

"**** ******* ** ******** ** ****** **** *** *** *********** who************ ***** ******** ** * ****** ****** ******* ************,whether **** *** *** *** *** ** ***."

*****, ************* ******* ** **** ******* *** ******* ************. * repeat, ******* ************ ** ******** ******** ** *** ********.

*** **** ***** ********* **** ** **** ** *** ******** and ****, *** ***** *** '****' ** **** ** *** manufacturer's ******** *** **** **** *** ***.

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

**. **'* ******* ***. **** ** ***** ********* ** ** added ******* ** ******* ************, *** ********* ******** **** **** process.

****'* ** ********: *** *** ******** *********** ****** **** *** integrator *** ********** ****** ****** ** ***** ** *** **** payout? ** ** *** ****** ***** ** ****** ** ***********?

***'* *** **** ********* *** *******, ******** **** ********* ** one ************ **** ******* *** ****, *** **** ***** **** into * ****. ***** ** ** ********* *** **** ** get * ***** **** *** ************ *** ***** ** ****?

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*** **** ******** *** ****** ********* ****** ******* * ****** client, ** ********* *** **** ** ******* **** *.*.** **** **** ******* **** *********, ****** **** ** *** ***** ******** *** ***** *******, ** ******************* ** *** **** ************ ************ *** *********’* ****************************.

** ***'** ***** ******* ****** **** ** *** *** ****** design ********, ********** ****'* ****** ******** ****** ******* ** **** stage, ***** **** ********.

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**** ******: ***** *** ******* ** ******* ******* ** ** this *** ****! * **** ****, **** ***** '**** *********' and ******* ********* **** * ******* ***** ******* '**** *** just ******* *** ****** ******'. ** **** ***** **** **** for * ************ ********. ** ** *********, * ***'* ****** mind ****, ******* ****'** **** ****** **** **** ** ******* by ***** ****, *** ** ***** **** ** ********* ** dollars *** ********* ***** ** ** **** ** ** ***: these ****** *** ******* ** **** ** **** ******* ** they *** ***** ******** ***** **** *****!

****. *'* ** *********. ** **** ** ********** ***** *****, is ****, *** ** **********, *'* *****. *** ******* ****** issues *** *** ************'* ** ********** ***'* ** ******, *** mine.

**** ******* ********* ** ***** ***** ***. ********** ***** ************* writing *** **** ******* *****. ** *** ***** **** ****** their ******** ***** ** *** ******** ******* **** ***'* ***** these *******?

** ******* **** ******* ***** ** *** "****** ************* ***** *&* *****?" ****. ** *** ***'* ***** ****'* ***** ******, *** me ********* *** ** "*** **** ********** ******".

*** ** ***** ** *** ****** ******** *** **** ** a ******* ******** ********. ** *** ******** *****, *** *** sound **** ***'** ******* ***** * ***** ** ******* ****** to **** ******* ***-**'*. ***** ***, ** **** ****** ** view, ** ********** *** ******** *** ************ ****** **** ***** is *** **** * ***** ************ ****** *** ********** (***'* taking ***** **** *** *** **** *** ********* ****** ** representing ***** ******) *** *** *************. ** **** **** ***** like ****** ******* ** ******** ** * ***** ** ***** negative *****.

*** **** ***** ***** ***** ** ** * *********** ****** growing ******* ***********-****-**-************-******** *** ***********-****-**-**********-******-******. ***** *'* ******* ** *** wrong ********.

*** **** ****** **** ** *** ******** ** *** ************. If *** *** ****** *** *** **** *** ******* *** product, **** ***** ** ******* ** *** *******. ** **** means **** *** ********** *** **** ********** ** ********** *** product. ****** **** *******. *** *** **** ****** ****** **** involved ** ******* ********* **** **** ***** *** ****** ****, thus **** ******* *** *** ***.

** *** **** ****** ***** **** *** *** *** ***** reps. ***