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.