I don't like the guaranteed payout option as this would simply give "some" lazy integrators a way to register the project, without really working to close the business. I see some integratiors registering the "project" with multiple manufacturers, solely for the purpose of hitting the lottery on guaranteed payouts, no matter who wins the project.
Much like "some" lazy realtors that don't work to sell homes but rather put out effort, only to get the listing. This way when the home sells, they get paid commission, without any substantial work/effort. This may be the exception rather than the rule, but it does happen.
The whole issue of project registration, begins with the integrity of the manufacturer and its representatives. We too have been burned in years past by manufacturers and/or their rep firms who elected to either go direct or share project information with other integrators and as such, we don't do business with them anymore, period!
Ultrak comes to mind from years ago and I am sure others could be named here!
Developing a honest, trustworthy and healthy relationship with a manufacturer can be a huge benefit for both the integrator and the manufacturer.
Integrator benefits of project registration for us go beyond the additional discounts that we may receive initially, and includes technical, engineering and sales support before and after the sale.
In the big picture, project registrations help manufacturers with forecasting sales and as such, integrators benefit and are less likely to be in a position of having product delivery issues, because specified products are unavailable.
We value our relationships with select manufacturers and trust that they respect and value their relationship with us!