******* ***** ** ** ******** *** **** defines * ************ *******, *** ******* manufacturers ********* ****** ******** **** ****, integrators *** ***** ******* ** * given ******* ***** ******* *** * registration ******** ** ***. ******* ********* registration ********, *** ****** ** ****** found ** ******** ** *******, **** help integrators ********** *** ** ******* **** the *******.
**** ***** **** *********** ***** **** to *** ******* ******** *******:
- ******* ******* **** ** ******* *** discounts
- **** **** *** ********** **** ** do ** ***** **** ******** *** project ** ********** *** ********
- *** ******* ********** ** ******* **** multiple *********** *** ** ******** ** the *******
- **** ******* *** ****** ******** ****** (e.g.: ********** ****** ********** *******, ** combining ******** ******* *****)
- ** ******* ********* ** *** ******** need ** ** ***** ******** ** the ************
- *** *** ******** ********* ** ***** registration ********* *** **********
- ******* **** ** **** **** ** get ************ ********
********** ******** ********** ***** ******** ********:
- "**** *** ************ ******* **** ********** and ***** *** **** ** ******* the *******."
- "**** *** ************ ******** ******* **** visible, **** ** ********* **** ** approval *** **** ** ****** ****** to ***** *** **** ************* *** the ********* *** ****. ****** * custom ************ ****** *** ******* ** ensure **** *** *** *** *** correct ************ ***** **** ** *******."
- "******* * ***** *** ** ***** regarding **** ******* ************ ** ********. Often ** ***** ** ** ** the ********** ** *** ************* ******** sales ******* *** ***** ****** **** over ********* ** *** ******* ** not **********."
- "******* ***** ************, ***** ******** ** registration, *** * ****** ***-********** ******. "Up ** **%" ********* *** *********** marketing ********** **** ** *** ****** me ** ***** ******** **** **** a ************ ***** ***** *** *** last *-** ****** ** ***** ***."
************* **** **** ***** **** ******** are *** ****** **** ** **********:
- "****** *** ******* **** ************ *** often ******** ******* *** ** ******** the **** *******"
- "*** *** ** ***** *****."
- "********** *** *******. **'* ****** ** confusing ** *** ** ********"
Speed ** ******** *******
******* *** ********* ****** *********** **** to ****** *** ** ******* **** the ******* ****** *** *******. ******** about **** ******** ****** **** **** of ******* *********.
- "********* *** *******! ******* **** * web **** **** **** ********* *** then ** ******** ************** ** * manufacturer's *** ****** ** *****?"
- "**** *** ******* ******. ********* ** takes *-* **** (**** **'* ******* well) ** *** **** *** *******."
- "* ***** **** ************* ** ***** up *** ************ ************* *******."
Define ********* ******** ********
******** ******** ****** ** ******* ****** and *******, ** ***** ** ****** that *********** ********** **** ** *** each ******** ****. **** ************* ***** ********* discounts, *** ************* ********, *** ************* like *********** ****, ** ******** ********. This *** ***** ****** ** ********* **** an ********** ** ****** ** ****** a ******* ************ ******* **** **** they ****** **** ** * *********** bid ******** *** ** ****** ***********.
*** ************ ******* *********** *** ******** ******* ambiguity *** ** ***********:
******* ************ ****** ** * **** that ***** * ****** **** * competitive ********* **** ***** ******* ******* exclusive *********. ******* ******* ** *** all ******* ** **** *** ** an **** *** *** * ******** manufacturer. ** **** *** ********** *** used ********, **** ** ****** ***** be * **** ***********.
Alleviate ***** ** ******** **** *******
*********** **** **** ************* **** *** project ************ *********** ** **** **** to ******-**** *********** ** *** ********** submitting *** ************. *********, ******** *********** attempt ** ******** *** **** *******, and *** ** ** ******* ******** channels, ****** ** ********* ** ********* who ********** *** ******* *****, ** who *** *** ******** ********* ** the ********.
**** *** ** **** ********* ** solve ** ****** ** ******* *****, however ****** *********** * *** ** 'prove' **** *** *** **** ********** the ******* *** **** ******* **********. Having * ****** ** ** ****** reviews ** ************ ******** (******* ** 1 ******** *** ** ****), *** providing ***** ******** ** *********** *** help ********* **** ** ***** ********.
******** **** *********** **** ******* ***** concerns:
- "*** ************ ******* ** ********* * strategy *** ************* ** ****** *** end *****."
- "** ***'* ******* *** *** **** with *** ************* **** ** ***** business."
- "** ***'* **** ** ******** *** project **** ************ *******, ***** ** are ********* **** *** **** *** competitors ** *** ******* - *******: we ** ** & ***'* **** our ********* *** *** ******* **** in ***** ** *** *** ***** discount."
- "***** ** **** ********** ** *** Genetec ******* ************, *** ** * history ** "*******" ***** **********, *** preferred ******* ** ***** *******."
- "* **** **. * **** ** none ** *** ************* ******** *** my ******* *** ** * ******* t ***** ********* *** **** ** poach **** ******** **** *** ****."
Provide **** *** *********** ** ***** *****
************* ** * **** **** ****** unearned ** ******** *********. *** ************ summed ** *** **** **** ************ requests:
"******** *** * ***** ***** *** they **** *** "****** *****". *********, I *** ******, "*** ** *** incumbent?" "*** *** ******** **** **** been ******* **** ** ** ******?" and **** *********...... "*** *** ** physically ** ***** ** *** ******** first?" ** *** **** ** ******** a *******, **** ** **** *** want ** **** *************** **** **."
*********** ****** ** ******** **** ********** information ** *** **** *** ****, how **** ********* *** ***-**** ** specify ***** ********* ************ (*.*.: *** on-site ********, ******** ******/**** *********, ******** references ** ***** ** ******** *************) and *** ***** *********** **** *** conclusively ***** **** ********** *** ****. Doing **** ***** ** ****** *** the ************ ***** ****** ** ********** how * ********** ********** ********** *** decision ******, *** ***** ** ********* for ******* ********** ** ***** ** unwarranted ******** ** *** *******.
Ensure ********* ******** ******* ********
*********** **** **** **** ******* ************ programs *** *** ******* ********** ********* to ********* *********** ** ******* ****. In **** ***** **** *** ** "greedy" ***********, *** ** ***** ***** integrators **** **** *** ********* ****** did *** ********* **** ** ******** the *******. ** ************* ***** *** registration **** **** *** **** ** take **** **** *************.
- "****** ********** *** *** *******. **** way ** **** **** ***** ******* about *** ***, ** ***** **** a "***********" ********* **** ****."
- "****** *********. ****** ********."
- "******** ****** ********* ****** *%"
- "********* ******* ********* ***** ** ** more ****, ********** ***** ********** ************* are ************* ***** ******."
************* *** **** **** ** ******** setting *** ************ ******** ******** ** the *********** ******** ********, ********* ****** registration ********* ** *********** **** *** smallest ******** ******** ** **** **** remain ***********:
*******: ** ********** *** ******** * **% discount **** * ************, ************ ********* a *******, ******* **** *** ************* 10% ******* ************ ********. ** **** integrator ** ********* ** *** ***** bid **** ******* ****** ********** *** qualifies *** * **% ******** **** the ************ ** ******** ********, *** integrator *** ********** *** ******* *** still **** *** ***.
***** **** ************* **** ** ** not ***** ************** ** **** *** integrators *****, ** **** **** * goal ** ******* ******* *************, **** disparity ***** ** ** ********* **********. Smaller *********** *** **** ****** ************ discounts ** ****** **** **** * an *********** ** ******* *** ***** bid, ********* *********** **** ** ****** more ****** ********, ***** ********** ******** both *** ********** *** ************.
Reward ***********, ********** ** *** **** ***
*********** *** ***** ********* ***** ********* time ** ***** ********* * *******, and **** ****** ** * ********* integrator ** *** ***** *** ***** (for *******, ** *** ************ ******** does *** **** **** ** *********, as ** *** ******** *****). *** integrator ******* *** ********* ********** *** this *********:
***** **** ********** ** ****** *** difference ** *** ** ******** ** future ****** **** *** ********** ********** does *** *** ** **** *** job... ** ***** ***** *** ****** in their ********.
******** *********** * ******** (********) ** a ****** *** ** ** ** determined **** ***** ***** * *******, but **** *** *** *** ***** reasons, ***** ********* *********** ** ****** time ******* * ************ **** * project **** **** ***** ***** ***** chances ** ******* *** ***** ***.
************* ****** **** ******* **** *** integrator/project ********** *** *******.
*** * ************ ** ******** *** assigned ** ** **********, *** ************ should **** ******* **** **** ********** throughout *** ****** ******* ** **** aware ** ***** ******** ********, ******** encountered, ***. ************, ** *** ************ *** been ******* ***** **** *** ********** from *** ******* ******, ** ******* to *** ******** **** *** ********** has *** **** ******* ** *** manufacturer.
Comments (2)
Boris Bronstein
I would add: do everything through project portal, not on paper. It should be transparent for integrators, distributors (if any), and inside sales team.
See Arecont and Axis as good examples.
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Undisclosed #1
Previously a manufacturer -
You'd be surprised how bold integrators would be claiming they drove a spec when another integrator already had you in the doors, doing presentations and demos. Usually the integrators that complained, never drive any business with you. Distributors were 100x worse.
Even better was when you did all the work, every integrator calls you when the bid request hits. They all claim to have done you such a big favor, oblivious to the work you started 18 months ago. One of the few results you make from 100's or maybe 1000's of cold calls.
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