******* ***** ** ** ******** for **** ******* * registration *******, *** ******* manufacturers ********* ****** ******** over ****, *********** *** often ******* ** * given ******* ***** ******* for * ************ ******** or ***. ******* ********* registration ********, *** ****** it ****** ***** ** websites ** *******, **** help integrators ********** *** ** benefit **** *** *******.
**** ***** **** *********** would **** ** *** clearly ******** *******:
- ******* ******* **** ** qualify *** *********
- **** **** *** ********** need ** ** ** prove **** ******** *** project ** ********** *** customer
- *** ******* ********** ** awarded **** ******** *********** may ** ******** ** the *******
- **** ******* *** ****** discount ****** (*.*.: ********** higher ********** *******, ** combining ******** ******* *****)
- ** ******* ********* ** the ******** **** ** be ***** ******** ** the ************
- *** *** ******** ********* to ***** ************ ********* and **********
- ******* **** ** **** take ** *** ************ approved
********** ******** ********** ***** concerns ********:
- "**** *** ************ ******* well ********** *** ***** the **** ** ******* the *******."
- "**** *** ************ ******** process **** *******, **** us ********* **** ** approval *** **** ** online ****** ** ***** all **** ************* *** the ********* *** ****. Having * ****** ************ number *** ******* ** ensure **** *** *** get *** ******* ************ would **** ** *******."
- "******* * ***** *** of ***** ********* **** project ************ ** ********. Often ** ***** ** be ** *** ********** of *** ************* ******** sales ******* *** ***** people **** **** ********* so *** ******* ** not **********."
- "******* ***** ************, ***** benefits ** ************, *** a ****** ***-********** ******. "Up ** **%" ********* are *********** ********* ********** that ** *** ****** me ** ***** ******** data **** * ************ whose ***** *** *** last *-** ****** ** their ***."
************* **** **** ***** that ******** *** *** always **** ** **********:
- "****** *** ******* **** consistently *** ***** ******** players *** ** ******** the **** *******"
- "*** *** ** ***** rules."
- "********** *** *******. **'* always ** ********* ** how ** ********"
Speed ** ******** *******
******* *** ********* ****** integrators **** ** ****** how ** ******* **** the ******* ****** *** quoting. ******** ***** **** approval ****** **** **** of ******* *********.
- "********* *** *******! ******* have * *** **** that **** ********* *** then ** ******** ************** by * ************'* *** within ** *****?"
- "**** *** ******* ******. Currently ** ***** *-* days (**** **'* ******* well) ** *** **** the *******."
- "* ***** **** ************* to ***** ** *** manufacturer ************* *******."
Define ********* ******** ********
******** ******** ****** ** clearly ****** *** *******, in ***** ** ****** that *********** ********** **** to *** **** ******** type. Some ************* ***** ********* discounts, *** ************* ********, for ************* **** *********** bids, ** ******** ********. This *** ***** ****** ** confusion **** ** ********** is ****** ** ****** a ******* ************ ******* when **** **** ****** want ** * *********** bid ******** *** ** urgent ***********.
*** ************ ******* *********** *** discount ******* ********* *** be ***********:
******* ************ ****** ** a **** **** ***** a ****** **** * competitive ********* **** ***** dealers ******* ********* *********. Project ******* ** *** all ******* ** **** win ** ** **** bid *** * ******** manufacturer. ** **** *** understood *** **** ********, that ** ****** ***** be * **** ***********.
Alleviate ***** ** ******** **** *******
*********** **** **** ************* will *** ******* ************ information ** **** **** to ******-**** *********** ** the ********** ********** *** registration. *********, ******** *********** attempt ** ******** *** same *******, *** *** do ** ******* ******** channels, ****** ** ********* to ********* *** ********** the ******* *****, ** who *** *** ******** influence ** *** ********.
**** *** ** **** difficult ** ***** ** policy ** ******* *****, however ****** *********** * way ** '*****' **** and *** **** ********** the ******* *** **** instill **********. ****** * policy ** ** ****** reviews ** ************ ******** (ideally ** * ******** day ** ****), *** providing ***** ******** ** integrators *** **** ********* some ** ***** ********.
******** **** *********** **** reflect ***** ********:
- "*** ************ ******* ** obviously * ******** *** manufacturers ** ****** *** end *****."
- "** ***'* ******* *** end **** **** *** manufacturers **** ** ***** business."
- "** ***'* **** ** register *** ******* **** distribution *******, ***** ** are ********* **** *** tell *** *********** ** the ******* - *******: we ** ** & don't **** *** ********* all *** ******* **** in ***** ** *** the ***** ********."
- "***** ** **** ********** to *** ******* ******* registration, *** ** * history ** "*******" ***** internally, *** ********* ******* to ***** *******."
- "* **** **. * find ** **** ** the ************* ******** *** my ******* *** ** I ******* * ***** gathering *** **** ** poach **** ******** **** the ****."
Provide **** *** *********** ** ***** *****
************* ** * **** hate ****** ******** ** unneeded *********. *** ************ summed ** *** **** view ************ ********:
"******** *** * ***** about *** **** **** the "****** *****". *********, I *** ******, "*** is *** *********?" "*** can ******** **** **** been ******* **** ** my ******?" *** **** important...... "*** *** ** physically ** ***** ** the ******** *****?" ** you **** ** ******** a *******, **** ** that *** **** ** work *************** **** **."
*********** ****** ** ******** with ********** *********** ** who **** *** ****, how **** ********* *** end-user ** ******* ***** preferred ************ (*.*.: *** on-site ********, ******** ******/**** equipment, ******** ********** ** tours ** ******** *************) and *** ***** *********** that *** ************ ***** they ********** *** ****. Doing **** ***** ** easier *** *** ************ sales ****** ** ********** how * ********** ********** influenced *** ******** ******, and ***** ** ********* for ******* ********** ** claim ** *********** ******** on *** *******.
Ensure ********* ******** ******* ********
*********** **** **** **** project ************ ******** *** not ******* ********** ********* to ********* *********** ** utilize ****. ** **** cases **** *** ** "greedy" ***********, *** ** other ***** *********** **** that *** ********* ****** did *** ********* **** to ******** *** *******. If ************* ***** *** registration **** **** *** want ** **** **** into *************.
- "****** ********** *** *** product. **** *** ** they **** ***** ******* about *** ***, ** still **** * "***********" advantage **** ****."
- "****** *********. ****** ********."
- "******** ****** ********* ****** 5%"
- "********* ******* ********* ***** be ** **** ****, especially ***** ********** ************* are ************* ***** ******."
************* *** **** **** to ******** ******* *** registration ******** ******** ** the *********** ******** ********, providing ****** ************ ********* to *********** **** *** smallest ******** ******** ** help **** ****** ***********:
*******: ** ********** *** ******** a **% ******** **** a ************, ************ ********* a *******, ******* **** the ************* **% ******* registration ********. ** **** integrator ** ********* ** the ***** *** **** another ****** ********** *** qualifies *** * **% discount **** *** ************ as ******** ********, *** integrator *** ********** *** project *** ***** **** the ***.
***** **** ************* **** it ** *** ***** responsibility ** **** *** integrators *****, ** **** have * **** ** driving ******* *************, **** disparity ***** ** ** carefully **********. ******* *********** may **** ****** ************ discounts ** ****** **** have * ** *********** at ******* *** ***** bid, ********* *********** **** to ****** **** ****** projects, ***** ********** ******** both *** ********** *** manufacturer.
Reward ***********, ********** ** *** **** ***
*********** *** ***** ********* about ********* **** ** truly ********* * *******, and **** ****** ** a ********* ********** ** the ***** *** ***** (for *******, ** *** registration ******** **** *** give **** ** *********, as ** *** ******** above). *** ********** ******* the ********* ********** *** this *********:
***** **** ********** ** giving *** ********** ** way ** ******** ** future ****** **** *** specifying ********** **** *** end ** **** *** job... ** ***** ***** one ****** ** ***** ********.
******** *********** * ******** (kickback) ** * ****** job ** ** ** determined **** ***** ***** a *******, *** **** the *** *** ***** reasons, ***** ********* *********** to ****** **** ******* a ************ **** * project **** **** ***** about ***** ******* ** winning *** ***** ***.
************* ****** **** ******* with *** **********/******* ********** the *******.
*** * ************ ** accepted *** ******** ** an **********, *** ************ should **** ******* **** that ********** ********** *** entire ******* ** **** aware ** ***** ******** requests, ******** ***********, ***. ************, if *** ************ *** been ******* ***** **** the ********** **** *** initial ******, ** ******* to *** ******** **** the ********** *** *** full ******* ** *** 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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