Panasonic Authorized Reseller Program Program Overview APRIL 2013 MARCH solutions for Resellers

Transcription

1 Panasonic Authorized Reseller Program Program Overview APRIL 2013 MARCH 2014

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3 Table of Contents Program Introduction /New for Reseller Standards 2 Discontinued Programs 3 Authorization Groups & Authorization Group Tiers 4 Program Levels 5 Membership Requirements 5 Benefits 6

4 Program Introduction Panasonic System Communications Company of North America (Panasonic) is pleased to introduce its Panasonic Authorized Reseller Program. The Panasonic portfolio contains a diverse set of solutions intended for a wide array of end users and applications. By extension, the resellers best suited to sell each of the products are as diverse as the product line. The goals of the Panasonic Authorized Reseller Program are to: n Identify and promote the best reseller organizations for Panasonic products. n Create alignment between the Panasonic sales force and its channel community. n Provide consistent program experiences regardless of the products a reseller will sell. n Offer valuable incentives relevant to each type of partner, product and addressable market. n Promote top-performing resellers to the end-user community. Overall, Panasonic strives to create a channel experience of the same quality as its products. New for 2013 n A new and improved will become the home of product and program information, replacing PSNAreseller.com and other portals. Most program information will be contained therein. n Tiers within authorization groups will dictate positioning, requirements and incentives. n Each reseller will receive a single medal level for outbound communication and branding to describe its entire Panasonic relationship. Reseller Standards Panasonic expects all authorized resellers to operate in a professional manner while providing quality service to their customers. To qualify for the Panasonic Authorized Reseller Program, certain criteria must be met. Ideal candidate companies for this program have a: n Prior history of sales performance in the market. n Defined value proposition in the market they serve. n Logical understanding of how Panasonic products fit within their product mix and go-to-market strategy. n Staff of qualified sales and technical professionals. n Dedication to ongoing training. n Company-specific URL and domain. In addition, qualifying companies invited to join the program commit to: n Meet minimum purchase requirements set forth by Panasonic. n Adhere to the Panasonic Minimum Advertised Price (MAP) Policy. n Maintain a solid credit line with authorized distributors. n Purchase from authorized distributors for all purchases. n Sell to end users only unless given the authorization to do otherwise by a Panasonic account manager. n Ongoing business planning with Panasonic salespeople. n Keep reseller program information confidential. n Report point-of-sale information. n All other terms and conditions set forth in the Panasonic Authorized Reseller Guidelines. 2

5 Discontinued Programs The following program names are discontinued effective April 1, 2013, and are no longer in use. AV and MOBILITY n Panasonic Toughbook Premier Partner (TP3) o Mobile Video-TP3 (MV-TP3) n PSC Authorized Reseller Panasonic ID Each reseller will be assigned a single unique identifier to represent their business called the Panasonic ID. This number will begin with P and be followed by six digits. Those companies currently assigned a PSCID number will keep the number with a slight modification, SC will be replaced by 00. Each distributor will receive a reseller list containing the Panasonic ID and former IPCR, PIN, PADD, PIIV, P-PIIV numbers for cross-referencing. o 3D Partner OFFICE AND SYSTEMS n Business Communications Reseller n i-pro Certified Reseller (IPCR) n Panasonic Authorized Document Dealer (PADD) n Panasonic Education Reseller (PER) n Panasonic Independent Imaging VAR (PIIV) n Panasonic Retail Information Systems (PRIS) n Premium Fax Dealer (PFD) n Premium Panasonic Independent Imaging VAR (P-PIIV) Recommended Reseller Price (RRP) The Recommended Reseller Price (RRP) is the estimated price a reseller will pay for a product from an authorized distributor. Found on the official price list of each product, the RRP was established to help the reseller in project planning and to aid in measuring partner sales performance. Distributors retain freedom in their pricing. Reseller should expect prices to vary from distributor to distributor. 3

6 Authorization Groups Resellers should have access to those products that work together to form a solution. In 2013, product lines have been regrouped with this philosophy in mind. Resellers authorized for a group are automatically authorized for all products in the group. In some cases, access to the more technical products requires additional training or commitments. Reseller organizations are encouraged to seek authorization for all categories for which they have existing market presence and technical competence. Authorization Group Computers and Tablets Evidence Collection Systems Fax and All-in-One Medical Imaging POS and Wireless Headsets Audio Visual Technologies Scanners Unified Communications Video Surveillance Product Lines within Group Toughbook Toughpad Arbitrator 360º Facsimile All-in-One Printers Whiteboards Medical Cameras, Monitors and Recorders POS Wireless Audio Professional Display Projectors Professional Video Classroom Audio Scanners Business Telephone Systems, SIP Phones and HDVC Security Cameras and Recorders Some authorization groups contain products requiring special authorization. See authorization group summaries for details. Authorization Group Tiers Panasonic has established tiers for each authorization group to allocate benefits and requirements amongst its reseller partners. In some cases, the tier assignment will dictate rebate levels. In others, the assignment will drive reseller locator positioning. These tiers are contingent upon technical competence, selling skill and sales performance. Each product group has minimum standards for each tier; however, every group shall have three primary tiers of partners: TIER A B C DESCRIPTION Upper echelon of sales performers. These resellers often make Panasonic their lead brand in a category and devote greater time and energy in business planning with the Panasonic sales force. Solid resellers with proven track records of sales performance. Reseller organizations with lower competence and/or sales performance. Resellers picking up a new authorization group will default to this tier when they begin. In some cases, a partner will be listed as Tier D for a category, suspending reseller benefits while retaining product access. For 2013, resellers shall be assigned the authorization group tier reflecting their 2012 sales performance and partnership. 4

7 Program Levels Panasonic wants to simplify the way in which it signals the quality of its resellers to its end users. At the same time, resellers making significant commitments to Panasonic deserve premier positioning. To this end, resellers shall be designated a program level based upon their authorization group tier. Gold Silver Bronze Reseller attaining Tier A in any group and maintaining it for at least two quarters. Reseller attaining Tier B in any group and maintaining it for at least two quarters. Reseller attaining Tier C in any group and maintaining it for at least two quarters. A reseller shall be demoted from its program level if it fails to maintain its authorization group tier. Resellers are required to revise websites and marketing materials when their program level changes. Membership Requirements To maintain program membership, authorized resellers must achieve solid sales performance, technical competency, sales competency and demonstration unit availability. The extent of the requirement in each area varies with the product category. Requirement Minimum Quarterly Sales Goal Sales Competency Technical Competency Description To support sales consistency, this goal is the lowest acceptable amount of quarterly purchases from authorized distributors less any applicable returns. The basis for calculating this measurement shall be Recommended Reseller Price (RRP). Some authorization groups will discount the RRP for minimum quarterly sales measurement and incentives measurement. Deviations from RRP are listed in the authorization group summaries. A minimum number of trained salespeople based upon completed Panasonic-executed training or industry equivalents must be maintained. A minimum number of trained technicians based upon completed Panasonic-executed training or industry equivalents must be maintained. Demonstration Unit Availability Minimum number and type of demonstration units must be maintained for program membership. Minimum Advertised Pricing Adherence Authorized resellers may not advertise pricing below the minimum advertised price (MAP) for Panasonic products. MAP will not be set for open-market accessible products. All resellers are expected to adhere to master reseller guidelines. Some products will require additional training and other competencies to ensure access to products. 5

8 Benefits The benefits offered per product line reflect the unique market position for the category. As such, each product line will offer a subset of the program benefits below. Benefit Qualify By Computers and Tablets Evidence Collection Systems Fax and All-in-One Medical Imaging POS and Wireless Headsets Audio visual Technologies Scanners Unified Communications Video Surveillance Deal Registration To support deal business, a pricing advantage against all other competing resellers for finding new and unique sales opportunities. The pricing advantage may be set for an entire category, subcategory or at the SKU level. Completing an online deal registration form before an RFP, RFQ, RFI or request for final pricing is made by the end user. X X X X X X X X Quarterly Reseller Market Reinvestment Back-end rebate program based upon quarterly net purchases. Eligible products may vary by authorization group. Meeting your minimum quarterly sales goal. X X X X QUARTERLY RESELLER GROWTH INCENTIVE Back-end rebate for growing sales over the past year. Spiff Incentive program for reseller representatives. Demonstration Unit Discounts Available to all authorized resellers, get discounts on products for demonstration purposes. The entitlement may vary by authorization group tier. Proposal-based MDF Special marketing funds to support solid marketing activities to grow Panasonic business. Market Development Assistance (MDA) Back-end rebate program to support local market sales. Program Instant Rebate Instant rebates provided to the reseller at distribution on its sales. Meeting your quarterly sales goal and growing sales over last year. Registering eligible sales in our online spiff system. Spiff administration is the responsibility of the reseller. Maintaining program membership. Submit requests via manual form. Demonstration units must be maintained for 90 days before reselling. Completing the MDF proposal form and submitting to your Panasonic Partner Manager for review. Registering sales in the MDA portal approved by your Panasonic salesperson. Meeting your minimum quarterly sales goal. X X X X X X X X X X X X X X X X X X X X Consumable Rebate To support run-rate sales of consumables less returns. Meeting your minimum quarterly sales goal. X X resellersupport@us.panasonic.com / Panasonic is constantly enhancing product specifications and accessories. Specifications subject to change without notice Panasonic Corporation of North America. All rights reserved. B_PSCNA_FY13-1_PARProgramGuidelines_SinPg_04/13