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Pangolin Dealer Policy |
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Pangolin sells
our products through dealers worldwide. We set our pricing structure to
enable dealers to make a fair profit. This profit can be made both
on Pangolin's products, and on other hardware sold to an end-users
-- for example by selling lasers and projectors along with Pangolin
software. As a Pangolin dealer, you must be
familiar with our products, and must also provide post-sales support
to your customers.DEALER REQUIREMENTSMany people contact Pangolin, wanting to become dealers. Because not everyone can -- or should -- be a dealer, we have set up the following requirements:
These requirements are described in greater detail below. Own the softwareTo become a dealer, you must first purchase our software from a current dealer. In fact, at the very least, your first two purchases must be from an existing dealer. We feel this is fair. It avoids people seeking to become dealers just to save themselves some money. In addition, those purchasing two or more systems are more serious about the business than those buying just one. Finally, by purchasing from a dealer, the dealer provides the initial service and support. This frees Pangolin to do other tasks such as further product development and improvement. Be familiar with the softwareIt is not enough just to
have bought Pangolin software or hardware. You must also use it on a
routine basis so that you are familiar
with it. This helps you sell our products, since you know what
you're talking about. It also helps you service your customers,
which will keep them loyal to you and to Pangolin. Provide trainingYou must train your
customer if they desire it, or if you feel they need training. We
recommend that if possible you load the software onto their
computer, and show them how to use it on their projector. If this is
not possible, you should at least expect to provide startup
support. We believe adequate startup training should take from four
to eight hours, depending on the client's knowledge. Service your customersYou must provide service
for your customers. This means that they will contact you with
questions and problems before they contact Pangolin. If you cannot help them, then you
or your customer may contact
Pangolin. Active email account and web siteYou must have an active email account so that we can send you price lists, as well as information about product updates, bug fixes, etc. You must also have an active web site on which you promote Pangolin software and hardware along with (or integrated with) your products. 24 hour faxWhile E-mail is fine for
many tasks, unfortunately E-mail has proven to have limited
reliability. E-mails may got lost on virus-ridden servers, or caught
in spam filters. And there may be times when Pangolin or your
customers need to send information via
fax. This is why we require a dedicated fax available at all hours.
By "dedicated fax" we mean that we can call at any hour to send you
a fax. Be reachable by customersWe will never turn away customers who have not checked with their dealers first. However, we always ask end-users whether or not they have already checked with their dealer before contacting Pangolin. If your clients cannot get in touch with you, they are going to be dissatisfied. Unhappy customers may not buy again from you or from Pangolin. This is why we require dealers to be reachable. Also, we at Pangolin may need to get hold of you. We cannot have dealers who often disappear for days or weeks at a time. Continuing salesYou will notice that we placed sales as the last requirement on our list. This was done purposely, and it is because the corporate culture of Pangolin is one in which we place customer satisfaction and service as a higher priority than sales. Nevertheless, there is a minimum sales volume required in order to maintain a dealership. This sales volume requirement depends on the geographic territory you serve. For example, in territories that have more challenging economies such as South America, the sales volume requirement is lower than that of more vibrant economies.
OTHER ISSUESExclusivitySome dealers contact
Pangolin and request exclusive territories -- such as a country. In today's world, it is
practically impossible to ensure exclusivity. If your customers
don't want to buy through you, they'll go to another country to get
what they want. Such "gray market" goods are a fact of life. Dealer exceptionsNot all of the requirements listed above will apply to all dealers. We reserve the right to relax one or more requirements where we see fit for a given market segment or some other relevant reason. If you feel you cannot meet one or more of the above requirements, contact us to discuss your situation further. Pangolin reserves the right to determine who is, and is not, fit to be a dealer on a case-by-case basis. PricingWe always quote
suggested list prices in our literature and if we are contacted by
end-users through telephone or email. We also
mention that discounts may be available if they purchase through a
Pangolin dealer. This means that we
presume dealers will sell at list price, or less than the suggested list
price. Of course, you are free to sell at whatever price you wish.
The higher your price, the more you should be able to justify it to
the customer (better service, additional free shows, etc.). Direct salesPangolin always informs potential buyers that dealers handle the software and that the customer can often save money by going to a dealer. However, if a customer insists on purchasing directly from Pangolin at full list price, then we will sell at that price, and will service and support the client. CompetitionYou can represent competing products. However, we require you to fairly-represent all products. For example, if you
prepare a chart comparing LD2000 with other programs, you must cover all
major areas - not just a few where one program is the strongest. You
should not merely list whether features are included, but should
also discuss the quality or depth of those features. SUMMARYWe want strong, well-qualified dealers to represent our software. If you meet the criteria listed above, we would be pleased to consider you for our dealer program. Please fill out our on-line dealer application form for further consideration.
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This page last updated:
Thursday, June 25, 2009 12:00 AM
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