The Power to Move Your Workplace
RESELLER PROGRAM GUIDE
• Introduction to Newcastle Systems’ Reseller Program
•
Discount Incentives & Qualifications
•
Reseller Benefits
•
Training Opportunities
INTRODUCTION
First Things First
First of all, from all of us at Newcastle Systems, a heart-felt “Thank You!” for being part of our growing com-munity of suppliers making mobility a reality for our customers. We can’t be the best we can be without a team of dedicated Partners like yourself, and your efforts on behalf of our products is deeply appreciated. So once again – “Thank you!”
Welcome to a Program About YOU
As we’ve grown over the last few years and have started to better understand the needs of the market-place, we developed a better understanding of the role Resellers like yourself play and realized that there was something more we could do to help our Resellers deliver on the high expectations they set for them-selves and their suppliers like us. So we went out and talked to many of you and over the last two years and yes, we heard you loud and clear! The results of your feedback and input are what drove the development of this new program designed just for you.
What It Means To You
Enclosed in this program document (also available online) are the details of a number of new benefits, training and criteria for our Resellers. These are all being designed with one thing in mind – how to continue to deliver a quality, high-value experience to our shared customer base. Inside you will find changes and new programs that provide some of the following benefits :
• Dedicated “Reseller Only” content on www.newcastlesys.com/resellers
• More training opportunities and training materials
• Sales tools that help you demonstrate expertise with our products • Improved financial incentives that grow as our success grows • More frequent communications and support opportunities • Project Registration
• Co-branded marketing materials and support
Our Ask
Please make yourself familiar with this Program Guide and the additional materials now on our website. As always, please continue to provide the feedback, ideas and input that have already been so valuable to us. Thank you!
Newcastle Systems’ believes in nurturing strong partnerships with our Reseller Community and in reward-ing performance. Our intention is to provide a set of discounts and incentives that reward our best per-formers, motivate our new and up-and-coming resellers and provide flexibility for sales people to develop competitive pricing strategies when incorporating Newcastle Systems’ products into the solutions they provide for their customers.
Discount rates are in effect for the calendar year 2014 and are subject to review every year.
2015 Reseller Discount Incentive Rates
To be eligible for special discount rates, the reseller company must employ outside sale personnel to assist with product installations, on-site service, etc.
Qualifications (in net sales)
Status
Discount
New Resellers in 2014 and those < $10,000 in 2014
APPROVED
Contact your RSMExisting Resellers > $10,000 and < $50,000 in 2014
BRONZE
Contact yourRSM
Existing Resellers > $50,000 and < $100,000 in 2014
SILVER
Contact yourRSM
Existing Resellers > $100,000 and < $400,000 in 2014
GOLD
Contact yourRSM
Existing Resellers > $400,000 in 2014
PLATINUM
Contact yourRSM
Additional Notes:
1. Any individual reseller‘s discount rate for the current fiscal year (Jan – Dec) will be set by the perfor-mance of the previous fiscal year.
2. For resellers whose sales exceed the upper limit of their current status in a fiscal year, the new discount rate will be applied going forward and qualify them for that rate for the entirety of the following fiscal year.
STATUS
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eligibleProvide list to your RSM of your sales team with contact info by region Add Certified Reseller Badge to your website Add Newcastle products to your website Entire sales team to attend (1) training webinar in 2013 Entire sales team to attend (2) training webinars in 2013
Do at least (1) of the following:
A) Series of (3) co-branded emails to an active customer list
(B) Joint sales event in your region
(C) Shared tradeshow booth (D) We welcome additional suggestions too...
BRONZE
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SILVER
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GOLD
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PLATINUM
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Additional Notes:
1. Partners achieving a status in the course of any fiscal year that is higher than their current one will be eligible to display an upgraded “Certified Reseller” badge on their site with the appropriate “Bronze”, “Silver”, “Gold” or “Platinum” version.
2. Unregistered Direct Sellers who are not part of the Newcastle System Reseller Program will not be able to display a “Certified” badge. (This will allow you to provide clarifications to clients when they are in-troduced as a potential competitor)
Certified Badge Samples:
Newcastle Systems invests a vast amount of time and money to generate QUALIFIED LEADS for our key reselling partners. Some of our lead generation efforts include:
• Paid display ads and custom e-blasts in DC Velocity, Logistics Management, Modern Material Handling and more
• Paid white paper promotions and webcast sponsorships • Extensive PR efforts
• Trade show exhibits at ProMat, Modex, NRF, WERC, LogiMat (Germany) and more
• In-bound content marketing efforts that include an optimized website, SEO keyword strategy, weekly blog postings, link building and more
In addition to discount incentives and qualified leads, we are pleased to provide you with other value-added benefits such as:
• Extensive support by your RSM to help you close the opportunity
• Training support by your RSM that can be customized to your individual needs or group settings • Demo equipment that can be shipped to your customer’s facility to try out first hand
• Customized collateral, videos and other sales tools
• Customized marketing e-blast campaigns created by our in-house design team • Various “Sales Spiff” opportunities
• Advertising dollars towards your marketing efforts • Project registration
STATUS
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eligibleAccess to
Reseller Site EquipmentDemo Qualified Leads Reseller Project Registration
Customized Collateral,
Videos & Sales Tools
Yearly Sales
Spiffs AdvertisingDollars
BRONZE
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SILVER
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GOLD
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PLATINUM
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As we grow our business, it is important to us that we continue to deliver a high-value, personalized level of service to go with our products. In order to do so, we need our reseller partners to be well-equipped to speak about our solutions.
While there will be additional training materials provided in the coming months, at this time we require all of our resellers to complete the following:
• View our new training presentation: http://www.newcastlesys.com/resellers/presentations/
• Familiarize yourself with the layout of our site, the resources available (video demonstrations, white papers, evaluation tools).
• Make yourself known to your Regional Sales Managerat Newcastle Systems and ensure your registra-tion informaregistra-tion is up to date and accurate so that we will be able to contact you when needed when passing along new leads or sharing new information and product releases.
• At any time, please contact your Regional Sales Manager to schedule a customized training webinar to one or many members of your sales team at a date and time that fits your schedule.
Look for additional training opportunities in the future including webinars and other live virtual meetings where we can answer your questions, discuss your suggestions and more.
While we appreciate and support the effort of all of our Resellers to generate both Awareness and Demand for our products, Newcastle Systems values the integrity of our business model and the resellers who work hard with us within that model.
• Display of prices is NOT recommended. However, if a reseller chooses to advertise prices in any medium (web, print, etc.), they must be no less than the minimum advertised price set by Newcastle each year and communicated to the reseller network.
• “Same-Day Shipping”, “Next Day Shipping” and other advertising that is misleading is strictly prohib-ited.
• Direct copying of Newcastle Systems web pages or other online properties is prohibited. Note that all content on the Newcastle Systems website is copyrighted, but is available for use by ALL of our Resell-ers with prior permission. Please contact Christine Wheeler, Marketing Director at 978-605-5119 or [email protected].
Use of “Official Reseller” badges at levels that the Reseller has not qualified for is also prohibited, as is use of any badge for non-qualified resellers.
TRAINING OPPORTUNITIES
Newcastle Systems will be making available to our Reseller Partners a number of resources to assist you with your efforts to market solutions to your clients. These will include (but not be limited to) the following:
• Co-Branded Campaign Materials – we are happy to provide templates and other materials for use in your own e-mail or other campaigns. These will usually be existing templates we use that can be cus-tomized to include your logo and other co-branding elements.
• “Certified” Reseller Badges – Resellers are encouraged to download the appropriate badge for your level in the size of your choice to display on your website where Newcastle Systems products are fea-tured. This not only demonstrates to your customer your expertise with our products, but also serves to help you help your clients navigate potential sources of our product that do not come from Certified Resellers.
• Unlimited Sales Support by Your Dedicated RSM to Help Close Opportunities
