Hey, here's Fowler's way of announcing China (from the conference call):
"In the access control division, as I mentioned before, we've completely changed the distribution model. With the prices that we have now, we've actually, as demonstrated in the financials, increased gross margin and built in the flexibility to have a three-tier pricing structure so that we can finally sell these things the way they should be sold, which is through manufacturer's reps and dealers and distributors, because those kinds of access control decisions are all made locally, and the dealers and distributors are involved in those decisions - not on a national basis. In that division, we've built up quite a bit of -- we had the country fully covered by dealers and manufacturer's reps and we've added about 12 or 13 additional partners for getting the IT products out, and some of those are international partners, for getting the product out."
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Did you see that "international partners" phrase flash by? That was it. That was the announcement. |
