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Technology Stocks : Dell Technologies Inc.

DELL 122.70

+0.2%

Nov 18 3:59 PM EST

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To: mrknowitall who wrote (66743)	9/22/1998 7:40:00 PM
From: The Phoenix	Read Replies (1) of 176387

Agreed, that's why I presented a case that will build the partnership with the reseller even further. Exclusivity and better discounts along with a unique non-competitive product which to sell. The key is making sure you partner with a strong reseller which is willing to lead with your product. In my previous life I worked for a company that was 100% reseller then went 50/50..then fully direct...then amazaing at it sounds back to a 100% reseller model. I've seen the challenges and I believe I understand the reseller sensitivities - perahps not all, but most. I think exclusivity is huge in building relationships and give the manufacturer huge leverage. "You have exclusive rights to these geographic areas. This is our current revenue stream we expect you to continue and grow this stream. So, long as you do you will be our exclusive partner." "Furthermore, for our part we agree to fund a marketing campaign and provide you and your sales staff with incremental (tiered) discount levels to help you succeed." "We also agree that we will not compete with you and that any products we sell direct will be unique." This is very workable.... IMO. OG

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