Re: Inter-Territorial Deals?

tkernDocusultant P4P'er

Question: We have a satellite office in our territory which we have installed and service several MFP's for a dealer in another state. The local customer called me and asked to talk about MPS. When I arrived he had a boatload of Dell equipment that he wanted to replace, all of which were printers and desktop sized MFP's. We worked up the numbers and it looked like we could save them enough to pay for new equipment(mostly desktop MFP's and some printers.) Is this an inter-territorial deal or is it my sale?

11/18/138:35 AM

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Original Post

Old GloryMaven VIP

Over 30+ years, I have done quite a bit of inner-territorial deals, both incoming and out-going. You speak of an MPS deal but you refer to the ship-ins as MFP's. If the dealer didn't bring you in as the servicing dealer of their MPS sale, then I would say you are free to play.

My take is that you can sell what you are authorized to sell in the territory your manufacturer has assigned to you. It gets a little dicey when you sell equipment to an account that you are only in due to the inner-territorial ship-in. If I ship a unit to a fellow dealer who then becomes my competition, I would not be happy. Symbiotic relationships between independent dealers must be protected, pretty much at any cost.

In your deal, at the very least, they should get 100% (no split) of anything that ends up in their territory. However, Dell computers and desktop devices wouldn't fall under these rules.

11/18/1310:34 AM

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