LANCOM's VADvantage program addresses the specific structure of sales channels in foreign countries where Value Added Distributors play a central role. Similar to the vendor's successful LANvantage specialist reseller program, VADvantage aims to develop expertise and increase sales.
Depending on their size, structure and focus, the different partners can benefit from the program structure in different ways. The incentives system consists of four columns, each of which can be selected depending on the VAD's know-how and focus. All distributors share the same basic terms and conditions. Building on these, VADs can use the incentives from any of the columns either individually or in combination.
The first column features the Value Add Incentives. LANCOM awards a discount, if the VAD provides local pre-sales support, RMA processing, and/or after-sales support. The second column has the Order Incentives that offer discounts on pre-paid orders or on orders exceeding a certain value.
With the third column the VAD benefits from discounts by acquiring new specialist resellers of LANCOM products. Finally, the fourth column is the volume bonus that is awarded on fulfilling annual growth rates or on achieving special incentive objectives. The incentives are paid in cash and can be collected on a quarterly or annual basis, or even upfront. Rounding off the program are discounts on demo samples and training courses.
Jan Buis, International Sales Director at LANCOM Systems, explains: "We want to address the needs of each VAD on an individual basis. Our four- column strategy and the non-financial incentives offer significant improvements in the conditions for our partners. VADvantage allows every VAD to make the best of their individual strengths and to benefit from the advantages."
Any authorized LANCOM Value Added Distributor can participate in VADvantage.