Tell me about how HP deal registrations work
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@Minion-Queen said:
@Dashrender said:
Well to @Carnival-Boy point, I have had CDW tell me they get better pricing from HP for my project if they register the deal with HP - are you saying that's not true?
Are you saying - That the only thing that registering does is put HP on notice.. and when you call Insite and ask for a quote, they contact HP to register the deal, and HP says.. oh hey, yeah.. someone else already registered that deal. Now Insite just doesn't bother competing on price and simply offers MSRP?
Pretty much. Unless there is an extreme case, Insite won't get any deals on it so yup more than likely they will just offer you the MSRP. Again bigger VAR's that deal in lots of volume probably get better deals for offering percentages off. But in my experience not that much from what say NTG can do a deal on.
Big ones know that if they provide deals that people will post it online, it will become common knowledge and everyone will demand it. And since their profits depend on those margins, they can't just go around slashing them willy nilly.
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@Dashrender said:
I've sense bailed on CDW. I use Softmart now. Shannon is pretty easy to work with.
They've been great for us. It's been a long relationship there.
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@Dashrender said:
@scottalanmiller said:
@Dashrender said:
I understand the MSP push for SMB's, but do they really want to deal with you either, again assuming you're someone like me - doing my on research and I'm only calling the MSP so they can order stuff for me?
You are paying them to be a reseller liaison then. An MSP would not care as long as they are getting their consulting rates. But this seems a weird way to leverage your experts - as paperwork pushers exclusively.
Exactly - which is why I don't leverage them at all.
You do, actually, but it is specifically because of the NTG / Softmart relationship.
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@scottalanmiller said:
@Dashrender said:
@scottalanmiller said:
@Dashrender said:
I understand the MSP push for SMB's, but do they really want to deal with you either, again assuming you're someone like me - doing my on research and I'm only calling the MSP so they can order stuff for me?
You are paying them to be a reseller liaison then. An MSP would not care as long as they are getting their consulting rates. But this seems a weird way to leverage your experts - as paperwork pushers exclusively.
Exactly - which is why I don't leverage them at all.
You do, actually, but it is specifically because of the NTG / Softmart relationship.
Are you saying Softmart wouldn't talk to me if not for NTG?
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@Dashrender said:
@scottalanmiller said:
@Dashrender said:
@scottalanmiller said:
@Dashrender said:
I understand the MSP push for SMB's, but do they really want to deal with you either, again assuming you're someone like me - doing my on research and I'm only calling the MSP so they can order stuff for me?
You are paying them to be a reseller liaison then. An MSP would not care as long as they are getting their consulting rates. But this seems a weird way to leverage your experts - as paperwork pushers exclusively.
Exactly - which is why I don't leverage them at all.
You do, actually, but it is specifically because of the NTG / Softmart relationship.
Are you saying Softmart wouldn't talk to me if not for NTG?
They would talk to you, but you wouldn't get the same pricing or experience.
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@scottalanmiller said:
@Carnival-Boy said:
If I want to obtain 3 quotes for some HP kit, is it true that the first reseller could register the deal to obtain bigger discounts, and this would prevent the other two resellers from getting the same price? Is that how it works?
Correct
Not correct according to one of my resellers. All resellers will be given the same price from HP, so it makes no difference which reseller registers the deal.
Also, to answer my other question, there is a minimum order amount before deal registration (or special bid pricing) occurs, and that's way below the $10k in my budget.
Maybe it's different in the US.
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@Carnival-Boy said:
@scottalanmiller said:
@Carnival-Boy said:
If I want to obtain 3 quotes for some HP kit, is it true that the first reseller could register the deal to obtain bigger discounts, and this would prevent the other two resellers from getting the same price? Is that how it works?
Correct
Not correct according to one of my resellers. All resellers will be given the same price from HP, so it makes no difference which reseller registers the deal.
Also, to answer my other question, there is a minimum order amount before deal registration (or special bid pricing) occurs, and that's way below the $10k in my budget.
Maybe it's different in the US.
If that is the case... what would be the purpose of the deal registration? I don't believe that this is true, nor does it make sense.
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It makes sense to me.
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@Carnival-Boy said:
It makes sense to me.
Where is the benefit in the deal registration if they all get the same deal?
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Not sure what you mean? The benefit is that HP give them a lower cost price.
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Seems like registering would be bad because it would only flag you as having gotten first contact and then show that you were losing sales to someone else later. You'd not want to report that voluntarily.
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@Carnival-Boy said:
Not sure what you mean? The benefit is that HP give them a lower cost price.
I thought that you just said that your reseller stated that all resellers would get the same price, specifically that the one registering the deal would not get a discount for doing so.
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Yes, they all get the same price. The discounted price.
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@Carnival-Boy said:
Yes, they all get the same price. The discounted price.
Right, so it's not really discounted then, it is just the price. So where is the benefit in being the one registering the deal?
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When every price is discounted, no price is discounted
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OK, call it what you like. I still don't know what you're confused about. There is no benefit to being the first one to register the deal, which makes sense to me.
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@Carnival-Boy said:
OK, call it what you like. I still don't know what you're confused about. There is no benefit to being the first one to register the deal, which makes sense to me.
You said that they all get the same price... so no discount. How can there be a discount from a set price?
So why would any one register if there is no value to registering?
You keep telling me there is no benefit, but then say you think it makes sense that they do things without benefit. Why? There is something missing here.
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Let's say you are an HP reseller. You get no benefit from registering a deal. Someone comes to you for pricing. Your time is valuable. Do you bother to register the deal which costs you time and money, or do you just quote the price? Registering would make you less competitive.
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How do you quote the price if you don't know what your cost price will be?
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Registration known cons:
- Takes time
- Exposes deals to other parties that increases your risk
- Potentially exposes you to HP knowing that you are losing deals
Assumed positive:
- best price
- deal protection
You are saying that the two assumed (and HP told us) benefits don't exist. If so, why would someone take on the negatives if there are no positives?
