CRN Network, September 01, 2009, 1500 hrs
Samsung India has announced a new partner program which will classify its regional distributors and stockist into three broad categories—Platinum, Gold and Silver.
“Our earlier partner programs were specific to different product categories. With the current program, we plan to attach partners to the Samsung IT division irrespective of the product categories they deal in and based on common objectives. The new program will help assess partners’ contribution to Samsung’s overall business volume and build a stronger relationship with them providing them more opportunities to grow with us,” said Ranjit Singh Yadav, Director, IT, Samsung India.
The three partner classifications will be derived based on the sales volumes, consistency of sales performance, and the product mix being sold by IT partners. The program will cover all product categories, namely monitors, OMS, printers, consumables and notebook PCs.
“Over 500 RDs and stockists are being mapped as part of this program. The new categorization will help us identify and support the partners who have the potential to upgrade to the next level and grow with the company,” added Yadav.
Yadav informed that Samsung has also designed a clear and transparent benefits package for its SIPP partners including rebates on monthly sales target achievement, POP and POS marketing material, co-marketing and promotion opportunities, and high-level communication support with the head office.
In addition, the company will invest heavily in developing the skill-sets of its partners by providing training materials and sales kit and by conducting regular training programs across the country.
“Collaborative selling with partners is what we intend to achieve through SIPP, so that we can match our sales planning with that of the partners to create the right multiplier effect in the market,” opined Yadav.
Samsung also plans to roll out a similar authorization program for its tier-3 partners in the next phase. “Currently we have base of over 5,000 tier-3 partners across the country selling our IT products, and we plan to grow this base further. We will be rolling out a certification program for these partners as well,” said Yadav. |