Manufacturer Partner Philosophy
ScanSource has a limited line card by design and we represent only the key manufacturers in our specific technologies. Our approach to potential manufacturer partners is multi-faceted with input from sales, merchandising, technical support and finance departments.
Criteria for Manufacturer Partner Consideration:
- Technology leadership is one of the most important criteria. We try to have the top two or three manufacturers in our chosen technologies.
- An active reseller channel is an equally important factor. This critical component proves that a product or technology has demand in the market and that there is a core of resellers who understand the product and have had some success in reselling the product.
- An exclusive distribution relationship with ScanSource is preferred, although not required.
- Rapid material revenue is important in order for ScanSource to invest in a new vendor relationship. When we launch a new vendor we invest a great deal of resources, from inventory on the shelf to training of our sales and technical teams.
- The executive management of a potential vendor must demonstrate support for, and understanding of, the role of two-tier distribution in the supply chain.