3.1 Types of Partners
FootfallCam offers different forms of partnerships available for prospective partners. Each of the partnership presented by FootfallCam offers different advantages and limitations. All partners are required to meet the sales standard and FootfallCam certification standard. FootfallCam recognises each partner's unique capabilities and includes benefits and requirement consistent with their commitment to selling and marketing of FootfallCam comprehensive solution.
3.1.1 System Integrators
An individual or company that specializes in building complete computer systems by putting together components from different vendors. Unlike software developers, systems integrators typically do not produce any original code. Instead, they enable a company to use off-the-shelf hardware and software packages to meet the company's computing needs.
3.1.2 Trade Accounts
Trade Account partnership offers partners quick and complete solutions to handle your client's requirements. The partner will be able to conduct the following:
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Provide FootfallCam solution with the help of FootfallCam's portfolio of industry experience
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Customize FootfallCam solution to suit the client's needs
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Fast implementation without hassle
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Minimal learning required as FootfallCam will provide support
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Integrate FootfallCam with their existing service and product offering
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Rebrand the hardware and software
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Offer value-added services in addition to FootfallCam as a complimentary product or service
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Is not confined to the selling and marketing of a singular region
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Price at their own range
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This form of partnership offers the most flexibility to the partner as they can price the units as they wish, as well as putting their own branding onto our hardware. The Trade Account partnership have no minimum sales requirement to meet, nor are there any form of certification that the partner is required to pass to be approved. There is no quarterly review on the status and performance of Trade Accounts.
3.1.3 Authorised Resellers
A registered business structure or an individual who buys and sells goods and services to generate revenue per sales transaction.
Resellers that are well versed in the marketing and technical function. Some of the benefits offered to the Reseller include:
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Opportunity to sell FootfallCam's extensive range of products: FootfallCam, Magic Mirror, and LabelNest
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High profit margin
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Comprehensive support system including sales benefit, installation support, technical support, marketing guidance
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Will receive sales lead projection workspace with FootfallCam to map out the plan for best prices to sell to customer
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Set up FootfallCam feature website by using ready-made template created by FootfallCam marketing team
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Resellers are committed to the business practices of FootfallCam and will work be responsible for:
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Generating outbound sales lead
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Provide first line technical support to their own customers
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Translate the provided sales material, technical material, and marketing material to their local language
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Offer FootfallCam solution at MSRP pricing stipulated by FootfallCam
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3.1.4 Distributors
A company or individual that purchases great quantities of products from manufacturers, farmers, other producers, and vendors. Wholesalers store them in warehouses and sell them on to retailers (shops and stores) and businesses.
3.1.5 Installers
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3.2 Qualify as a reseller
FootfallCam is constantly recruiting resellers that are interested in working with FootfallCam. To achieve being the number one supplier of people counting solution globally, FootfallCam enlists the help of local resellers who can provide local sales and support services.
3.2.1 Business activities
While FootfallCam has worked with partners of different kinds under a Trade Account, partners that would like to sell FootfallCam brand must conduct the following:
1. Sell under the FootfallCam brand name
Resellers must resell, market, and distribute the people counters under the FootfallCam brand name.
2. Keep a surplus of FootfallCam counters in stock
Reseller would need to adhere to FootfallCam Warehousing Terms and Conditions. They must keep a surplus of FootfallCam counters to maintain the level of stock availability in their warehouse.
3. Adhere to the Minimum Order Quantity (MOQ)
Resellers would need to order in bulk for every purchase and the MOQ for each order is 12 units.
4. Follow the FootfallCam outbound marketing tactics
FootfallCam will train resellers on how to build outbound mailing lists and provide a standard email template for all resellers to cold call and approach new leads. Resellers are expected to build outbound lists based on the example set by FootfallCam and approach new leads
5. Willing to meet customers for presentations
FootfallCam will provide all resellers a sales presentation pack via the Partner Portal. Users that have access to the partner portal will be able to use the sales presentations available from the document based to present to their customers.
6. Willing to offer free trials, demonstrations, and proof of concept to customers
While it is not an obligation to offer free trials to all customers, resellers must be open to the concept of offering demo units to customers that are high profiled, and high in potential to rollout. The offering of demo counters to end users will serve as a proof of concept
7. Willing to follow up sales leads with FootfallCam bi-weekly
FootfallCam will host a meeting with resellers to catch up on all the sales progress with the current leads, with the leads passed to the resellers by FootfallCam, and with the leads that was passed to the reseller by FootfallCam. The catch-up meeting would also include how many outbound mailing lists was created, how many mails was sent out, and how effective is the engagement rate. This will in turn help FootfallCam to work with the reseller to build the perfect template for the highest engagement.
8. Keep a demo unit of FootfallCam for showcase
All resellers must keep a demo unit of FootfallCam readily on hand to showcase to their customers. This demo unit should not be resold to the customer and should only be used for demonstration purpose. The demo unit will be specifically marked with a print of "Not for resale". The demo unit is eligible for a discounted price on the initial purchase.
Partners that can commit to the above responsibilities must determine how many hours within a week they are willing to put in to the marketing and sales of the FootfallCam product. A sample term sheet is as followed detailing the commitments that should be made by the reseller is as follow:
| Sample Reseller's Commitment (Hours) | ||
| Marketing | Building outbound mailing list | 4 hours per week |
| Sending outbound email to build list | 2 hours per week | |
| Setting up webpage regarding FFC/MM | 8 hours (one-time) | |
| Sales | Committed to meeting customers | 10 hours per week |
| Committed to sales consultation | 5 hours per week | |
| Committed to project management planning | 5 hours per week | |
| Technical | Installation support for customers | 2 hours per week |
| Installation services provided for customers | 5 hours per week | |
| First line support diagnosis | 5 hours per week | |
3.3 Resellers' responsibilities
FootfallCam offers partners with the opportunity to capitalise on their local region based on their capacity. FootfallCam assess each partner based on their history and potential to create an overview of Manufacturer's Suggested Retail Price that partners are recommended to follow. The price offered is based on the number of services partners are willing to provide. While the margin off the FootfallCam device is not high, partners are encouraged to offer value added services such as installation services, integration services, and accuracy audit.
3.3.1 Goals
We are looking for partners that are ambitious to establish themselves as the leading provider of people counters in their region. Partners that are offering the people counter solution within their local region will have the competitive advantage of offering local presence and a local service to their customers.
3.3.2 Service scope
FootfallCam provides partners with a recommended pricing based on the selection of services they would like to offer to their customers. FootfallCam will define the service scope of the partner to define a recommended selling price based on their offering. FootfallCam will initiate the action with all authorised reseller and undergo a meeting to determine what level of services the partner is willing to offer, and whether if there are any additional services offerings unique to the authorised reseller.
Sample Partner Service Scope
FootfallCam will individually work with the partner on different parts of their service offerings and explain in details of the service they should be providing.
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3.3.3 Trainings provided
FootfallCam understands that not all individual resellers have the comprehensive skillset to support their customers from the sales process to the after sales support, we work closely with resellers in organising training session to deliver the complete solution to their client.
To begin with the application of a partnership with FootfallCam, the partner should aim to fulfil the following services.
| Trainings |
| Sales Presentation FootfallCam will provide all resellers with access to documentations to be able to present to their customers during sales presentations and to market FootfallCam easier. FootfallCam will also conduct webinar to guide resellers on how to respond to customers' enquiries, how to gauge customers' responses, and how to sell people counters to customers. |
| Technical training
FootfallCam will provide training and guidance to resellers on how to troubleshoot and diagnose the FootfallCam so that they may support their end users without any issue. FootfallCam will also provide resellers with verification training so that resellers will be able to offer accuracy audit as a service to their customers and make a margin from it. |
| Installation Support
FootfallCam will provide resellers with webinars and training guideline so that resellers will be able to offer installation as a service to their end users. Resellers will also be able to offer remote installation support to their end users or train their end users on the installation as an additional value-added service as well. |
| Project Manage
FootfallCam can provide training for resellers that will need to project manage a rollout for a large customer. In this scenario, FootfallCam can work alongside the reseller on deliverables, timely updates, and reviews of data and consultation on data analysis to the end user alongside the reseller. |
3.4 Distributorship
3.4.1 Distributor
FootfallCam offers a comprehensive Distributor Partner Program, designed to equip distributors to become the leader for the people counting industry and digital signage industry in their region.
3.4.2 Applying for Distributorship
To sign up as a distributor and join our Footfallcam network, they are expected to fill up an application form and fullfill the requirements below, which includes:
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Distributor application form
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Attend a traning program with FootfallCam or Magic Mirror
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Has an office space or a warehouse for the stocking of inventories
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Purchase a FootfallCam starter kit or Magic Mirror demo unit.
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| FootfallCam | Magic Mirror |
| Starter Kit | Demo Unit |
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3.4.3 Responsibilities of a Distributor
FootfallCam distributors will deal with resellers in their region and cannot deal with end-users directly.
Below table shows the responsibilities of a distributor:
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Responsibilities of a Distributor |
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| FootfallCam | Magic MirrorTM | |
| Inventory Stock Level |
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| Minimum order quantity (MOQ) |
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| RMA |
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| Credit risks |
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N/A |
| Marketing and Sales Target |
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| Custom clearance |
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| Local contact |
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| Invoicing |
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Distributors will only be responsible for distributing the hardware devices to resellers. If the reseller has any inquiries related to FootfallCam's software, distributors are welcomed to pass the question to the principal vendor. FootfallCam will solely provide solutions such as floor plan configuration and heatmap; as well as any customization on the software requirements. No pricing will be disclosed to the resellers. FootfallCam will take full responsibility for the software/reports, and the distributor will not be held responsible.
3.4.4 Exclusive Distributorship
Distributor is eligible to apply to become an Exclusive Distributor once they have met the targets in the table below and has 3 years of exceeding sales poftfolio. The status of an Exclusive Distributorship will be reviewed and renewed yearly. Feel free to refer to the table below for more details.
| Responsibilities of a Distributor | ||
| FootfallCam | Magic MirrorTM | |
| Inventory Stock Level |
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| Minimum order quantity (MOQ) |
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| RMA |
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| Credit risks |
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N/A |
| Custom clearance |
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| Marketing and Sales Target |
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| Local contact |
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| Invoicing |
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