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DAP Technologies is a leading manufacturer of rugged mobile computing solutions and services for use in harsh environments, including utilities, field service, EMS/public safety, military and transportation and logistics. The company employs a 150-strong team worldwide, covering our head office and manufacturing plant in Quebec, Canada as well as subsidiaries throughout America, Europe and the Middle East and Africa. DAP has a network of 200 partners and resellers (VARs) in more than 60 countries, providing complete solutions designed to improve the working practices of mobile workers. Organisations who reportedly rely on the the companys Microflex range of products, including: PacifiCorp, Accuread, EDF, the City of Paris, Leica, American Electric Power, NorthWest Airlines, Air Liquide, Southern California Gas, and Matra. Simon Bowe, DAP Technologies UK & Ireland General Manager, talks about the companys channel strategy.

Q: What is DAP Technologies route to market?

A: DAP partner with a network of vertically aligned systems integrators or Value Added Resellers (VARs), to supply the end user with a complete and best of breed solution, tailored to suit individual criteria that will improve the working practices of mobile professionals.

Q: Why do you think partners and customers choose DAP? And, why should new partners choose to work with DAP? Please also insert details of products.

A: There are a combination of reasons.

  • Product - Initially partners may approach DAP because of our unique but complimentary portfolio of fully rugged mobile computers that deliver increased performance capabilities and exceptional reliability.
  • People DAP employ excellent people who genuinely care about our products, partners and users.
  • Proactive approach When you enter into a partnership with DAP, we hope it is for the long term. To achieve this we take the time to listen & understand our partners business model & requirements, along with the characteristics of their chosen vertical sector and then proactively work with them to develop new business for our mutual benefit.

If partners want to work with a leading vendor that employs a flexible approach and will deliver on its promises, whether thats to provide a stable platform on which they can confidently run their application, gain proactive support or gain excellent margins, they should talk to DAP.

Q: How do you support your channel?

A: Examples of this would include our partners access to service & solutions (PASS) programme through which we look to address the different need of our partners business for example:

  • Marketing Produce and agree a suitable plan to promote our relationship.
  • Technical support Product training is offered at partner site or head office in Quebec, so as the technical staff are fully conversant with all aspects of the applicable model for efficient configuration/deployment & on going end user support.
  • Sales Free sales training to ensure the sales team not only understand the product specification & features, but also the user/business benefits to be gained by investing in DAP.
  • Hands on approach working with sales team on anything from cold calls to joint visits, presentation and seminars.

Q: What benefits and incentives do you offer to your existing partners/new partners?

A: (The list is extensive.)

  •  A true partnership approach from a vendor focused solely on manufacturing best in class, fully rugged mobile computer devices
  • Excellent margins
  • Proactive sales/marketing and technical support with dedicated contacts
  • VAR kit including sales and marketing tools
  • Marketing development fund for joint marketing initiatives
  • Free technical- and sales training
  • Free technical support via the UK service centre, where your staff can talk to a real person or access a dedicated VAR website for quick up to date information and support
  • Complete hardware solutions to include peripherals, installation/configuration services and extended warranties to fully support their customers and leave them free to concentrate on their core activities.

Q: At what times of the year do you recruit new partners?

A: DAP Technologies is keen to work with a limited number of carefully selected partners with vertical market expertise, who wish to form a partnership with a vendor who will deliver on its promises and make a proactive contribution towards our mutual success

Q: Do you want new partners now?

A: Yes.

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