This article is meant to familiarize Wingtra distributors with our relationship with 3DR and how the sales process and deals with them work. It also clarifies how Wingtra distributors can sell 3DR Sitescan software.
Background:
Wingtra has reached an agreement on a global scale with 3DR— a US-based drone analytics software company—to collaborate in sales and marketing. As a part of this agreement, 3DR will be promoting and offering WingtraOne drones in bundles with their own SiteScan software.
Depending on the territory, the exact sales set-up may vary. Please check with your sales manager about the set-up for your territory.
Territories involved:
3DR selling Wingtra products: North America, EU, Australia, (to be expanded)
Wingtra distributors selling Sitescan: Globally
Terms:
- 3DR promotes WingtraOne together with their SiteScan software, but can also sell stand-alone Wingtra products (through our distributors, becoming "sub-distributors").
- 3DR confirms end user prices prior to quoting with Wingtra (to ensure alignment with local end user prices). End user prices are defined by agreement between Wingtra and the distributor.
- The distributor also has the right to become a "3DR distributor" through Wingtra and can offer 3DR Site Scan software to their customers.
- Upon successful sale of a WingtraOne package by 3DR to their customer, 3DR buys from Wingtra. Wingtra then fulfills the sale trough the local distributor in the corresponding territory.
- 3DR communicates with Wingtra, and Wingtra communicates with the distributor; there is no direct order from 3DR to the distributor.
- The distributor receives a 20 percent margin and is expected to fulfill delivery to 3DR from distributor stock. The distributor is responsible for logistics, initial training and first line of support.
WingtraOne sales process when sale is done by 3DR (see also flowchart below) :
- 3DR makes a sale to a customer and sends the PO to Wingtra.
- Wingtra notifies distributor of the sale and sends fulfillment details to the distributor.
- The distributor fulfills the order locally from distributor stock, delivering directly to the customer. The distributor provides training to the customer and the first level of customer support. The distributor does not collect payment from the customer or 3DR.
- Wingtra issues payment to distributor in the form of a credit note, which can be used immediately for ordering a new shipment from Wingtra to the distributor. The credit note amount is equal to the Wingtra list price (as per the price list) minus 5 percent of the list price value plus the shipping cost and import tax cost. (Credit note = list price - 5% of list price + shipping costs + import tax cost). This results in a total distributor margin of 20 percent on all 3DR sales.
3DR Site Scan sales process when sale is done by Wingtra distributor:
- Distributor confirms to Wingtra in written form that they would like to become a 3DR sub distributor through Wingtra and have access to 3DR products
- Wingtra grants the distributor the rights to distribute 3DR Site Scan software
- Distributor makes sale of the Site Scan software to customer
- Distributor sends the PO to Wingtra, makes the payment to Wingtra and then receives the software with a sub-distributors margin through Wingtra
- Distributor delivers Site Scan software to customer
3DR Site Scan pricing and product details (for further details, please see pricing section on distributor portal):
