How Vendors And VARs Can Team Up Financially

Gary Krause, Director of Marketing at SATO America, talks with Jameson Publishing and Business Solutions magazine President Jim Roddy in this exclusive Executive-To-Executive interview. In this interview, Krause talks about the current financing landscape for resellers, details what VARs should expect from their vendors and distributors, and discusses how resellers can deflate the pricing pressure from their customers.

"If we have one of our VARs here that might have a $50,000 deal, including software and hardware and some services, to that one particular partner, that could be a sizeable deal, and they may need a little assistance with that," Krause says. "When I say assistance, SATO might carry some of the additional expense and prorate some of the integration services we give. Other opportunities, though, some of our other partners carrying a $100-$150,000 opportunity on their books, that doesn't disturb them whatsoever. As a manufacturer, SATO has to be very flexible for its partners -- and sensitive. Our customers, and this trickles to the end user, they expect us to be as flexible as possible with them with this type of economic situation."