FAST-TRACK: A ScanSource Partner Service Program to optimize Emerging Technology Vendors Sales through the Channel

Questions and Answers:

1. Who is an ideal FAST-TRACK prospect?
FAST-TRACK Vendors are mutually selected and approved by both ScanSource and FAST-TRACK (Provider of the FAST-TRACK program). The ideal Vendor is typically a provider of an emerging technology or new to the Channel. FAST-TRACK resources “fill in the blanks” for Vendors mapping to the Joint “Vendor Success Requirements”

2. Is FAST-TRACK supported by ScanSource?
FAST-TRACK is an exclusive program offered through ScanSource. FAST-TRACK ss seamlessly integrated into the ScanSource methodology of scaling the sales of authorized Vendors. The bottom line objective of
FAST-TRACK is to evolve the Vendors optimization to a direct relationship with ScanSource.

3. How much does FAST-TRACK cost and what are the benefits?
FAST-TRACK has a monthly fee of $1500 and a one-time start-up cost of $1500. Vendors must sign up for at least 6 months. Vendors can opt out of the program with a 30 day notice. Benefits include an assigned team of Vendor Manager and Executive oversight provided by FAST-TRACK. FAST-TRACK resources will work with each Vendor and the ScanSource infrastructure to create a custom Sales and Marketing plan for each Vendor. The FAST-TRACK methodology involves a “closed loop” marketing approach that identifies specific resellers to jump-start a Vendor’s product sales. Tailored marketing programs unique to each Vendor are implemented.

4. Who do I have an agreement with?
FAST-TRACK Vendors have an agreement with both ScanSource and FAST-TRACK. The ScanSource agreement is a buy-sell arrangement based on consigned inventory. The FAST-TRACK agreement is a services focused agreement.

5. Will my products and services be in the ScanSource catalog and sold by the ScanSource sales force? Yes. The inventory and sales dynamics are transparent. The ScanSource Sales force and the ScanSource reseller base will perceive and interact with the FAST-TRACK Vendor just like they will with a traditional Vendor.

6. Will I have access to ScanSource Partner Services and other ScanSource programs?
Yes. The assigned FAST-TRACK Vendor Manager will assist the FAST-TRACK vendor prioritize the use of the program and services available as part of the business planning process. FAST-TRACK has negotiated that FAST-TRACK Vendors will receive a 50% discount on ScanSource Partner Services during the initial 90 day roll-out period. After the roll-out period, FAST-TRACK Vendors will pay published prices.

7. How long will I be a FAST-TRACK Vendor?
FAST-TRACK Vendors are mutually approved by both ScanSource and FAST-TRACK. A minimum commitment for 6 months is required. A Vendor can opt out of the FAST-TRACK program after 90 days with 30 day notice. Only ScanSource can approve a “traditional” relationship directly with ScanSource and FAST-TRACK will assist in facilitating this transition at any time that ScanSource requests.

8. How do I get paid when my products are sold?
FAST-TRACK Vendors commit to consign inventory to ScanSource. Title passes when product is shipped and invoiced from ScanSource’s Mississippi Warehouse/Logistics facility. FAST-TRACK will coordinate the billing processes with ScanSource. FAST-TRACK Vendor determines price that it charges ScanSource. See Section “K” of the “Fee Schedule” for details on Accounting Services provided.

9. How does the Joint “Criteria of Successfull Vendors” selling through ScanSource relate to me?
ScanSource and FAST-TRACK have published a list of criteria that reflect the characteristics of Vendors who have been successful in selling their products through ScanSource over the years. These characteristics are used by both ScanSource and the FAST-TRACK methodology to gauge the “readiness” and potential for Vendor’s Channel success probability. These characteristics are mapped to FAST-TRACK Vendors’s current state as part of the business planning process. Gaps and strengths emphasized and factored in the go to market approach.

10. What does FAST-TRACK mean when they referred to closed-loop marketing?
The FAST-TRACK methodology incorporates both Macro and Micro level Marketing strategies. One objective is to facilitate a complete sales cycle from Distributor, to Reseller to End-User customer. This is not typical of most Wholesale Distribution models. FAST-TRACK is different. Our commitment is to assist in identifying potential resellers ideally suited to push the FAST-TRACK Vendor’s product and encourage these identified resellers to proactively reach out to their end-user installed based through leveraging ScanSource Partner Services or FAST-TRACK services (outbound contract telesales). The
end-result is a “closed loop” measurement of invested marketing dollars.

11. Is my relationship with FAST-TRACK over after the initial Product Launch?
No. Your Vendor Management team stay with you as long as you are part of the FAST-TRACK program. Ongoing representation is part of the monthly fees. ScanSource tradeshows, promotions/programs and opportunities (joint efforts with other complementary Vendors etc.) will be presented to you on an ongoing basis.