Panasonic 2010 Communications Products Dealer Program. Panasonic Business Telephone Systems 2010 Dealer Program

Transcription

1 Panasonic 2010 Communications Products Dealer Program Panasonic Business Telephone Systems 2010 Dealer Program

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3 Authorized Dealers of Panasonic System Networks Company of America ( PSNA ) are chosen for their ability to utilize PSNA product in the design, installation, implementation and ongoing support of complete turnkey systems. The intent of the Authorized Dealer Program is to provide access to PSNA products to be used in systems on a regional or national scope. The purchase of individual PSNA products for use other than in turnkey systems or their support is contrary to the intent of this Program. The Authorized Dealer shall provide a customer service telephone number to answer customer inquiries regarding the Panasonic Products, their use and related matters, during normal business hours, five (5) days per week, which is adequately staffed with sufficient personnel to meet anticipated demand and who, in the aggregate, have been trained in the operation, features and benefits of all Panasonic Products then being sold by Dealer.

4 Table of Contents Section I : Contract Dealer Handbook Overview Section II : Rewards Programs Section III : On-Boarding Section IV : Learning and Communication Section V : BTS Service Policy and Warranty Section VI : Technical Support/Troubleshooting Section VII : Appendix This Handbook contains confidential and proprietary information of Panasonic System Networks Company of America. Any copying or distribution of this Handbook, in whole or in part, for use outside of your organization is prohibited. 2

5 Section I : Contract Dealer Handbook Overview Welcome to the Panasonic Communications Products Dealer Program for our fiscal year beginning April 1, This handbook is designed to give you, the dealer, all of the information necessary to obtain the maximum benefit from your relationship with Panasonic. This section provides an overview of the Dealer Program, and a review of the benefits and values that the program delivers. Handbook Objectives and Summary This handbook covers the value proposition of being a Panasonic Gold or Silver level dealer, with an explanation of the various benefits you gain through the relationship and dealer programs. This handbook is designed in a modular format to allow you to quickly access the information you need, so you can best familiarize yourself with our programs and processes. Section II covers the Dealer Programs including the Quarterly Rewards Program, Automated Bid Desk, Special Pricing Assistance and the In House/Demo Program. Section III covers the dealer on-boarding process, which helps you get up to speed quickly on our products, services, and programs. Section IV covers Learning and Communication, including key communications tools such as BTSDealer.com. Section V explains Panasonic s Service Policies and warranty coverage. Section VI covers technical support and troubleshooting procedures, including trouble ticketing, escalation and resolution. Section VII is the Appendix which contains the Dealer Profile. The Dealer Profile should be completed by new contract dealers or existing dealers who want to update their profile. Dealer Program Benefits and Values Panasonic Gold and Silver contract dealers are offered a range of enhanced benefits that increase as your dealer status increases. Earning Status Panasonic Gold and Silver contract dealer status is earned by purchasing qualifying product from participating distributors within a calendar year. The qualifying levels are: Contract Dealer Status has 2 levels: Medal Status Gold Silver Qualifying Criteria Minimum Total Annual Purchases: >= $250,000 Value-added sales skills and advanced technical expertise with increasing level of BTS certification Outstanding customer service Minimum Total Annual Purchases: $50,000 Value-added sales skills and sophisticated technical expertise with increasing level of BTS certification Excellent customer service 3

6 Section I : Contract Dealer Handbook Overview There are two contract medal levels- Gold and Silver- and one non-contract level available in the 2010 program. Dealer medal levels for 2010 were determined by 2009 sales performance and recommendations from your Area Sales Manager. Benefits vary per level as seen in the table below. Dealers will be able to view their sales progress on BTSDealer.com. Dealer Benefits Chart (Gold & Silver Contract Dealers vs. Non-Contract Dealers) Dealer Benefit Gold Silver Non-Contract Rewards / Revenue Program Medal Level Classification (Based on annual sales dollars, Sales Motivation, Growth Potential and Customer Service) > Minimum $250k > Minimum $50k - Quarterly Rewards 6% or more 2.5% or more - Revenue Sharing Program - Marketing and Sales Support Lead Referral Program Priority Limited - Dealer Locator Listing 1st Priority 2nd Priority 3rd Priority Real-Time Quarterly Rewards Balance Information - Opportunity to Participate Dealer Advisory Council (by invitation only) (by invitation only) - Dedicated Area Sales Manager 1st Priority 2nd Priority - Inside Sales Team Support Automated Bid Desk (Configuration & Quote Tool) Upon Request Upon Request Upon Request Special Pricing Assistance - In House/Demo Program $4,000 Purchase Allowance (w/40% discount) $3,000 Purchase Allowance (w/30% discount) - Technical Resources Support Sales Engineer Support (pre-sales related support focusing on bid review, demo set up, etc.) Priority Limited - Priority Access to Technical Support 1st Priority with Direct Tier 3 Support 2nd Priority with Tier 2 Support 3rd Priority with Tier 2 Support Access to Beta Trial Program - 4

7 Section I : Contract Dealer Handbook Overview Contract Dealer Status Membership Period Dealer status will be reviewed annually. Medal level changes throughout the year will be considered under the following circumstances: (1) if a Silver level dealer achieves Gold sales performance in two consecutive quarters, then a Pre-Gold level status will be considered for the rest of the year and (2) those dealers who are not maintaining the minimum level of achievement for the year may be downgraded or dropped from the program. Pre-Gold Dealers Receive the following program benefits: FY2010 Dealer Benefit Chart including Pre-Gold Status Benefits in 2010 Gold Silver* Rewards / Revenue Program Medal Level Classification * (see criteria below) (*Annual Sales $, Sales Motivation, Growth Potential) Quarterly Rewards on all Purchases > 250K 6% or more > 50K 2.5% or more Pre-Gold* (Gold Benefits Shown in Blue) See Note Below* 6% or more Revenue Sharing Program (e.g., Broadvox) Marketing and Sales Support Lead Generation and Referral Program Priority Limited Priority Dealer Locator Listing 1st Priority 2nd Priority 1st Priority View Quarterly Earnings on Dealer Portal Opportunity to Participate Dealer Advisory Council (By Invitation) (By Invitation) (By Invitation) Dedicated Area Sales Manager 1st Priority 2nd Priority 1st Priority Inside Sales Team Support (Regional # needed) Automated Bid Desk (Config.&Quote Tool) Upon Request Upon Request Upon Request Special Pricing Assistance In-house / Demo Sample Program Technical Resources Support Sales Engineer Support (Pre Sale Support such as bid review, demo setup help etc.) Priority Access to Technical Support Up to$4k / 40% Discount Up to$3k / 30% Discount Up to$3k / 30% Discount Priority Limited Priority 1st Priority w/ Direct Tier 3 Support 2nd Priority w/tier 2 Support 2nd Priority w/tier 2 Support Access to Beta Trial Program * Note: Silver Level A Pre-Gold Level will be considered if dealers perform up to the Gold Level in two consecutive quarters. 5

8 Section I : Contract Dealer Handbook Overview Point-of-Sale Recongnition Your Quarterly Rewards earnings will be calculated based on the sales reported through distributor point-of-sale (POS) data and P-Price. Dealers are required to submit invoice data for those Distributors who are not currently submitting POS. It is the dealer s responsibility to confirm the validity of POS data and to submit invoices to Panasonic for missing POS data. Upon receipt of invoices, Panasonic will initiate the rewards dollar processing. The distributors currently providing POS and those that are not are listed below: Participating Distributors / Sales Credit Participating Distributors ADI (ADEMCO) ADVANCE COMMUNICATIONS AVAD Commpage Capitol Sales Company Graybar Electric Co. HB Distributors JENNE Distributors ScanSource SYNNEX Target Distributing Tech Data TeleDynamics Co. Tristate Telecom Reporting POS w/dealer Information No 6

9 Section I : Contract Dealer Handbook Overview Definitions: Suggested Distributor Price The value of all products purchased from Participating Distributors of qualifying product, based on the suggested distributor price (P-Price). Qualifying Product In addition to BTS products and BB and BL series Network Cameras, we are pleased to announce that we have added our new PoE Switch model and Panasonic SKUs of Application Software for sales credit and rewards calculations in Qualifying Product* New in 2010 Business Telephone Systems** Communications Assistant Productivity Solutions Conference Speakerphone and Accessories Network Cameras (BB and BL series) and Accessories Layer 2 PoE Switches Panasonic SKUs of Application Software * Refurbished, Canadian and International Models do not qualify. ** Business Telephone Systems include cabinets, cards, software, phones and other BTS accessories. Quarterly Rewards Contract dealers earn rewards on sales. The rewards percentages increase as dealers move to the next sales performance level. Details are described in the next section. Sales results can be viewed on the dealer portal (BTSDealer.com). Lead Referral Program Area Sales Managers will distribute referrals as they become available. Revenue Sharing Program Panasonic offers contract dealers the opportunity to earn additional revenue through the resale of SIP trunking services from approved providers such as BroadVox. Dedicated ASM and SE Support Starting at the silver level, contract dealers will enjoy access to their own dedicated ASM and SE support. The Non-Contract level will be supported by the Inside Sales Team. Access to Technical Support Contract dealers are offered a higher priority in technical support that increases as your commitment to Panasonic increases. 7

10 Section II : Rewards Programs Quarterly Rewards Program This program is offered exclusively to Gold and Silver level dealers. We encourage you to take full advantage of the program and earn the highest rewards possible each and every quarter. Reward Dollars In this program, Gold and Silver level dealers will earn rewards based on sales volume. Dealer medal level and Dealer quarterly purchases will determine your performance level and rewards percentages, as seen in the table below. These dollars are accumulated quarterly and will be rewarded after the quarter ends. Please note: Any product discounted through Special Pricing Assistance is subject to a deduction in the calculation of Quarterly Rewards Dollars. Performing Level Gold Level Quarterly Purchase Minimum Rewards % Level 25 $162, % Level 24 $156, % Level 23 $150, % Level 22 $143, % Level 21 $137, % Level 20 $131, % Level 19 $125, % Level 18 $118, % Level 17 $112, % Level 16 $106, % Level 15 $100, % Level 14 $93, % Level 13 $87, % Level 12 $81, % Level 11 $75, % Level 10 $68, % Level 9 $62, % Below Level 9 $25,000 $ 62, % See Silver Level Rewards Table on the next page. > 8

11 Section II : Rewards Programs Performing Level Silver Level Quarterly Purchase Minimum Rewards % Level 15 $100, % Level 14 $93, % Level 13 $87, % Level 12 $81, % Level 11 $75, % Level 10 $68, % Level 9 $62, % Level 8 $56, % Level 7 $50, % Level 6 $43, % Level 5 $37, % Level 4 $31, % Level 3 $25, % Level 2 $18, % Level 1 $12, % Level 0 < $ 12,499 0% 9

12 Section II : Rewards Programs Quarterly Rewards Payout The Quarterly Rewards Program is now automated for 2010! This allows you to: access your funds quicker and more frequently track all of your expenditures from the program in real-time electronically dispute rewards points dollars (and send all relevant documentation) At the end of each quarter, all funds will be electronically transferred into your Prize Connection Quarterly Rewards account and all Gold and Silver level dealers will be notified that their funds are available to spend (via notification). When you make your first withdrawal request, a Visa debit card will be sent to you so you can start using your Rewards dollars. In the beginning of the program, all Gold and Silver level Dealers will receive an from Prize Connection requesting them to enroll in the 2010 Quarterly Rewards Program. You will be requested to confirm your mailing address and to add additional sales reps to the program (the new Quarterly Rewards Program allows you to transfer funds to any sales reps you would like to participate in the program). Automated Bid Desk Automated Bid Desk is Panasonic s comprehensive and scalable web-based Bid Desk solution that is designed to help you easily define product configuration, develop accurate quotes, and create professional proposal packages. Access to Automated Bid Desk and use its reporting tools to assist in the management of your sales funnels is available upon request. All requests will be reviewed and a decision will be made after the review. With Automated Bid Desk you can generate competitive proposals with speed and accuracy, leading to a potential increase in your proposal close rate, and a larger average selling price for each closed sale. Special Pricing Assistance It is Panasonic s desire to work hand in hand with our contract dealers to assist them in closing competitive bids. This could be accomplished through face to face visits or conference calls. This is accomplished by working with your Area Sales Manager to complete the BTS Special Pricing Request Form and your ASM will submit this form electronically for approval. 10

13 Section II : Rewards Programs In House/Demo Program Gold and Silver Dealers are able to purchase demo equipment at up to 40% and 30% off P-Price respectively. This equipment should be installed in the dealer s office or used for demonstration purposes only. The discount offer is limited to one per dealer. If additional demo units are required call your Area Sales Manager for special approval. Three In-House / Demo packages are available: (1) In-House System / Demo for Gold Dealers 1 time purchase of Panasonic BTS product (all in-house demo purchases must be completed by May 31, 2010) at 40% discount (maximum demo purchase at 40% discount cannot exceed $4,000). (2) In-House System / Demo for Silver Dealers 1 time purchase of Panasonic BTS product (all in-house demo purchases must be completed by May 31, 2010) at 30% discount (maximum demo purchase at 30% discount cannot exceed $3,000). (3) 2010 NCP Demo Package for Gold and Silver Dealers 1 time purchase of NCP demo package (all in-house demo purchases must be completed by May 31, 2010) at 25% off for the first 100 dealers. You are required to submit an order form if you wish to order the NCP demo package NCP Demo Package order form is available on the next page. To order a Gold or Silver In House/Demo package, please contact your Area Sales Manager who will fill out a Special Pricing request and submit to your preferred distributor to order. All in-house demo purchases must be completed by May 31, No exceptions will be made. 11

14 Section II : Rewards Programs NCP Demo Package This NCP Demo Package allows Gold and Silver level dealers to purchase an NCP500 package that includes system cards, telephones and additional accessories. All fields on the form must be filled out in order for you to receive your demo package. Upon completion of this form, send a copy to your ASM for pre-approval before you order your demo package from your distributor of choice. One offer is permitted per dealer and the discount is 25% off Suggested Distributor Price (P-Price). Name Date Company Name Dealer ID# Representative s Name Company Address Distributor of Choice City State Zip Phone Number n KX-NCP500 Demo Package Model # Description Qty P-Price Discount KX-NCP500 Pure IP-PBX Main Unit (2U, Free Slot (3 Small, 2 Regular) without DSP Revenue Sharing Program 1 $ % off KX-NCP1104 4ch DSP Card (4-IP Trunk & 8-IP PT Activation Key pre-installed) 1 $ % off KX-NCP Digital Hybrid Extension Card 1 $ % off KX-NT366-B KX-A239 IP Proprietary Phone (6-Line LCD, Backlit, 24 CO Keys, Speaker Phone) AC Adaptor for KX-NT321, KX-NT343, KX-NT346, and KX-NT366 1 $ % off 1 $ % off KX-T0155 DECT 2ch Cell Station (1-DPT port) 1 $ % off KX-TD7685 DECT Wireless Phone (Standard Model) 1 $ % off Total $ New price after 25% off $ The Panasonic Revenue Sharing Program will continue in This program was created to enable you to improve SMB carrier services while reducing their costs and allowing you, the dealer, to earn, additional commissions for established carrier services. Our partner carriers understand that SMB s are continually looking for ways to increase profit margin while keeping up with technology and efficiently communicating with customers and suppliers. You will be notified as additional carrier relationships are finalized throughout the year. Please ask your Area Sales Manager for details on how you can take advantage of the carrier services in the Revenue Sharing Program. 12

15 Section III : On-Boarding Panasonic has designed a step-by-step dealer on-boarding process to help you get up to speed on our products, services and programs. The process is as follows: (b) On-Boarding Process/Activities Step-by-Step Table STEP Process/Activity 1 ASM recruits a Contract Dealer. ASM needs to have dealer complete 2 copies of contract agreement. Dealer profile information is also collected including W9 details. ASM follows up with Dealer on Contract review and signature. Dealer signs Contract, informs ASM, and sends it (via mail/ups) to ASM (Please fill out the Dealer Profile form included in the Dealer Handbook and send to your ASM as well). ASM completes Demo order form with Dealer for Dealer Demo Units Date Allocation Process/ Activity Owner Day 1 ASM On Going Expected Turnaround Time 2 ASM sends Dealer Contract to PSNA HQ Day 1 ASM Upon receipt of signed contract 3 Dealer Registers on BTSDealer.com. Dealer ID and Tech ID will be provided via automated registration process. 4 ASM issues a form letter via to the dealer with instructions on the on-boarding process and how to proceed. 5 ASM initiates process for ordering Dealer Demo Units Day 2 Dealer Technical Support Turnaround within 24 Hours Day 2 ASM Upon receipt of BTS Technical support and within 24 hours Week 1 ASM Within 24 hours 6 Dealer starts online training courses. Day 3 Dealer Within week 1 13

16 4 ASM is assigned an SE and the SE issues a form letter via to the dealer with instructions on the on-boarding process and how to proceed. Section The III SE : will On-Boarding place a call as well for introductions. 5 ASM initiates process for ordering Dealer Demo Units Day 2 Technical Support Within 24 hours Week 1 ASM Within week 1 6 Dealer starts online training courses. Day 3 Dealer Within week 1 7 Dealer completes required courses, takes and passes online tests Week 2 Dealer Within week 4 8 ASM sends Dealer Contract to PSNA HQ Day 1 ASM Upon receipt of signed contract 9 HQ gets Business group President s signature Week 1 HQ Upon receipt of contract and no later than end of week 2 10 HQ sends to ASM confirming Contract has been signed Week 1 HQ Upon group President s signature 11 HQ updates Dealer Database Week 2 HQ Upon group President s signature and no later than end of week 2 12 HQ sends copy of signed Contract and Dealer Toolkit SD Card to Dealer (via UPS/mail) Week 2 HQ Upon group President s signature and no later than end of week 2 13 Dealer orders initial Production Units Week 3 Dealer Upon completion of training no later than end of week 4 14 HQ updates Dealer Database Week 4 HQ Upon receipt of ASM and within 48 hours 14

17 Section IV : Learning and Communication Learning and Additional Training Panasonic will develop technical and sales courses which will focus on the portfolio features/changes introduced into our products and solutions. We will leverage a blended learning approach and provide a learning experience through a combination of web-based and instructor-led training. The training courses will be deployed in the United States and will be held in place as formal accreditations when the course tests have been passed by the applicant. To maintain Panasonic certification one additional online product course must be taken per calendar year. A list of courses that can be taken online and/or a list of scheduled courses taught by our distribution partners are available on BTSdealer.com. Each of the online product training courses are designed to provide training and education and address the following points: Analyze the design Plan the implementation Install & license software Install & configure hardware Upgrade hardware & software Customize the customer solution Test and troubleshoot the installation Locate additional support Analyze & resolve problems Solve common problems Understand & resolve error messages/logs Product and Presentation Skills Vertical Market Business Knowledge Multiple Sites Networking Application and Solution Positioning Vmail, Call Center, IP/SIP Telephony Business Opportunities Verticals ROI Tools, Analysis Demonstration skills To be certified in a specific range of products, allows you to sell and maintain those Panasonic products and receive inclusive technical support. The following Products will be available for certification online TDA50G TDE NCP 15

18 Section IV : Learning and Communication PLEASE NOTE: There will be a charge of $1,500 for the NCP product range online training and certification (this charge is subject to change). All other online training courses and certifications are available at no charge. There will be volume discounts for multiple and/or subsequent technicians. Panasonic offers no scheduled instructor-lead classroom training facilities. For specific training needs, please contact: Stephen Robinson robinsonste@us.panasonic.com The Distributors who currently offer Instructor-lead training are: Jenne Jenne University Erica Butler, Training & Technical Services , ebutler@jenne.com TeleDynamics TeleDynamics Caroline Papick, Training Coordinator , caroline@teledynamics.com Tristate Telecom Tristate University Rose Lefkowits , rl@tristatetelecom.com Channel Communication The principal means for Panasonic to communicate with its channel partners is via BTSDealer.com and also NetCamDealer.com. Please note that you are required to maintain your dealer profile on BTSDealer. com. The benefits of maintaining an up-to-date profile are: Receive communications and technical support from Panasonic Receive referrals when you update your dealer profile, it automatically updates your dealer locator listing, allowing customers to contact you Learn about current promotions and special opportunities Learn about upcoming events and training opportunities Access press releases Access Sales and Marketing tools and resources Access to training materials and BTSDealer University Access to competitive information Ability to provide site feedback and submit questions And much more All of this improves your ability to compete in the business marketplace, while providing an open line of communication between Panasonic and you. 16

19 Section IV : Learning and Communication How to Keep in Contact With Panasonic Because Panasonic uses web and technology almost exclusively to communicate to its large community of professional dealers, it is critical that you register for BTSDealer.com and maintain a current address so that you can be proactively informed about all of the new tools, resources, events and other updates that affect your business. On BTSDealer.com you and all your employees have the ability to establish and personalize individual account logins to suit your preferences. For instructions on how to create a sub-account for all your employees, visit BTS University. On NetCamDealer.com you and your employees need to register your addresses to receive updates. You will find these resources to be invaluable in your sales efforts. 17

20 Section V : BTS Service Policy and Warranty Please refer to the BTS Technical Service and Support Handbook for information regarding the BTS Service Policy and Warranty. The BTS Technical Service and Support Handbook is scheduled to be available May

21 Section VI : Technical Support/Troubleshooting Please refer to the BTS Technical Service and Support Handbook for information regarding Technical Support and Troubleshooting. The BTS Technical Service and Support Handbook is scheduled to be available May

22 Section VII : Appendix Dealer Profile Form Panasonic System Networks Company of America (PSNA) manufactures and sells, PBX, IP Cameras, Routers, PoE Switches and accessories. Panasonic is known worldwide to be the leaders in reliable and often, wireless solutions. Headquartered in Secaucus, NJ, the company focuses its sales and marketing efforts throughout the United Stated by employing the communications reseller/solution provider channel as its sole source of fulfillment. Panasonic does not sell directly to the end user. Panasonic is evaluating new resellers and solution providers for its Partner Program. Panasonic s goal is to gain incremental business opportunities for communications products. Solution providers seeking authorization are measured and authorized on their merits and what incremental business and value they can bring to Panasonic. Panasonic does not authorize every reseller who requests to be authorized, nor is preference given to a reseller who desires business that is being satisfied by a currently authorized reseller. While there is immeasurable benefit to PSNA in partnering with key resellers, it is Panasonic s desire, in turn, to enhance the life of the solution provider and their customer through a lasting partnership with an innovative supplier. Please take a few moments to give us some information about yourself and your company. This brief questionnaire is intended to provide a starting point towards our partnership. When complete, please send to your Area Sales Manager. Name Title Company Name Phone Number Address City State Zip Partners Other Key Team Members Company Website Other Cities You Hold Operations In Annual Revenue Number of Employees Number of Sales Associates Number of Technical Staff Certifications Held How did you learn about Panasonic Communications Solutions? Are you requesting authorization to respond to a bid request? 20

23 Section VII : Appendix No Are you currently entertaining new vendors for your line card? If so, are you n n interested in pursuing authorization for PSNA? Does your company provide installation and support services? n n Does your company have IP telephony experience? n n Do you currently have a relationship with other Business Telephone n n (PBX, Key System, Hosted IP, or IP) manufacturers? Do you currently sell IP Cameras? n n What percentage of your business do you expect Panasonic to provide in 2010? Are you willing and able to provide monthly Point-of-Sale reports if required? Are you willing to appoint an employee(s) at your organization that can act as a point of contact committed to driving the Panasonic message through your organization? What percentage of your solutions involves developing a software application? Roughly, what percentage of your business is developed from accounts where your organization holds a 70% or greater share of their purchases? (i.e. end user X gives you 70% of their IT business) What percentage of your Business Telephone System sales are represented by: Panasonic Avaya Cisco NEC ESI Toshiba ShoreTel Other: Total annual PBX sales What percentage of your IP Camera sales are represented by: Panasonic AXIS Sony Toshiba Other: Total annual IP Camera sales What percentage of your layer 2 Ethernet Switch sales are represented by: Panasonic Cisco HP Other: Total PoE L2 Switch Sales Total Annual L2 Switch Sales Page 2 of 3 21

24 Section VII : Appendix Please identify the 3 primary vertical markets or services at which your company concentrates sales efforts: VERTICAL MARKET Retail: Professional Office: Hospitality: Hospital: House of Worship: Federal Government: Other: Local Government: Academic: Residential: SOLD IN THE PAST 12 MONTHS n Storefront n Single Location Retail n Multi-Location retail n Convenience Store n Gas Station n Car Dealer n Car Repair n Quick Serve Restaurant n Full Serve Restaurant n Other: n Law n Medical n Financial Services n Real Estate n Other: n Hotel n Motel n Extended Stay Facility n Retirement Home n Other: n Hospital n Clinic n Other: n Sanctuary n Other: n n n n n Public Safety (Police, Fire, etc.) n Government Office n Other: n Daycare n K-12 n University n Other: n Single Family Home n Mansion n Million Dollar Home n Multi-Dwelling Unit (apartment bldg, etc.) n Other: n n n What would you require of Panasonic to make sure a business relationship would work for you? (e.g. training, leads, etc.) Page 3 of 3 22