Printer replacement Programme

Programme overview

Programme objectives

Products & rebates

Process

Marketing support

Questions & answers

Overview

• Trade in old Zebra or other brand thermal printers for brand new Zebra ones

• Where – Europe, Middle East, Africa and India• When – from 2nd October to 31st December 2006• Who can take part – PartnersFirst™ members

Zebra Reseller

Objectives

• Generate incremental revenue from installed base across EMEA

• Secure existing Zebra accounts• Take market share from competitors• Use Zebra Aces sales tactics• Automate the internal process for trade-in

• GREAT SALES OPPORTUNITY – 150,000 ZEBRA PRINTERS OLDER THAN 5 YEARS ARE WAITING TO BE REPLACED!

Products & rebates

• Whatever the options ordered, the discount stays the same!

Product Rebate € Rebate £ Rebate $

220XiIIIPlus €650 £450 $850

170XiIIIPlus €500 £350 $650

140XiIIIPlus €400 £275 $500

110XiIIIPlus €250 £175 $350

105SL €150 £100 $200

QL-series €50 £35 $60

Process

Enrol partner

• Channel partner’s contact person to receive campaign reports

– Email & telephone details

• For distributors additionally, if their VARs fill in the application form directly

– Names of the VARs participating in the programme– Legal requirement

Ordering & rebate claim

• Printers are ordered totally normally

• No need to indicate on order that printers are for replacement

• Only rebate claims completed online are accepted

• Rebate claim timelines– Within 30 days of purchase for Premier, Advanced

and Associate Partners– Within 45 days of purchase for Authorised Distributors– All information needs to be correct within these time

limits!!!

Verify old printers destroyed

• Main logic boards and print heads must be removed from the printers being replaced

• To verify this has been done, tick box must be checked on claim form

• Additionally, old printers’ serial numbers are requested on claim form

Claim processing

• ISR team verify claims as they come in and forward to account manager for final approval

• Why would a claim be rejected?– Product sold at extra discount– Claim not made within 30 / 45 days– Form not filled in correctly, i.e. information missing– Form filled in by someone not eligible for the

programme, e.g. an end user

• Log of claims per channel partner emailed monthly to account manager

Rebate payment

• Rebates are paid monthly via credit notes

• Zebra pays Authorised Distributors, Premier, Advanced and Associate Partners only

• Authorised Distributors will need to make their own arrangements with Zebra Resellers

• Spot-checking claims – Zebra may check the validity of a rebate claim and demand repayment if the claim proves false

Demo of online application form

• www.emea.zebra.com/en/trade_in - English

• www.emea.zebra.com/fr/trade_in - French

• www.emea.zebra.com/it/trade_in - Italian

• www.emea.zebra.com/de/trade_in - German

• www.emea.zebra.com/es/trade_in - Spanish

Sales and marketing support

• Channel tools– Printer Replacement overview PDF– PowerPoint presentation– Channel announcement– PR announcement

• End user DM piece– Co-branding through MarketingStore

Q&A