I was one of the original supporters of developing channels, for better
local availabilty and terms. But times have changed. Its not that I don't
believe in sales channels, and loyalty between them, but loyalty needs to
work both directions. The purpose of sales channels is to increase volume
of sales, not deter them. I don't know about you guys but, the majority of
the solicitation and marketing that I got from the STARs was pitching
Motorola and/or Alvarion gear. Why should Trango continue sending their
customers to a VAR that doesn't show reciprocate loyalty, and just tries to
sell the buyer something else? As much as I'd like to support the hard
working channels, I'd argue that they may have been responsible for blowing
their opportunity to sell the product, by their own actions. (understand
that my comment is a generalization and may not apply to all STARs).
Also, in todays market what value is it really for a third party to stock
inventory? It was important for small WISPs (like us) 4 years ago, when
radio costs were high, and CPEs had 1 year ROIs. WISPs couldn't afford to
stock volume. But today, with $250 CPEs, (and possibly going even lower),
and consolidated short range / long range models, there aren't many WISPs
that can't afford to keep their own stock. Come'on a 25 pack is only
$6,200. And if that is to much, we have found that WISPs are usually
neighbor friendly, we commonly lend / borrow gear to/from our neighbor
WISPs, when in a pinch waiting for orders.
The only issue I see with Trango going direct, is that many of the smaller
WISPs rely on terms extended from various distributers. Its not going to
effect us, because we graduated that stage, with recent financing. But what
we used to do is alternate distributors month for cash flow reasons. For
example, $5000 with two vendors equalled a $10,000 credit line. And if one
stagger orders monthly, it allows you to double your time to install links
and collect payment, based on the fact that it would take a week for new
stock to arrive after order placed. Basically, let you take full advantage
of net 30, instead of paying 15 days out, and trying to forcast which type
of radios you may need. Thats helpful, when order values exceed a typical
credit card line. But again, financing may be less of an issue for WISPs
with the lower cost CPEs.
Tom DeReggi
RapidDSL & Wireless, Inc
IntAirNet- Fixed Wireless Broadband
----- Original Message -----
From: "A. Huppenthal" <[EMAIL PROTECTED]>
To: "WISPA General List" <wireless@wispa.org>
Sent: Tuesday, November 08, 2005 11:06 PM
Subject: Re: [WISPA] Trango partners
if you have the skill to install and program it, no benefit - from my
experience. about all that happens is if you are silly enough to mention a
competitor, they'll immediately go to sell to them.. Middle men as just as
aggressive and have no sense of loyalty, so I applaud Trango going direct.
Anything a reseller can do I can do myself. That isn't the case for many
newcomers - so they should look to resellers to help get their business
going. However, they should never think they have a 'relationship' with
the reseller other than buying stuff at as high a price as the reseller
can get from them. I feel badly for resellers. Remember the old Apple in
and out of direct, resellers, wholesalers, etc.. its the same with WiFi..
Moto keeps their prices high by 'controlling' the product sales - I'm
hoping Trango and others kick the market into a more competitive gear.
just my 2 cents.
George wrote:
Yeah but, you maybe don't remember when the argument was the other way.
Trango was screwing us by jacking the prices so they could offer VAR's an
oportunity to sell us gear.
The only Trango I use at this point is 900 and I sure wish it was
cheaper. And hopefully buying direct will get the price down.
After all, what benefit did we get having to buy from a middleman?
George
JohnnyO wrote:
Yeah - Trango decided to once again cut the throats of the people who
have worked so hard to build their sales in the US. They have decided to
let customers go direct with them and cut the hard working salespeople /
vendors outta the picture...... I suppose they think they'll increase
their profits this way - But when it's all said and done - they will
learn a very harsh lesson about loyalty.
JohnnyO
-----Original Message-----
From: [EMAIL PROTECTED] [mailto:[EMAIL PROTECTED] On
Behalf Of Matt Liotta
Sent: Tuesday, November 08, 2005 4:31 PM
To: wireless@wispa.org
Subject: [WISPA] Trango partners
Anyone know the story on Trango partners? First, DoubleRadius cut the
prices on all their inventory. Now, I noticed Trango doesn't list any
domestic partners on their site anymore.
-Matt
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