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Powered Process Improvement

Newcastle Systems

RESELLER PROGRAM GUIDE

22 www.newcastlesys.com

NEWCASTLE SYSTEMS

RESELLER PROGRAM GUIDE

Reseller Program Policies and Procedures Effective May 1, 2016

CONTENTS:

1. Introduction .............................................................................................3

2. Discount Incentives & Qualifications ............................................4

3. Reseller Benefits ...................................................................................6

4. Training Opportunities .......................................................................7

5. Advertising Restrictions ....................................................................7

6. Support & Resources ..........................................................................8

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1. INTRODUCTION

First Things First First of all, a heart-felt “Thank you!” from all of us at Newcastle Systems for being part of our grow-ing community of suppliers who are making mobility a reality for our customers. We can’t be the best without a team of dedicated partners like yourself, and your effort on behalf of our products is deeply appreciated. So once again – “Thank you!”

What It Means To You

Within this program guide (also available online) are the details of numerous benefits, training and criteria for our resellers. These are all being designed with one thing in mind – how to continue to deliver a quality, high-value experience to our shared customer base. Inside you will find programs that provide the following benefits:

Our Ask

Please familiarize yourself with this program guide and the additional materials now on our website. As always, please continue to provide the feedback, ideas and input that have already been so valu-able to us in the creation of this program. Thank you!

• Dedicated “reseller only” content online at: www.newcastlesys.com/resellers

• Training opportunities and training materials

• Sales tools that help you demonstrate expertise with our products

• Improved financial incentives that grow as our success grows

• Frequent communications and support opportunities

• Project registration

• Co-branded marketing materials and support

44 www.newcastlesys.com

2. DISCOUNT INCENTIVES & QUALIFICATIONS

Newcastle Systems believes in nurturing strong partnerships with our reseller community and in rewarding performance. Our intention is to provide a set of discounts and incentives that reward our best performers, motivate our new and up-and-coming resellers and provide flexibility for sales people to develop competitive pricing strategies when incorporating Newcastle Systems products into the solutions they provide for their customers.

Reseller Discount Incentive Rates*

To be eligible for special discount rates, the reseller company must employ outside sale personnel to assist with product installations, on-site service, etc.

Qualifications (in net sales) Status Discount

New resellers and those < $10,000 NEW or APPROVED Contact your RSM

Existing resellers > $10,000 and < $20,000 APPROVED + Contact your RSM

Existing resellers > $20,000 and < $100,000 BRONZE Contact your RSM

Existing resellers > $100,000 GOLD Contact your RSM

* Discount rates are subject to review every year.

To contact your RSM, visit: www.newcastlesys.com/resellers/findyourregionalsalesmanager

Additional Notes:

1. Any individual reseller’s discount rate for the current fiscal year (Jan – Dec) will be set by the performance of the previous fiscal year.

2. For resellers whose sales exceed the upper limit of their current status in a fiscal year, the new discount rate will be applied going forward and qualify them for that rate for the entirety of the following fiscal year.

3. Resellers who do not meet the sales requirements or advertising/training requirements (listed below) for their current status in any fiscal year will return to the appropriate status that matches their sales total and/or marketing/training efforts until they re-qualify for a higher status.

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Advertising and Sales Training Requirements for Discount Eligibility

Advertising & Sales Training RequirementsNew or

ApprovedApproved + Bronze Gold

Provide list of sales team and contact info. by region to your account manager l l l l

Add “Certified Reseller” badge to your website l l l l

Add Newcastle products to your website l l l l

Entire sales team to attend (1) Newcastle training webcast l l

Entire sales team to attend (2) Newcastle training webcasts l lDo at least (1) of the following:

a) Series of (3) co-branded emails to an active customer listb) Joint sales event in your regionc) Shared tradeshow boothd) We welcome your suggestions too!

l l

l = Eligible

Additional Notes:

1. Partners achieving a status in the course of any fiscal year that is higher than their current one will be eligible to display an upgraded “Certified Reseller” badge on their site with the appropri-ate “Approved”, “Approved +”, “Bronze” or “Gold” version.

2. Unregistered direct sellers who are not part of the Newcastle System reseller program will not be able to display a “Certified” badge. (This will allow you to provide clarifications to clients when unregistered sellers are introduced as a potential competitor.)

Certified Badge Examples:

Approved Reseller

Gold Reseller

66 www.newcastlesys.com

3. RESELLER BENEFITS

Newcastle Systems invests a vast amount of time and money to generate QUALIFIED LEADS for our key reselling partners. Some of our lead generation efforts include:

• Paid display ads and custom e-blasts in DC Velocity, Logistics Management, Modern Material Handling and more

• Paid white paper promotions and webcast sponsorships• Extensive PR efforts• Trade show exhibits at ProMat, Modex, NRF, WERC, CSCMP, AME and more• In-bound content marketing efforts that include an optimized website, SEO keyword strategy,

weekly blog posts, link building and more

In addition to discount incentives and qualified leads, we are pleased to provide you with other value added benefits such as:

• Extensive support by your RSM to help you close the opportunity• Training support by your RSM that can be customized to your individual needs or group settings• Demo equipment that can be shipped to your customer’s facility to try out first hand• Customized collateral, videos and other sales tools• Customized marketing e-blast campaigns created by our in-house design team• Various “sales spiff” opportunities• Advertising dollars towards your marketing efforts• Project registration

Reseller BenefitNew or

ApprovedApproved + Bronze Gold

Access to reseller site l l l l

Demo equipment l l l l

Qualified leads l l

Reseller project registration l l

Customized collateral, videos & sales tools l l

Annual sales spiffs l

Advertising dollars l

l = Eligible

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4. TRAINING OPPORTUNITIES

As we grow our business, it is important to us that we continue to deliver a high-value, personalized level of service to go with our products. In order to do so, we need our reseller partners to be well-equipped to speak about our solutions.

Please take the time to review the following:

• View our training presentation: http://www.newcastlesys.com/resellers/presentations/• Familiarize yourself with the layout of our site, the resources available (video demonstrations,

white papers, evaluation tools).• Make yourself known to your regional sales manager at Newcastle Systems and ensure your

registration information is up to date and accurate so that we will be able to contact you when needed when passing along new leads or sharing new information and product releases.

• At any time, please contact your regional sales manager to schedule a customized training webi-nar to one or many members of your sales team at a date and time that fits your schedule.

Look for additional training opportunities in the future including webinars and other live virtual meetings where we can answer your questions, discuss your suggestions and more.

5. ADVERTISING RESTRICTIONS

While we appreciate and support the effort of all of our resellers to generate both awareness and demand for our products, Newcastle Systems values the integrity of our business model and the resellers who work hard with us within that model.

• Display of prices is NOT recommended. However, if a reseller chooses to advertise prices in any medium (web, print, etc.), they must be no less than the minimum advertised price set by New-castle each year and communicated to the reseller network.

• “Same-day shipping”, “next day shipping” and other advertising that is misleading is strictly pro-hibited.

• Direct copying of Newcastle Systems’ web pages or other online properties is prohibited. Note that all content on the Newcastle Systems website is copyrighted, but is available for use by ALL of our resellers with prior permission. Please contact Christine Wheeler, Marketing Director at 978-605-5119 or cwheeler@newcastlesys.com.

Use of “Certified Reseller” badges at levels that the reseller has not qualified for is also prohibited, as is use of any badge for non-qualified resellers.

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6. SUPPORT & RESOURCES

Newcastle Systems will be making available to you, our reseller partner, a number of resources to assist with your efforts to market solutions to your clients. These will include (but not be limited to) the following:

• Co-Branded Campaign Materials – We are happy to provide templates and other materials for use in your own e-mail or other campaigns. These will usually be existing templates we use that can be customized to include your logo and other co-branding elements.

• “Certified Reseller” Badges – Resellers are encouraged to download the appropriate badge for your level, in the size of your choice, to display on your website where Newcastle Systems prod-ucts are featured. This not only demonstrates to your customers your expertise with our prod-ucts, but can also help you advise your clients regarding potential non-certified reseller product sources.

• Unlimited Sales Support - You will be supported each step of the way by your dedicated RSM to help you close opportunities.

To find your dedicated regional sales manager, visit:

www.newcastlesys.com/resellers/findyourregionalsalesmanager

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73 Ward Hill Ave. l Haverhill, MA l 01835 l USA l 781.935.3450 l www.newcastlesys.com

ABOUT NEWCASTLE SYSTEMS

Newcastle Systems is the recognized innovator of mobile powered workstations and portable power systems specifically designed to make warehouses, manufacturing facilities and retail floors more efficient.

Our extensive customer list is a who’s who of successful global companies that thrive on con-tinuous improvement to separate themselves for the competition.

Discover how adding mobile power technology to your process can remove costly motion, handling and transportation wastes, significantly improve your metrics & KPIs and set you on path to a “Best in Class” operation.

POWERED PROCESS IMPROVEMENT

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