CONFIDENTIAL
ARIA MEETING MINUTES
Date:
10 May 2011
Time:
Venue:
ARIA Technologies Africa, Impi Meeting room
Chairperson:
Hannes Viljoen
1. ATTENDEES
NAME
CONTACT #
EMAIL
Richard Bissett
082-896-5155
richard@goldtel.co.za
Melden Bissett
082-896-5156
melden@goldtel.co.za
Mitchell Barker
083-472-7932
mitchell@goldtel.co.za
William Foster
082-904-3113
william.foster@ariatech.co.za
Wynand Breytenbach
083-200-7380
wynand.breytenbach@ariatech.co.za
David
2. ADDITIONAL DISTRIBUTION
NAME
CONTACT #
EMAIL
3. AGENDA
NO
1.
2.
DESCRIPTION
DATE
TIME
Welcome and Introduction
Hannes opened the meeting and introduced Wynand and William to the attendees of the
meeting. Richard introduced Mitch which is apointed as the Channel Manager at Goldtel
effective from 1 June 2011.
Agenda Item 1: Terminal colours
Hannes informed everyone that the branding has been resolved and that we have
received opproval for the branding „aria ip-60“ but unfortunately the first shipment will be
branded incorrectly. The ipLDK-60 will be covered by a sticker to reflect the correct
branding aria ip-60. The product can not be launched with current branding due to the
fact that there is a connection between the LDK and Telkom. Korea will fly the first
shipment in due to delays from their side.
When is this shipment due, how many units will be shipped, and when does Aria expect
to be in a position to ship to us? Goldtel has submitted a Forecast and indication of stock
required, what is Aria using to measure and determine what is being imported? What ist
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he normal stock ETA from the factory?
I am also interested to know what role Aria play iro Stock holding, Importation, etc. I am
assuming that the charge to us includes Freight charges, by Sea. We need to get a
Percentage cost if we had to expedite to Air Freight. Understanding the timelines / ETA
(and costing) for each method of shipment will be beneficial.
I would like to know : How many units were ordered by Goldtel, of that Order, how many
are being built, how many of that order has shipped, and what the ETA is on the
outstanding units.
On the terminals it was aggreed that the first shipment in the blue black is acceptable
but going forward the terminals need to be black. Terminals will be branded with aria on
it.
How many units are being shipped in Blue-Black, and how many units are on Built to
Order as per our Forecast, and when do you expect to ship these?
David asked if it is possibile to provide white terminals for the Africa countries and
Hannes said that we need to stay away from any connection which can be made to
Telkom.
All brochures for the first shipment will be branded with ipLDK-60 and from the second
order the brochures will be branded correctly.
I did raise a concern around the Contact detail on the Brochures, is it possible to either
have Goldtel contact detail, or a [Dealer Stamp] opposed to the Contact detail for Aria
Technologies? This is to avoid unnecessary complications where end-users or dealers
contact you directly.
Hannes said that the whole range of the ip phones will be available to Goldtel.
Thanks, please confirm that we have pricing for all of these, and if not please send
through to us to take a look at.
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Agenda Item 2a: Pricing on MPB
Hannes said that the pricing on the fully unlocked MPB’s are still outstanding and we are
awaiting feedback from LG in order to finalize. Fully unlocked MPB’s will have a price
differance. Hannes proposed that the fully unlocked systems are used for launching
purposes of the product.
Do we have an idea of the pricing structure of the different MPB’s? Although we will be
launching with unlocked systems, the pricing and structure affects the Configurators,
Marketing Material, and how we position the product within our Partner community.
Can Aria commit to a date to submit final costings and structure to Goldtel?
Hannes said that we are also busy negotiating better prices on the terminals.
Fantastic, can we put a timeline to this as well?
3.
Agenda Item 2a: Pricing on Voice Loggers
Melden said that the quotes on the voiceloggers need to include the functionality of
addindg claim reference numbers as well as that the whole recording need to be one full
length recording even when transfered to other agents.
William said that the Real Connect product has the facility called “The bleeper“ which
allows you to replay the recording per transfer, which will save time.
William will be available to acompany Goldtel to customer for assistance. Confirm
availablity with an email.
CyTrack is the preffered solution but we wnat to have additional oportunities or
solutions. Goldtel will use the video clips as part of their marketing structure for Cytrack.
William suggested that himself and Mitch meet to discuss the layout of the proposals of
the Voice logger and in which format it is required.
Richard said that their focus is to brand focussed and product specific.
Meeting between Mitch and William has taken place, Melden will drive his requirement
directly.
Proposal Template from William is being evaluated by Goldtel.
4.
Agenda Item 3: Technical and Marketing plans
Hannes said that we not yet received any feedback and that this still need to be
approved. Richard said that all documents will be comilled in one pack. (As per
discussion with Wynand on Thursday 19 May 2011 the information will be ready
the following week.)
Richard to comment, but I do believe that this has been compiled. What is Aria’s
expectation of the Technical Plan? Is this a Training requirement, or do you require a full
skills transfer and support strategy?
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Hannes said that there will be a site where all brochures, material and training will be
loaded to. It will be confirmed when the site is available.
Great, in the interim can the site content be made available to us via CD or Flash so we
can circulate internally?
Agenda Item 4: Training requirements
Training need to be channelled through Wynand which will facilitate with the technical
team for resources to be available.
Richard said that the have skilled LG people and we did confirm that Aria training
facilities(Training room) is available for Goldtel to peform training. Availability of room to
be confirmed.
5.
From my point of view, I would want Aria to put forward a schedule on what Training is
available, the Curiculum, Duration, etc and then we can start scheduling these courses.
I would imagine that the existing LG Partners may want a refresher, and then for us to
have a separate session for Partners who are new to the LG product set.
On the basis of the stock being available to our Partners from 01 June (target date) I
would suggest we get the 1st Tech Training scheduled for the 3rd week of June
(depending on the above).
Sales / Product Training should be made available to us initially on a bi-weekly basis,
and then a Training schedule needs to be agreed.
Agenda Item 5: Roadshows
Goldtel to keep Aria in the loop on dates in order to arrange banners and approval.
6.
Pending.
What will Aria’s involvement be in these Roadshows, the Expectation and the
Contribution (if any) to these?
Agenda Item 6: Forecasts
Forecast need to be done in advance. Wynand to follow up with Richard on forecasts.
(As per discussion with Wynand on Thursday 19 May 2011 the information will be
ready the following week.)
7.
Forecast completed and submitted by Richard. Where are we with this, and what
influences or determines the stock that is being brought in by Aria? Based on our
Forecast, what is your Target stock holding, and conditions thereof?
I am sure Goldtel would expect no less than 60 days stock being onhand and available
at any given time, with a 1% Buffer or Reserve – based on the Forecast provided.
8.
Agenda Item 7: Es Swithes and W-SOHO feedback
W-SOHO send through to Zimbabwe and Namibia. Zim pricing is to reviewed and
followed upo.
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Melden said that he will follow up on the switches from the Municipality and provide
feedback.
Hannes said that it is important for the resllers to be fully aware of annexure A with
respect to teritory.
Goldtel to incorporate into the Partner agreement
Hannes said that in future the POE will be available from 4 ports.
Do we have timelines for this?
Agenda Item 9: Last time buy
Forecast need to be supplied urgently. Richard said that the dealers has mixed feelings
with respect to the system reaching end of life. Goldtel will send a mail to dealers for
their requests and finalize the order.
9.
Richard had send through an order for 10 cards in February. What is the status of this
order? No further orders for LTB were submitted, period to order LTB has elapsed.
Wynand to query maintenance part availability due to legislation around shelving a
product, and not supporting replacement parts for a period of 5 years.
General:
10.
Molapo is currently busy to compile a proposal to perform repairs on al the equipment
which will be available and will be added to the proposals.
What is our Target date to get this confirmed so that Goldtel can meet with Molapo and
agree on a Process to move forward.
Agenda Item 8: List of resellers
Goldtel to supply a list of all resellers which need to be loaded on the system. This
information is also required to look after Goldtel’s top people. (As per discussion with
Wynand on Thursday 19 May 2011 the information will be ready the following
week.)
Will follow-up with Richard and get this through to you.
11.
From my side, I would be interested to know If Aria would like the reseller base to „vett“
the partners, and if so, what criteria will be used to measure these partners? What is the
main objective of Aria having access to this base? What are the restrictions and/or
limitations imposed on Goldtel around the Channel Model and Strategy that we will
deploy?
Please excuse my ignorance or misunderstanding, perhaps I dont understand the
Model, or the Role that Aria will be playing within the Goldtel Structure.
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Peripheral Products:
This is what the Peripheral Portfolio looks like today.
I am (in the short term) more interested in what you can offer to us either a) as a
replacement or b) at a better price which will mean that instead of purchasing through
current suppliers, we can centralise through Aria.
12.
The Peripheral Portfolio will include (but not be limited to the following)
- Analog Corded Telephones
- DECT / Cordless
- Doorphones
- Headsets (Corded and Cordless)
- Voice Loggers
- VoIP Hardware : Gateways, IP Phones Corded and Cordless (802.11)
- 3rd Party Voicemail systems
- Telephone Management Systems
- Battery Backup / UPS
- Lightning / Surge Protection
- Possible Networking equipment : Cabinets, Patch Panels, Fly Leads.
The idea would be to get a view on what you can offer us in the above product
categories, together with pricing (our Buy price) and conditions of sale. I also want to
understand your Role in the process from a Stock Holding / Warranty honor / Facilitation
process. Perhaps you have a flow-chart or a documented procedure around this which
you can share with us.
Marketing:
13.
Brochure Observations:
1) The File size is too large. At 12MB through email, it will be impossible to circulate. We
need to get this down to a maximum of 3MB.
2) The Aria Tech branding is fine, but I do not want to publish your Contact detail on the
Brochure. Can you either have this removed and replaced with Goldtel detail, or leave
blank / put the following in: [ REGISTERED RESELLER DETAIL ] for our Partners to put
a Stamp over.
3) The Content looks good, we do however need to work on the Font. At most
resolutions some of the text is unclear and therefore not suitable for onscreen, web or
print. Its almost as if the Font has been copied elsewhere and pasted as an image. We
need to have the text typed into the image. This will improve the quality.
Actions:
1) Are we allowed to use the Aria IP-60 Header as depicted in page 1 of your Brochure?
2) Instead of me pulling out certain components for our proposal, will you pick what
content you think would be beneficial in the Customer Proposal and send to me so that I
can incorporate the same?
3) Can you provide the images that make up this Brochure? You can cut on a CD or put
on a flash drive and I will collect.
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4. ACTION LOG
NO
ITEM
DATE
RESP
1.
Wynand to follow up on Molapo progress.
TBA
Wynand
2.
Wynand to get a list of parts which comes
standard in equipment
We need to
commit to a date
for this, as our
ERP system needs
to be structured
accordingly.
Wynand
3.
Wynand, Mitch and William to meet and
discuss voicelogger requirements.
24/05/2011
Done
4.
PO to be send through for the last time buy.
Deadline missed.
Richard
5.
Technical and Marketing plans to be send
through.
TBA
6.
Training requirements to be send through.
TBA
7.
Roadshow dates to be forwarded to Aria once
determined.
Wynand /
Richard / Mitch
Wynand /
Richard / Mitch
Wynand /
Richard / Mitch
8.
Goldtel Forcasts to be send through.
Done
Richard
9.
Es switches feedback to be provided.
Melden
10.
W-SOHO pricing feedback to be provided.
Wynand
11.
List of resellers to be provided to Aria.
Richard
12.
Peripheral Portfolio
Wynand
13.
Marketing Requirements
Wynand
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