Power Specialists, typically with 3 to 10 power sales and service engineers, provide value-added UPS total solutions to end-users. The total solution may include flooring, HVAC, service contracts, help with installation, a site survey or a power audit.

APC's Power Specialist program looks for aggressive companies that specialize in selling power protection. This program does not include companies that fulfill orders, it is designed for power specialists who actively sell and add valuable services to the sale. A Power Specialist should not be advertising in magazines where they could be considered a catalog reseller. A quality Power Specialist should offer on site power consulting, and use or have access to power monitoring equipment such as a BMI recorder. Ideally, APC is looking for Power Specialist businesses with an electrical engineer or equivalent on staff. Knowledge in properly sizing power requirements for a variety of equipment (120 - 208 - 240 VAC) is a must. In-depth knowledge of APC products is not a requirement, but it will make the transition into the program much easier. Also, many of the products that Power Specialists sell require certain services, therefore each Power Specialist needs to be able to perform UPS installation and servicing.

APC's offer to Power Specialists
APC has a variety of tools and resources that are available to each Power Specialist. There are many APC inside and outside reps dedicated to supporting each Power Specialist. If qualified, Power Specialists will learn about these employees during our Power Academy training. All leads on APC's large kva systems are either directly, or after pre-qualification, sent to a local Power Specialist who will have the opportunity to close them. The reseller channel, which is allowed to sell certain SKU's pre-configured by APC, has to have a Power Specialist on every sale. As a result, Power Specialists are brought in on deals that they would not normally be involved in, and make a profit due to the expertise that they offer. Due to the extra time and added value Power Specialists bring to each sale, APC offers special pricing to our partners.

APC's Expectations
Each Power Specialist will have a set of goals for each year. These goals will include an amount of revenue that we think the Power Specialist could accomplish by the end of the year. We expect to have 75% of the revenue to come from higher kva products (Matrix, Symmetra, Silcon). A critical part of the program includes registering projects/forecast/leads with APC via the web. This will enable the Power Specialist to receive credit on projects that they have been working on, even if at the end someone under cuts them on price. It will also allow APC to work with the Power Specialist as a team. The Power Specialist might be working at the facility level and APC sales might be working with the same company at the IT level. Registering will enable the APC sales team to be notified and to assist the Power Specialist on the deal. Finally, as mentioned above, certain IT channel companies will be selling single SKU Silcon UPS systems. The local Power Specialist will be asked to assist on sales in their territory.

Becoming a Power Specialist
If your company meets the requirements, please call John Collins at the number below to discuss the Power Specialist program. The next step would be to fill out the following form - Data Center Solution Provider Form. Please call before filling out the form. Thank you for your interest.

Contact John Collins - Power Specialist Channel Manager Ph. # 800-890-4272 x2935