When you first talk to a DPS rep like me about becoming a DPS Telecom reseller, the conversation feels a lot different from the boiler‑plate distributor pitch you get elsewhere. We do this by design.

DPS has built its business on a direct‑to‑end‑user model that emphasizes long‑term engineering partnerships over anonymous box‑shifting. For resellers who thrive on adding expertise, that model creates durable margins and loyal clients. For those hoping to "get a line card and a blanket 25% discount," the fit is a lot tougher.

Here, we'll reveal how our program really works, why it protects you from brutal price wars, and how savvy partners routinely build solid, recurring revenue streams around NetGuardian RTUs, T/Mon masters, and related remote‑monitoring gear.

The Real Question: How Do I Get Paid?

If you sell technology for a living, your internal monologue may sound something like this:

• Can I mark up the hardware?
• Is there a reseller discount?
• What does my commission look like?
• Where will my margin come from a year from now?

With many manufacturers, the answer is simple: your status as a registered distributor/resller gets you 20 - 30% off of list price, you resell at roughly the MSRP, and your profit is whatever the client doesn't negotiate away.

That model does not describe DPS - and that's good news for value‑creators like you.

DPS Doesn't Follow the Traditional Distributor Playbook

At DPS, we differ from the norm since:

1. We Sell Mostly Direct.
   The tight feedback loop between our engineering team and end users lets us add firmware tweaks, protocol mediation, and small‑batch hardware spins that giant vendors can't touch. That requires communication with the end user, so we mostly sell directly.
2. We Compete on Capability, Not Catalog Width.
   DPS wins deals because customers need exactly what our equipment does. This can include secure SNMPv3, legacy protocol mediation, built‑in BACnet/MODBUS, and other functions. DPS isn't the winner because we happened to be cheapest on a spreadsheet. The breadth of our catalog also means there is no universal "reseller price list" floating around.
3. We Protect Partner Relationships.
   When a reseller brings us an opportunity, we recognize the value you bring and support your efforts to do what the end user is really trying to accomplish.

If your core business is adding technical muscle (like design, integration, installation, and ongoing managed services), this framework is a springboard, not a speed bump.

Three Reseller Profiles That Consistently Make Money With DPS

Spoiler: All three add something the customer values - and can't easily replace.

1. Value‑Added Resellers (VARs)

You wrap NetGuardians or HVAC Controllers into a broader solution - maybe combining them with soft‑switches, IP cameras, or a full SCADA upgrade. Because you deliver outcomes, clients are far less inclined to source the parts individually from DPS and other manufacturers. Your margin is baked into the design, not just a single part number.

2. OEM & Embedded Partners

You manufacture a larger system (satcom, smart‑grid, industrial automation) and embed DPS boards or full RTUs. In that scenario, our hardware is a sub‑assembly, invisible to the final buyer. Your bill of materials shows an attractive transfer price. The market sees your cohesive product.

3. Installers & Service Providers

You might only earn a modest margin on the device itself, but every site needs mounting, wiring, network turn‑up and ongoing maintenance. DPS rarely performs large‑scale field installs, so that revenue is yours to keep - project after project.

How Discounts Actually Work - and How to Build Your Margin

Since we don't hand out generic distributor tiers, discounts are earned through specific, quantifiable contributions. Two categories matter most:

1. Unit‑Quantity Discount
2. Annual Dollar Volume Schedule (ADVS)

Let's breakdown what each one means.

1. Unit-Quantity Discount (The More You Order, The More You Save)

When you place a single purchase order, the discount structure works like this:

Units Ordered	Discount
1-10	___%
11-25	___%
26-99	___%
100-499	___%
500-999	___%
1,000+	Contact DPS

*Any quote you get from DPS includes the complete discount schedule. I didn't include the specific discounts here simply so this article doesn't get out of date later.

By combining your upcoming orders into a single PO, you can immediately secure a discount.

2. Annual Dollar Volume Schedule (Loyalty That Pays Off Year-Round)

DPS also monitors your total spending across a rolling 12-month period:

Annual Spend	Discount
$0-99K	___%
$100-249K	___%
$250-499K	___%
$500-999K	___%
$1-2.49M	___%
$2.5M+	___%

*Any quote you get from DPS includes the complete discount schedule. I didn't include the specific discounts here simply so this article doesn't get out of date later.

These Models Shield You From Price Wars

In a traditional two‑step chain, every certified reseller gets the same 25% off. Nothing stops an aggressive competitor from undercutting you by 1%. Soon you're locked in a race to the bottom.

Because DPS discounts rely on what you actually contribute - volume, engineering, integration - another dealer can't mirror your price without replicating your work. By the time you present a full monitoring solution, you are the only one who can legally, technically, and economically supply that exact package. That keeps your margins more healthy and predictable.

"What If My Customer Tries to Go Direct?"

In our experience, clients rarely attempt to go direct. The few times they try, it usually fizzles out fast. This is because:

• Complexity Deters DIY - Stitching together RTUs, MIB files, SNMP managers, firewall rules, power budgets, sensor wiring, and HVAC controls is not something most ops teams volunteer for once they see the scope.
• Your Value Is Obvious - You own the network drawings, the change‑control docs, the on‑call number. Losing you would cost the client more than any hypothetical hardware savings.

Engineering Collaboration is the Superpower You Can't Bill By the Hour (But Absolutely Should)

Savvy resellers quickly discover that the biggest financial upside isn't the hardware margin; it's the engineering bench they inherit when they align with DPS. Examples from real projects include:

• Custom Firmware Switch - A power‑utility partner needed DNP3‑over‑cellular, but only for flood alarms. Engineering built a slimmed‑down code branch in two weeks.
• SNMP‑to‑Proprietary Mediation - A railroad upgraded to SNMPv3 but still had legacy tone‑based alarm gear. We wrote a mediation driver that let T/Mon talk both languages transparently.
• New Hardware Spin - The popular HVAC Controller G6 started as a one‑off request from a carrier that refused to put laptops in the field. It now ships to many DPS clients with a variety of installer teams (from in-house to third-party).

When you bring a unique challenge, we treat it like a product‑development sprint. You end up owning a solution no competitor has - and the recurring revenue that follows.

Utilize a Proven Path to Profitable Projects

To make sure your projects lead to success - and profits - be sure to:

1. Lead With Design. Start client discussions around outcomes: "24/7 visibility on remote substations," "zero truck rolls for HVAC lockouts," "single‑pane dashboard for legacy and IP gear."
2. Bundle Smart. Package DPS units with cabinets, PoE switches, IP cameras, or your own SaaS portal. Each line item you control strengthens your position.
3. Maximize Annual Volume. Consolidate purchases through one reseller entity to push your 12‑month spend into the next discount tier. Even mid‑sized projects can hit $250k fast.
4. Command the Services. Wiring, configuration, acceptance testing, and first‑year maintenance easily improve your margin on multi‑site deployments. Price those lines confidently - DPS can't underbid you for large-scale install services that we don't provide ourselves.
5. Document & Repeat. After the first rollout, clone the template for sister agencies, adjacent regions, or departmental expansions. The engineering is already paid for. Each new site drops straight to your bottom line.

FAQs We Hear (And Straight Answers)

Q: Can I get deal registration or territory exclusivity?
We don't carve fixed territories, but we obviously aim to respect our relationship as much as possible while ultimately keeping the end user happy.

Q: What certification training is required?
If you can wire a dry‑contact alarm and speak basic SNMP, you're 90% there. We provide free web training plus optional Factory Trianing sessions for $0 at our headquarters. There are no paid "badges" you must renew each year.

Q: How fast can I get demo units?
Stock models like the NetGuardian 832A G6 are built-to-order within a few weeks. Custom builds vary, so we'll quote lead time upfront.

Q: Does DPS handle installation?
Only on a limited, consultative basis does DPS handle installations. Large‑scale field work is your domain. That's intentional so partners capture that revenue and DPS remains focused on product develop and phone-based technical support.

Ready to See If We're a Fit? Let's Talk Numbers, Not Hype

Every reseller relationship is a little different:

• Maybe you're an integrator tired of "brittle" one‑trick monitoring boxes and want SNMPv3, MODBUS and DNP3 under one roof.
• Maybe you're an OEM embedding monitoring into the next‑gen smart‑grid controller.
• Maybe you're a regional contractor looking to lock down maintenance revenue on a statewide NetGuardian rollout.

Whatever your situation, we'll run the math together - in plain English - and decide if partnering with DPS will make you more profitable this quarter and next year.

Call us now: 559‑454‑1600
Email: sales@dpstele.com

You'll talk to a human engineer who can quote pricing, sketch architecture, and answer tricky protocol questions all in one call. That's the reason our best partners stick around for decades.