Dealer & Distributor Partnership
Telstone works with qualified dealers, distributors, equipment importers and regional business partners developing construction machinery markets. The partnership covers the ZL930 compact wheel loader in the 2-ton class, the TL-388 backhoe loader and the SLM2200 self-loading concrete mixer truck — with clear product information, commercial coordination, technical training, spare-parts support and structured after-sales communication. Scope, pricing, territory rights, sales expectations and service responsibilities are confirmed individually and documented in the applicable dealer or distribution agreement.
01 — Who we are looking for
We welcome established businesses and qualified market-development partners with relevant customer access and the ability to develop construction equipment sales in their markets.
Construction machinery dealers and distributors
A current machinery line-up, an active sales team and a customer base that already buys equipment.
Importers and wholesalers
Businesses importing and wholesaling construction equipment into their market.
Rental and fleet businesses
Equipment rental and fleet service companies buying for their own hire fleet.
Regional machinery suppliers
Suppliers already serving contractors and construction companies in the region.
Businesses with local capability
Local sales, demonstration or after-sales capabilities that can support a machine after delivery.
Market-development partners
Qualified partners introducing compact loaders, backhoe loaders or self-loading mixers into a new market.
Submitting an application does not automatically grant dealer status, exclusivity or territorial protection. Appointment becomes effective only after approval and written confirmation — and it is the written confirmation that defines what you may sell, where, and for how long.
02 — Partnership models
The three models differ in what the partner takes on — not in what they are promised. The level, the territory and the term come from the same signed document.
| Model | Who it fits | What may follow |
|---|---|---|
| Authorized Reseller | Businesses that introduce customers, develop sales opportunities and purchase machines for resale. | May be non-exclusive and based on individual orders. |
| Regional Dealer | Partners with established sales channels, local customer coverage and the ability to coordinate demonstrations, basic technical communication and spare-parts requirements. | Subject to approval: agreed lead referrals, sales materials, product training and defined territory-related benefits. |
| Authorized Regional Distributor | Established businesses with a documented market-development plan, sales resources, suitable facilities or demonstration capabilities, and an agreed approach to spare-parts and after-sales support. | Exclusive or preferential territory rights are conditional on the scope, term, performance criteria and other requirements stated in the signed distribution agreement. |
None of the three models is granted by default. If you are unsure which one fits your company, describe your channels, your installed base and the customers you can reach — the model follows from that, not the other way round.
03 — Territory
Territory authorization identifies the applicable countries or regions, the approved product families, the authorization period, the sales channels and any applicable performance requirements.
Authorization to promote and resell
Specified Telstone products, named in the agreement rather than understood in conversation.
Approved product information
Access to approved product information and sales materials for the authorized families.
Inquiry and lead procedures
Defined procedures for regional customer inquiries and lead referrals.
Joint marketing and demonstrations
Agreed opportunities for joint marketing and demonstration activity in the territory.
Conditional territory protection
Where it is expressly included in the agreement — and only there.
Territorial exclusivity is not automatic and is not implied by a general dealer certificate. Where exclusive authorization is granted, both parties agree measurable review criteria, reporting expectations, service responsibilities and the process for renewal, modification or conversion to a non-exclusive arrangement. Territory and customer restrictions are implemented subject to the applicable agreement and relevant competition laws.
04 — Commercial terms and quotation protection
Approved partners may receive dealer quotations or other commercial terms based on product configuration, order quantity, payment terms, order timing and the agreed cooperation model. There is no single published dealer price, because none of those five inputs is constant.
For qualifying opportunities, partners may request a written project or lead registration. The request covers the customer or project identity, the destination, the machine requirements, the expected quantity, the project stage and supporting follow-up information.
Once accepted, the opportunity is handled under the agreed protection period, eligibility requirements and channel-conflict policy. Special project pricing requires written approval, and registration alone does not guarantee a particular discount, commission or sale.
Dealer purchase prices, discount eligibility, quotation validity and payment terms are confirmed in the applicable quotation or agreement. Partners remain responsible for independently determining their own resale prices, subject to applicable law and their contractual obligations.
05 — Demonstration, training and parts
A dealer is judged on what happens after the sale. Demonstrations, training and a workable parts plan are the three things that decide whether the second machine is easier to sell than the first.
A demonstration or sample-machine program is subject to commercial approval and is not automatically included in every partnership. The recommended stock list is based on the actual machine configuration, installed base, operating conditions and expected demand — availability and delivery time are confirmed for each order rather than assumed for every part. Training may be provided remotely or through separately arranged sessions, and partners are responsible for ensuring that the people performing repairs, lifting, maintenance or other safety-critical work are appropriately qualified and follow the applicable machine instructions and local requirements.
06 — Warranty coordination
Warranty coverage is governed by the applicable machine warranty certificate, the sales contract and any relevant component-manufacturer terms. Depending on the partnership model, the dealer helps customers collect machine information, photographs, fault descriptions, operating hours and maintenance records before a claim is submitted.
No repair, reimbursement or replacement should be assumed to be covered until the claim and the applicable cost responsibilities have been confirmed under the relevant terms. A dealer must not promise broader warranty coverage than Telstone has approved in writing — a promise made at the counter becomes a dispute at the workshop.
07 — Factory and dealer in one territory
Channel handling is based on the applicable agreement, documented customer relationships, accepted lead registrations and any stated exceptions. The aim is fewer duplicated quotations, consistent commercial communication and no avoidable disputes — while the customer still gets a straight answer.
Partners may submit qualifying customer or project opportunities for review. An accepted registration identifies the customer, project, product requirements, territory and relevant follow-up information; the protection period and the conditions for maintaining it are confirmed in the applicable channel policy or agreement.
Website, advertising, exhibition and direct factory inquiries may be assigned or jointly handled according to the agreed regional lead-allocation rules. An inquiry originating from a partner's territory does not automatically establish customer ownership: existing customer relationships, project registration, national-account arrangements and the signed territory agreement are all considered.
The parties may identify existing accounts, international procurement groups, fleet customers or other agreed exceptions in a written account schedule. New projects associated with those customers are handled according to the account-allocation and communication rules the parties agreed.
If a direct inquiry overlaps with an accepted dealer opportunity, both sides provide the customer records and project evidence to the designated channel contact. The case is reviewed against the agreement and the channel policy, and the handling decision is communicated in writing — a dealer-led sale, factory-direct supply with defined partner involvement, joint customer support or another commercially approved arrangement.
08 — Compliance, review and exit
Partners use Telstone's name, product images, technical materials and authorization documents only within the approved scope. Cross-territory sales, sub-distributor appointments, online promotion and resale outside the approved territory are governed by the signed agreement and applicable law.
Where applicable, the agreement establishes a review schedule covering sales performance, market development, customer support, spare-parts planning and reporting. Before granting or renewing exclusive rights, both parties confirm the performance requirements and the consequences of failing to meet them. Where appropriate the agreement also specifies written notice, a reasonable opportunity to remedy a breach, and the process for suspension or termination. Termination rights and remedies remain subject to the signed agreement and applicable law.
09 — How to apply
Applications are reviewed individually. With qualified applicants we discuss product fit, commercial terms, authorization scope and support arrangements.
Company name and website
Who you are, and where we can read about your business.
Country, region and customer markets
The territory you want to work, and your principal customer markets inside it.
Registration and company profile
Business registration and a company profile we can verify.
Industry experience
Experience in construction machinery sales or related industries.
Portfolio and channels
Your current product portfolio and distribution channels.
Target product families
Which Telstone families you intend to carry: compact loader, backhoe loader, self-loading mixer.
Sales potential and market plan
Estimated annual sales potential and a market-development plan.
Local capability
Sales, demonstration, service and spare-parts capabilities in your market.
Preferred model and territory
The partnership model you prefer, and any territory rights you are requesting.
An application starts a conversation, not a contract. Regional authorization, pricing, demonstration support, training, spare-parts arrangements and warranty responsibilities are confirmed in writing before a partnership becomes effective.
FAQ
Not automatically, and not by implication. Territorial exclusivity is not created by an application or by a general dealer certificate — it exists only where the signed agreement grants it, and it is conditional on the scope, term and performance criteria stated there. Where exclusive authorization is granted, both parties agree measurable review criteria, reporting expectations and the process for renewal or conversion to a non-exclusive arrangement.
There is no single published dealer price: a dealer quotation is built from product configuration, order quantity, payment terms, order timing and the agreed cooperation model. Dealer purchase prices, discount eligibility, quotation validity and payment terms are confirmed in the applicable quotation or agreement, and the quotation can distinguish machines from spare parts, single units from volume orders, and demonstration machines from standard orders.
Through the channel rules in the agreement: accepted project registrations, documented customer relationships and any written account schedule. An inquiry from your territory does not by itself establish customer ownership, and a factory inquiry is not automatically yours or automatically ours — the overlap is reviewed against the agreement and the decision is communicated in writing, as a dealer-led sale, factory-direct supply with defined partner involvement, joint support or another approved arrangement.
Both can be discussed for approved partners — demonstration machine quotations, product photographs and videos, technical specifications, remote assistance for demonstrations, joint customer meetings, and training on specification, configuration, basic operation, fault-symptom identification, parts ordering and warranty documentation. Neither is automatically included in every partnership: demonstration terms (discount, transport, insurance, duties, operating expenses, maintenance, damage responsibility, resale) are confirmed in writing before the demonstration begins, and training is provided remotely or through separately arranged sessions.
It is agreed in the partnership, not assumed from a standard. Coverage itself follows the machine warranty certificate, the sales contract and any component-manufacturer terms; on top of that, both sides confirm who receives and registers a claim, who inspects or diagnoses, who approves the claim and the parts, whether the dealer holds parts locally, how approved parts, local labour and inspection costs are handled, who pays international freight, customs, travel and on-site expenses, whether the failed component must be returned, and how dealer warranty work is documented and reimbursed.
Tell us where you sell, who you already supply and which families you want to carry. We will come back on product fit, the partnership model, the commercial terms and the support you would need, and put the parts that matter in writing.
Applications are reviewed individually — nothing is granted until it is confirmed in writing.
