[Video] The Scout Report – Episode 3: How Contracts Impact The Software Sales Process

If you’ve ever been in sales or have purchased business critical software, you know that the contract review process is a friction point and has a significant impact on the timeline to close a deal. 

After a successful negotiation, a sales executive is given the green light by the client and both parties are excited to move forward with the deal.  When the contract goes to legal review, the salesperson and the buyer champion lose control of the process, timing, and maybe even the ultimate outcome of the deal. 

Recently Peter Fatianow, co-founder and COO of TermScout, had a chance to speak with Andy Boyd – sales guru, advisor, investor, and serial entrepreneur – about how contracts impact sales and some innovative ways to smooth out that process. 

In this video, you’ll hear more about:

  1. Key elements of the sales process, how to simplify it and make it more effective
  2. Common mistakes entrepreneurs and salespeople make when it comes to contracts
  3. How contract negotiations impact the sales process
  4. Some of the worst things you can hear as a salesperson – and how to prevent them
  5. The importance of understanding the terms and conditions of your competitors – and how to use that information effectively
  6. How TermScout can help make the sales and deal closing process go smoothly, saving time and reducing risk

Watch The Scout Report – Episode 3 to learn how to make your sales process more streamlined and successful! 

Watch The Video 

Five things to know before you buy a ticket on Hawaiian Airlines

1.Watch out…there’s a $300 cancellation or change fee

If you need to cancel or change your flight to Hawaii from the U.S. (or vice-versa), you will pay a $300 change/cancellation fee in addition to the difference in fair between your original ticket and the new one. And if the price of your ticket has gone down, Hawaiian will not issue a refund for the price difference.i

Even if your ticket is eligible for a refund, you will still pay a $100 service fee to process your refund, unless you opt for a travel credit instead which must be used within one year of its issuance.ii


2. Do not bring your pet! (unless you are moving to Hawaii)

Hawaii is the only state that remains rabies free. As such, Hawaii has very strict requirements regarding bringing animals into the state.  It is possible if you bring your dog or cat with you, it will be quarantined for up to 120 days upon arrival unless it meets certain requirements. This is true for service and emotional support animals as well.iii Therefore, we highly recommend you visit Hawaii’s Animal Industry Division website to read about all the requirements and fees necessary for bringing your pet with you to Hawaii.

If you do decide to travel with your pet from the U.S. upon Hawaiian Airlines, you may not bring it inside the cabin. Instead, you must ship your dog, cat, or bird as cargo, and the fee to do so is $175. This does not include any fees you may have to pay to the State of Hawaii upon arrival.iv

If you’re traveling wholly within the State of Hawaii, you may bring your dog or cat on board with you for a fee of $35.


3. There’s a fee for unaccompanied minor travel, and we’re not sure what your $100 gets you

For a fee of $100, you may use Hawaiian’s Unaccompanied Minor service for up to two children from the same family. This service must be used for children between the ages of five and 11 traveling without an accompanying passenger who is at least 15 years old and can only be used when the flight is non-stop and direct.v

Based on Hawaiian’s contract and website, it is unclear what, exactly, this $100 gets you. Other airlines specify such services as a free drink and a snack onboard, pre-boarding, or an escort from the gate to meet the designated pick-up person. Hawaiian does not provide this information so presumably, they don’t offer anything. You can text Hawaiian at 855-808-1717, call them at 800-367-5320, or submit a question here.


4. You don’t have to purchase your carry-on

If you are flying domestically, Hawaiian does not charge for carry-on bags, and the fee for checked bags is $30, $40, and $100 for the first, second, and third bag, respectively. If you are traveling wholly within the State of Hawaii, the bag fees are $25, $35, and $50, respectively.vi


5. Get your meal voucher if your flight is delayed more than four hours

If your flight is delayed for more than four hours, talk to a gate agent or customer service representative and they will issue you a meal voucher in many situations (may not apply to delays caused by extreme weather and events beyond Hawaiian’s control). If this delay extends into the hours of 10 p.m. and 6 a.m., Hawaiian will provide you with one night’s accommodations, so long as the delay doesn’t occur in the city where you reside.vii


TermScout can help!

TermScout is releasing its Passenger Guides to the top ten U.S. airlines in early November. Our Guides will include everything you need to know from before you’ve purchased your ticket and you want to know what cancellation fees are or what policies an airline has related to your particular situation, to after you’ve purchased and you’re wondering what you can pack or how the airline can accommodate you, and even what to do when you’re traveling and something goes wrong.

Click here to subscribe to our email list and be notified when we release our Passenger Guide to Hawaiian Airlines.



i Conditions for All Other Travel (Not Wholly Within the State of Hawaii), Fare Rules Terms and Conditions.
ii Rule 24(B)(1)(d), Hawaiian Contract of Carriage.
iii Rule 10(A)(7), Hawaiian Contract of Carriage.
iv Rule 19(B)(4), Hawaiian Contract of Carriage.v Rule 12(C)(1), Hawaiian Contract of Carriage.vi Rule 17-18, Hawaiian Contract of Carriage.vii Rule 21(E)(1)-(5), Hawaiian Contract of Carriage.



Megan McCulloch

Contract Analyst, TermScout  

Medium Corporation: This Browser Extension Could Spare You From Carelessly Clicking “I Agree”

Excerpt by Global Legal Hackathon:

it’s a fact that most people don’t read the contracts they’re presented with before clicking “I agree.” How then can we ensure these contracts are fair if we don’t know what’s in them?

Global Legal Hackathon finalists in Denver came up with a solution. It’s called LexLucid, and it’s a browser extension that grades consumer agreements based on reviews from attorneys. With just one click, users can see how a given company’s contract stacks up without leaving the company webpage.

“Providing transparency helps consumers make educated decisions about the products and services they use, while motivating businesses to make fairer and simpler contracts,” the team explains in their mission statement.

Click here to read the full Medium Corporation article about us.

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