Need help winning that deal? Maybe we can help.
Here's an example...
I met with several potential customers who are purchasing or leasing BRAND A machines from a local supplier. However, the supplier is NOT listed as a dealer on BRAND A's website. <My sales manager> said they can be buying the machines wholesale, etc. My question is, what is the advantage of doing business with brand dealers (like us--BRAND B, BRAND C, etc.), versus a non-dealer?
Andy:
BRAND A has some products at are slightly different and sold through distributors like CDW.com and other smaller ones (Carolina Wholesalers, etc.).
I believe anyone can sell products through these wholesalers, your company included.
The disadvantage for the customer is that if they buy a device from an unauthorized reseller, odds are that dealer won't be able to service it as good as you can service your products. Remember the conversation during training where we talked about dealer strengths. One of them is that your techs are specifically trained on the products you sell and generally have to get certified by your vendor. They also show up to the account in a truck loaded with just about every part the copier would need.
That BRAND A reseller will very likely have to visit the customer, asses the problem, order the part, wait for it to arrive, then come back to fix it. The machine will be down for days at the very minimum.
Your customers can expect your technician to walk in their door in 4-hours or less and fix the copier on that visit.
I hope that helps, let me know if you have any other questions and good luck!
Sales Rep:
Just what I needed!! Thank you!!
