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Business book: the ultimate resource. Voice
activation applied, sorry for the typos. Better
communication with resellers. Resellers
need support, they are representatives of your company. I
have firsthand experience here for years and let me tell you most dropped the
ball. My
comments will go first here: Satellite
communications, computer applications.
Marketing is applied before engineering is completed. Says it all. To
the book. Work
with your reseller, trained reseller, finance the reseller, offer 24-hour availability
of information, techniques and troubleshooting. Shipped the reseller the proper merchandise, and of course make
an up-to-date. Reseller advertising
is not a waste of money. There are
variables here however it still needs to be done. Trust
is a major issue, and you must have it.
Resellers cannot spend their own time on training, there’s too much to
learn. It is up to the organization
to strategically figure out what, how and when things should be done. Each
reseller should be communicated with, offered to get feedback, and 24-hour
availability of something somewhere in some fashion. Voice mail, answering machine, does not
offer a customer a good feeling. When
I get a good engineering , I can do most operations. I am happy, the customers happy, and most
important, your organization looks like it has a brain. Resellers
play a vital role, if not the most vital role, in your success, remember that. The
best approach your, is to use engineering to minimize the talent of the
installer. If
you cannot do this, then you must educate your reseller, or look for other
incomes in other areas. Education
of your salespeople is crucial. They
are your front-line people to the reseller.
The reseller is usually in the field, making it difficult for
modifications, and law shipments.
Dead on arrival equipment can sink the boat instantly. The reseller cannot carry to of everything
like Noah. His truck is not the same size as the ark. If
I seem biased in this topic, it is because of my experience in this area. How many times does the field tech have to
do what engineering should of. I am going to blame it on marketing. they are
selling a product before it is ready. Back
to the book. Support
issues with the reseller. Advertising,
reseller artwork and logos, joint marketing, financing, services, sales
training, technical support, business education, sales lead, helped line,
rewards and incentives, certification, business and market information. Remember, if your product is a winner he
will hire somebody to sell more of your product, and that’s the name of the game. Common
mistakes:. Providing
support in an unorganized fashion. Failing
to manage a support program. In
adequate funds. Poor
campaign information. My
turn, field experiences from hell. Shipping
of wrong product, dead on arrival product, wrong connectors, it doesn’t work,
it works very poor, no live support. My
desk comparison is: a ship that sinks and nobody knows about. That is the way
a reseller feels. Satellite
– Internet services are an example of my frustration here. Three years later
I think they’re getting a clue. End
of data. But
let’s try this: as an executive, call into your operation, and see how a
situation is handled. |
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