It’s Easy to Sell the First Unit
It’s Easy to Sell the First Unit
Material Handling Sales teams throughout North America have pretty much the same objective, sell as many new and used forklifts and service agreements to support parts sales. As an OEM dealer your success and performance as a dealer are bound by the fact that the OEM sells just 2 things new forklifts and parts. This is representative in ITA market share and PSOC support footprint calculations. However, every salesperson in every dealer dealership is faced with providing solutions that are complementary accessories to the machines they sell. Whether you are responsible for new and used machine sales or aftermarket parts and service your customer base will ask you for a onboard scale, overload detection or vehicle safety management tools.
For many this request is a daunting task. First, who are you going to call? Second, if I sell them this product will it solve the problem or create more problems than its worth? With so much on the line with regards to the relationship they have with their customer base and the ongoing service contracts it is easy to see why some sales people are reluctant to get involved. Except those that worth with IVDT.
A Trusted Partner to All Material Handling Salespeople
IVDT has been in business for close to 40 years and our only channel of business to the end user is through the dealers we support. Yes, that’s right SUPPORT. Anyone can sell the first unit but when a material handling salesperson calls to let you know that the product sold exceeded both the end-users and the dealerships expectations and they are now recommending and selling it to other customers it’s a win-win situation all around. Some of the comments that hear all the time from salespeople are that the product is so simple to use and is sustainable in their customers application. Sales reps are blown away by how the product hold up over time.
Material handling applications are rough on machines and all equipment that is mounted on them. Bullitt proof is the term we hear a lot. But the proof is the fact that our equipment outlasts the lease of the forklift often being reinstalled a second or third time on replacement units. Probably most important that we hear and is the main reason why we have worked with dealers and the same salespeople going back 20 – 30 years is that we pick up the phone and respond to customers when help is needed. No automated message, no un responded email. When there is an issue that the dealership needs to attend to we are there to help. That’s the reason why we have so many career long relationships with material handling sales people.
That’s the reason we have single end user fleets in the 1000’s of units because unit 1000 is only as good as the test that was the first!
