Selling Construction Technology

 How is selling construction technology different than selling other products?  What steps are involved?

Planning Your Demonstration  Customer Selection & Interview  Site Selection  Site Visit & Reconnaissance  Interface with Engineers & Surveyors  Gather Design Information  Setup Equipment  Describe Features & Benefits / ROI  Demonstrate Relevant Features  Review After the Demo

Customer Selection & Interview  Select a customer that is –Already using other technology –Confident trying the technology –Willing to dedicate resources  Identify problems to eliminate  Get commitment  Set expectations –Agree to a time frame

Site Selection  Small example site design (easiest) or  Actual customer site  Get an idea of current projects and pick: –A non-specialty project –Easily accessible –Suitable to the application of the technology –Free of devices that may cause radio interference

Site Visit & Reconnaissance  Do a recon visit well before the demo  Visit the site and take note of: –Size of the project (length and width) –Obstructions that can affect GPS –Locations for equipment setup –Design and control point locations –Sources of radio interference –Problems that can be addressed  Locate in Google Earth and take pictures to discuss with your Trimble Representative

Gather Design Information  If you do a demo on a real project, you need: –Paper plans for the project (paper rules over CAD) –Control points from the surveyor –Design information from the design engineer  Do this well before the demo – it will take time  Don’t take on unneeded liability –Don’t create new control points or alter data  Help gather data from the surveyor / engineer

Setup Equipment  Practice setup before you visit the customer  Make sure the customer is present  Choose a good location  Describe the top features / benefits as you set up the equipment  Let the customer get their hands on the equipment –Make sure to point out the ruggedness  Use best practices –You are setting an example for the customer –Treat the demo as an initial training

Describe Features & Benefits / ROI  Explain features/benefits of each component –Know the top 5 features of products demonstrated –Explain why each feature is beneficial –Equipment is designed to be easy, but it’s still tech  Discuss Return On Investment (ROI) –How can each feature save time and money? –How quickly can the equipment pay for itself? –Use an ROI spreadsheet to calculate real savings  Equipment is designed for construction

Demonstrate Relevant Features  Demo a design relative to customer’s work  Show top 5 features that relate to the workflow  Show features that address problems  Demonstrate as much ROI as possible  Focus on issues that can’t be resolved without technology  Don’t forget software – it wins people over

Review After the Demo  Review what you have covered  Review the features customer liked most  Reiterate increases in productivity and ROI  Discuss how tech could be used on other projects and throughout the company –Sell the entire portfolio  Ask for questions  Ask for concerns  Ask for their initial impression  Avoid giving approximate prices

Thank you