Managing a pool of demo instruments distracts from each person's primary job focus. Hours can be wasted in logistics scheduling and re-scheduling. Ideally, the optimal number of instruments in a demo pool is a balance between opportunity and availability. When closing the sale is dependent upon a demo, it is essential that an instrument is available before the window of opportunity closes.
MEE's Demo Instrument Management Program is designed to keep your managers focusing on coaching, strategic planning and presentation assistance so that your sales force is selling. Manufacturers do not hire sales professionals based upon logistical skills or strength training.
Demo pool logistics is more than just moving around boxes and crates. If that were the case, warehouse shipping personnel could handle the job. The Demo Pool is the catalyst that excites and motivates a prospect to action before the competition hits the door. Understanding the role of the demo instrument in selling will contribute to maximum impact with your customers.
MEE eliminates the frustration in arranging demos. A sales professional will gladly supply a request for a particular instrument, for a specific date, and the account contact information. Anything additional is perceived as a burden. All the shipping arrangements, delivery and uncrating of the instrument is handled by MEE. When the demo is completed, MEE will re-crate the instrument; bring it back to our facility for cleaning and inventory replenishing to ensure a successful subsequent demo.
Efficient management of the demo pool minimized the number of instruments needed to support an effective sales effort. Excess instruments can be refurbished and turned into revenue producers.
Professional demo pool management eliminates the need for numerous storage facilities and the liability that is inherent to the company should an asset contribute to damage of that facility or someone's property if reagents leak or batteries cause fires.
Automotive assets can be reconfigured toward more efficient cars, rather than vans. Even small instruments can be transferred more cost effectively than the corresponding fuel consumption and maintenance of a van versus a sedan. Fuel costs will rise.
Statistical information is the key to management and the number of demo cycles as compared to sales is an indicator of effectiveness. MEE provides complete statistical reporting on the number of demo's scheduled, to demo's shipped by region and sales professional.
MEE's Demo Instrument Management Program completely alleviates the frustration of coordinating instruments to requests and resulting custodial care so that instruments are ready to perform when you need them.
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