Selling Construction Technology

1. Selling Construction Technology

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

3. 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

4. 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

5. 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

6. 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

7. 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

8. 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

9. 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

10. 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

11. 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

12. Thank you