Page 12 - MetalForming July 2011

The Business of Metalforming
By Michael Bleau
Selling Tools: Adopting Tablet Computers
Over the past 18-months, we’ve seen rapid adoption of tablet computers as support tools by field salespeople. It’s hard to argue against the use of a tablet computer in a sales environment—they’re less expensive than bulkier laptops, and can do nearly as much. Between the Apple and Android operating systems, there are dozens of tablets from which to choose. And, Windows 7 and RIM also have tablet options.
For most sales teams, tablets are a natural fit. So while a good deal of this column focuses on sales adaptations, much of the same thinking relates to applying tablet computers to other departments within a metalforming company.
Tablets can lend an air of innovation to your brand, and can support numer- ous operations via thousands of apps— software programs developed specifi- cally for mobile devices. As such, tablets can seem like direct replacements for laptops. However, resist the tempta- tion to jump in and replace your laptop with a tablet, as a lack of planning can lead to buyer’s remorse. Take some time and approach this decision as you would when considering any other technology. Weigh the options and
Michael Bleau has served manufacturing and consumer-related industries since 1986. Prior to forming Industry Scope, a strategic b2b and b2c sales and mar- keting consultancy, in 2002, he held executive positions for several automation and press
manufacturers. Michael regularly consults with manufacturing companies on strategic planning, sales and marketing, brand and product develop- ment, PR and sales-channel development. Industry Scope
tel. 810/397-1429
mbleau@industry-scope.com www.industry-scope.com
build a business case. Be objective and evaluate tablets versus laptops in strict terms of how they enhance your busi- ness processes. Determine how these new tools can help you achieve your goals.
In terms of presentation value, tablet computers clearly represent a step above in delivering presentation slide decks and video. However, there’s more to sales than making a good pitch. Overall, you’ll need to decide if tablets will improve a salesperson’s ability to stay connected with his peers, cus- tomers and coworkers, and ultimately reach his sales goals.
And it’s not just about the hardware,
but also the software paired with the tablet. Take the time to read software reviews to learn how users rate each software application, and how each app functions on a particular tablet. Start by finding out how your sales staff uses their laptops, and attempt to understand the differences a tablet might make—good and bad. We’ve found that with some clients a tablet proves more beneficial than does a lap- top, and in other cases a tablet acts best as a companion to a laptop.
One option to consider is purchas- ing a few tablets for the sales team to share, and dedicating these machines strictly for presentations. Tablets cost
Must-Have Business iPad Apps
and Accessories
Things, by Cultured Code. Task management to keep your “to-do” items manageable and completed on time.
SugarSync, by SugarSync. Similar to DropBox, but offering more space to automati- cally backup your PC and have files available through your iPad, anywhere, anytime.
Square Card Reader, by Square. Process credit-card payments using your iPad. Great for service-oriented organizations or spare-parts sales.
Salesforce, by Salesforce.com. Plugs you into your Salesforce.com account for remote access and reporting.
Roambi, by MeLLemo. Provides fast, visually stunning, dynamic representations of your business data.
Portfolio, by Britton Photography. Sold as a photographer’s portfolio app, but is extremely flexible for adding your branded content, whether you’re selling stamped parts or services.
Navigon, by Navigon AG. Very accurate turn-by-turn navigation with voice prompts.
iWork Suite, by Apple. There are a number of MS Office-friendly apps to create, read and edit MS Word, Excel and PowerPoint, but the three Apple versions (Pages, Keynote and Nubmers) for iPad are tops.
GoToMeeting, by Citrix. Similar to WebEx, but very Mac-friendly so it works well equally for PC and Mac users to smoothly deliver live meeting content.
GoodReader, by Good.iWare. Great way to carry, manage, edit and share PDF documents.
Digital AV HDMI adaptor and cable, by Apple. Let’s you plug your iPad2 into a television or projector and ‘screen mirror’ anything on your iPad2.
BookBook, by TwelveSouth. Protect and disguise your iPad to make it look like a hardbound leather book. Takes a beating and looks good doing it.
10 MetalForming/July 2011
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