Wednesday, October 22, 2014

Digital Signage Sales 101: 10 Behaviors, Making LED Sign Manufacturers Great!

The LED Sign Industry is a comprised of many manufactures all with unique strengths, weaknesses, and product offerings.  There are many choices for sign companies to select from, depending on their individual company’s needs.

Not all companies are alike, not all product is alike, not all warranties are alike and it takes some work and trial and error to find the best relationship.  Just like a first date does not mean marriage is imminent, neither does the order of one LED sign project, or two or three. It takes time to determine the true nature of the supplier for your LED sign.

Also, over time, it’s possible to glean the truth about your current LED sign manufacturer. How do they behave when the pressure is on? What kind of choice do they make when someone will win and someone will lose- do they sometimes take the proverbial “hit”?

Regardless of who supplies your LED display projects, there are 10 awesome characteristics that a sign company should consider:

1.       They are open and available and you can call them up, visit their factory and meet their team.
2.       They support your sales plan and do not compete with you for retail sales in your area.
3.       They constantly “push the envelope” on new technology and innovations, sometimes challenging the industry status quo.
4.       They have great software engineering capabilities.
5.       They recognize “Content is King” and can provide customized solutions.
6.       They have a responsive sales team that answers your questions, usually immediately.
7.       They provide flexible solutions for your urgent production requests.
8.       They find a way to always say “yes”.
9.       They provide a “rock solid” warranty on their product minimizing loopholes.
10.   They are focused on educating you, your customer, and giving back to the community.

With all the great possibilities that exist why would you settle for any LED sign manufacturer who did not conform to these ideals?  LED manufacturers have you as “their” customer, they are not your customer. Consequently, it is okay to expect more from them. It is okay to ask more from them. It is okay to seek out and select the best possible choice for your sign company.

In the early days of LED sign technology with limited manufacturing choices, you were restricted and had to settle for a “less than perfect” fit. Now with some “due diligence” you can find exactly the best LED sign manufacturer "fit" for you.

Remember too, that there is a difference between a business "partner" and just a "vendor". Referring back to my earlier metaphor of "marriage", it applies here as well. Your spouse is your partner, your administrative assistant at work is more like your vendor. Your partner stands beside you and helps you as part of a deeper and more intense commitment. Your assistant supports you to a point. At your workplace that point may be when 5PM rolls around or you've fallen into organizational disfavor.

When you find a LED sign manufacturing "partner" that can boast many of the 10 aforementioned characteristics, then you will rest easier, live a less complicated business life and  make more money by way of happier customers.

Do it, you’ll be able to tell the difference immediately and your customers will support your choice.

This blog post and comments represents my personal perspective and do not reflect the opinion of Vantage LED, Inc. or SignVine, Inc. or any other person or organization. Thank you to Vantage LED for allowing me to pen a guest blog every 3 weeks. If you have constructive feedback please email me at  - Mike Prongue

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