Great to see the first sale by our client Europlacer achieved without the new customer ever touching the equipment. And great to know that we played our part in that.
The coronavirus pandemic puts all sorts of constraints on businesses. Capital equipment investment decisions by electronics manufacturers usually demand visits to suppliers and hands-on experience of the products being evaluated. Covid-19 made that difficult for Europlacer, momentarily rendering its showroom facility redundant – until the sales team devised a captivating Virtual Demo Initiative. The demonstration room at Europlacer’s Poole HQ now resembles a broadcast studio.
The new customer is an international manufacturer of quality electrical and electronic products, based in the Midlands. Members of the customer’s team had been receiving the regular eDMs and newsletters we create on behalf of Europlacer. We like to keep our clients’ customers up to date. It all adds up to create greater awareness and generate credibility.
That’s how the production team knew of Europlacer’s capabilities, multi-award-winning pick & place products and the very high level of customer service (also multi-award-winning) the company provides. So marketing groundwork by Swordfish had kept them informed.
All that remained in the equipment purchase decision process was a thorough review of the Europlacer pick & place machine. Cue Europlacer’s online, fully interactive demonstration, hosted by Regional Sales Manager Elliot Loven. It more than matched the usual face-to-face experience and exceeded Elliot’s expectations: “We had many more participants from the prospective customer’s team take part from the comfort of their desks, with some based at home,” he explained.
The result was an order for a full printed circuit board assembly line, worth in excess of £600k. And all without the customer touching a machine.