A machinery agent running demonstrations on the stand

The situation

The agent shows a filling line running at speed. Every demonstration gathers a dozen people. The engineer explains the machine to the one who asks most questions. The rest watch, film it on their phones and move on.

Before

The agent came home with forty cards from four days, most from people who had queued to talk. A quotation needs output per hour, container sizes and the space available. Hardly any card carried those.

Setting up

Each sales engineer has a digital card for each of the two principals, in that principal’s colours, with its specification sheets attached as catalogues. The QR codes are printed and fixed beside the machine and on the counter.

At the show

During a demonstration the engineer points at the code. Visitors scan it with their own phones, see the engineer’s card, open the specification sheet and type their details. Each arrives in his leads marked Shared their details, with the consent they gave. He does not stop talking.

Afterwards he opens each one, taps what they are interested in, and for the serious ones dictates what they told him: sachets, about eighty a minute, wants to replace two older lines next year. The app writes a short draft from the note. He corrects one figure and saves it.

The hall network fails during the busiest hour. His QR switches by itself to carry his contact details, so a visitor’s camera still saves him as a contact.

After the show

Every lead with a requirement has a task: Send quotation, with a date. The service manager is handed the enquiries about spare parts. The agent reports to each principal separately, from the same list.