Result Group responds to recession with 'flexible' sales approach

By Murray Pollok25 November 2009

Nick McDowell, vice president of sales at Result Group.

Nick McDowell, vice president of sales at Result Group.

Result Group has responded to the recession in the world's major rental markets by launching an ‘Open Options' initiative designed to make it easier for cash-strapped companies to invest in rental software.

Nick McDowell, vice president of sales at Result Group, told IRN that the initiative recognizes that the rigid sales approach adopted by many rental software providers in the past, including Result Group, was no longer appropriate.

He said rental companies are now looking much more closely at what they can afford and the return on investment; "and we don't think it will change come the upturn in the market."

Under the new approach, Result Group says it will be more flexible in its approach to issues such as after sales support, implementation and licence bases. "Now, it's a question of what is going to suit the customer", he said.

For example, service contracts can be more tailored to the needs of individual customers, with 24/7 back-up not being necessary for all customers. Likewise, rather than Result automatically promoting major implementations, Mr McDowell said it is able to facilitate small-scale, risk-free start-ups, such as pilot operations at a single site before the customer is committed to full implementation.

"We can go into a store, set it up and run the system, and make sure that your business doesn't miss a beat", said Mr McDowell.

The approach to selling is also being softened, with one or two hour sales pitches to clients being replaced with full-day workshops on site.

Mr McDowell said the response to the new approach had been fantastic; "It just gives us a comfortable position to have a discussion with customers; it's a much softer approach."

Latest News
Diamond Scaffold Services retains merger-and-acquisition specialist for its sale
Southern scaffolder with a seasoned management team and solid workforce plans a sale to properly capitalize the business to continue its growth strategy
Webuild has US$12 billion Australian order backlog after acquisition
Deal means that WeBuild take on staff and order backlog from Australian engineering and construction company
Weak housing demand prompts turnaround plan for Skanska and Ikea’s modular homes arm
Weakening demand for affordable housing has prompted Skanska to launch a turnaround plan for its modular homes arm BoKlok, which it runs in partnership with Ikea.