LEADING manufacturers of sensors, safety systems and automatic identification products, SICK Automation has launched a demo unit — a branded trailer, with various interchangeable panels each of which is focused on a specific product or solution. This enables SICK’s automation and product experts to travel to client sites to showcase and demonstrate its solutions.
The company’s sales philosophy is to build confidence via competence. To achieve this, the SICK appoints engineers to its sales team and then provides them with extensive sales training. Equipped with technical knowledge and experience, the engineers deliver superior consultation and service to customers. The demo unit complements SICK’s strategy by enabling a more dynamic and exciting experience of its products.
Market product manager and market applications engineer for SICK Automation said the unit’s panels are connected to power and to the network. They are also connected to screens and computers that run proprietary SOPAS configuration software.
This software searches for and displays connected SICK Sensors, enabling the user to view configuration data, device functionality, and more.
“This enables us to display live demos of our devices on the screens, affording the viewer an enhanced visualisation of our solutions. The sales team can demonstrate device features and explain the use of products in the field,” explained Anton Bresler, market product manager.
The demo unit made its first visit to a customer on 30 September last year, and since then, has enabled SICK to open its doors to new customers, facilitating enhanced market penetration. The feedback from SICK’s sales specialists is that prospective customers are surprised to learn just how wide the company’s portfolio of products is and are excited by the solutions on offer. “Our sales team is now able to provide a personalised, hands-on SICK Automation experience,” said Lauren Laubscher, marketing administrator and customer support.
