Result Group responds to recession with 'flexible' sales approach

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."