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Mobile Computing

More businesses are embracing mobile computing, but in an incomplete way.

Many businesses are purchasing iPads for their sales forces. Some of these expenditures are quite large, 300 or more tablet computers.  Unfortunately business leaders are not sure how to use these tablets.   Functions already in the iPad, iPhone and Android can reduce the cost of selling.  E-mail, messaging, internet, and presentations are all information rich functions that will help the salesperson sell.  Yet businesses are not sharing all information the salesperson needs.  Those that do provide complete and accurate information empower their salespeople to close the sale. 

 

What should mobile computing do?

Mobile computing uses WiFi, cell phones, and internet, to directly connect your salespeople with your business information network.  With these tablets the salesperson is, in effect, part of your businesses network.  This means that any information that can be seen at the office can be seen by the representative in the field.  The key is what information to show, when to show it, and how to show it.  This makes mobile computing effective.

 

Early mobile computing development.

Before there were cell phones, or the internet, Harden Ervin developed EAZY REP, a Manufacturer Representative program for the furniture industry.  It was adapted by many sales representatives and sold over $200,000 worth of product.  This was used from the late 80s up to the year 2000.   

 

Information needed

Harden Ervin soon noticed that if the furniture representative had certain information from the factory computer, he would be able to increase his business, make less mistakes and meet the demand for his product in the individual furniture stores.  The most important information needed was:

  • Prior sales over time for the retailer being visited by group

  • Whether future production runs would supply the merchandise the retailer needed to support his sales.

  • A suggested order/s for the amount of merchandise needed to supply the merchandise from future cuttings.

  • Whether the customer had enough open credit to enter an order.

  • If this was a new customer would the factory give him a credit line.

The representative would use the phone to gather the information, find it on a computer sheet that was out of date when mailed from the company and do a complete job of guessing what he was doing and depending on the retailer to tell him what was needed to be done.

Results:

A representative used less than a quarter of the time to write an order and she could convince the retailers to order more to cover projected future sales. The representative could cover almost twice the amount of customers in a day.