uptime
m
e
gazine · 02/08
O
ur sales and support centres
are presently providing the tar-
geted support necessary to elimi-
nate these hurdles. In order to sup-
port market growth in your local area,
Brüel & Kjær Vibro have undertaken
a complete renovation of their world-
wide network of local agents and dis-
tributors. These indirect sales chan-
nels have been consolidated under a
new umbrella called the Global Part-
ners Network, which has vastly im-
proved the way we do business.
Firstly, the global reach has been
optimized so important markets like
yours are included and duly repre-
sented. The previous conglomeration
of agents and distributors with widely
varying levels of technical expertise
has given way to a systematic, world-
wide network of partners with sales
and support capability for integrated
systems, plant-wide safety, hand-held
devices and compact monitors, all
adapted to the local markets needs.
This well-defined focus homogeniz-
es our approach and eliminates grey
and conflicting areas of sales and
technical expertise.
Consequently the training, support
and qualification of our partners is
undertaken more efficiently.
The key for all partners is adding val-
ue to the sales and support process.
One consequence of this is that the
Partner concept is not necessarily
limited to specific geographical areas.
Some partners are working inside a
direct Brüel & Kjær Vibro sales area
because of a special connection they
may have to a particular customer or
industry.
Brüel & Kjær Vibro also have a great-
er responsibility with the new organi-
sation and have therefore allocated
dedicated sales and marketing re-
sources to ensure:
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Marketing material, demo equip-
ment and training is allocated
more effectively.
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An open dialogue has been estab-
lished so we can further refine the
sales approach.
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A Global Partner meeting is held
each year in order to monitor the
progress of our indirect sales,
make improvements in how we
manage our sales and support,
and for making plans for the fu-
ture.
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A Sales Partner newsletter is also
given out quarterly.
What are the bebefits of all this? To
make it easier and more accessible
for our customers (and sales part-
ners) to find the appropriate Brüel &
Kjær Vibro solution to manage their
machine monitoring needs.
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