b"TROY JACKSON3 Reasons Theres No SubstituteREGIONAL TERRITORY MANAGER OLIVER MANUFACTURINGfor an In-Person Demo troy.jackson@olivermanufacturing.comolivermanufacturing.comNO MATTER HOW much the inter- on the shelves, and the demo net takes over our lives, therelab itself which is an asset for is no substitute for an old-fash- our customers to use to helpNo One Has It All. Partners ioned in-person demo. Why? understand what optical sorters Demos factor in the humancan (and sometimes cannot) doUnlock Opportunityelement. We once did a demofor them.using a generic sample ofA demo allows the customerFOR FAR TOO LONG, companies thought they brown flax with cleavers andto touch their asset. Touchhad to produce it all, or as much as they canola. We intended to showconnects us to an object likecould in-house. But it didnt take long for the customer how easily every- nothing else. When you dontthose innovative small- and medium-sized thing could be separated. Oneexperience something physi- companies to recognize that model just of the features of our machinescally, its harder to really feel adoesnt work. is the front and back can rotatecommitment to it.Today, even the multinationals recognize open, exposing the window. AsThe software used on ourthis as shown by constant announcments of soon as we rotated the cabinetcolour sorters provides the bestnew partnerships, licensing arrangements back, the customer was sold.customer experience possibleand deals.Why? The biggest problemand playing around with itSome might be surprised at our partner-they had with their old machineshows the customer how usership with Westrup, a company that also was the access to the windowfriendly is really is. Rememberfocuses on seed conditioning and cleaning was through a tiny port. Debriswhen you first used a Windows- equipment. would build up on the windowsbased system? Thats what itYes, we both manufacture seed condition-and they always had to reachfeels like to do a hands-oning and cleaning equipment and taking on in and scrape everything off.demo. this line allows us to bring a more compre-You never know what someoneYou realize how a computerhensive portfolio to customers.might be sold on.has the upper hand over theWhen we recognized that, we saw a When they visit us, theyhuman eye. The sorter and itspotential partnership and not competition. At get a better understanding ofcameras see things in termsa meeting between Westrups CEO and our the scale and depth of whatof pixels and precise colours.own Brian Burney, the two leaders saw more we do. They see how manyMeanwhile, the human eye isn'tsynergies that could benefit each company people work at the office, thenearly as precise. What youthan working alone.professional yet relaxed cul- think you see is much differentAfter another meeting or two to iron ture we have, the huge invest- than what the computer sees.out the details, Oliver became the exclusive ment in spare parts we keepIts something that simply cantSouth American distributor of the Westrup be conveyed virtually. Seeing isline of equipment. believing. When we sell a Westrup piece of equip-That said, there is a sur- ment, we are your administrative assistant prising amount that can beand see your inquiries through to the end. conveyed with a virtual demo.We work closely with our direct contacts Read our full-length column atand have a process to ensure all parts are germination.ca/category/ ordered and installed.germination-insiders/colour- In fact, we at Oliver and the leaders at sorters/ Westrup have been so happy with the part-nership it has the opportunity to open new doors.This just goes to show when you keep your eyes on the horizon and are open to ERICH ENGEL & BOB SALNYKOV opportunities in unexpected places, it can enhance your business portfolio, allow you OPTICAL SORTER TECHNICIANS, NEXEED to meet the needs of the broader market and eengel@nexeed.ca/bsalnykov@nexeed.ca accelerate your business trajectory. @NexeedIncnexeed.caJULY 2020 GERMINATION.CA 19"