Nel mio confronto quotidiano con progettisti, ingegneri e imprenditori del settore della meccatronica, una domanda si ripete con una certa frequenza:
“un catalogo può davvero aiutare i nostri prodotti a vendere?”.
A questo punto dovrei rispondere di sì senza esitazione visto che il mio lavoro è proprio quello di aiutare le aziende a sfruttare la catalogazione online di TraceParts. È quello che vendo insomma…
Essere flessibili online per vendere componentistica
Un semplice sì non sarebbe una risposta completa, per questo mi piace specificare che un catalogo online diventa uno strumento di vendita nella misura in cui riesce ad adattarsi in modo flessibile alle esigenze di chi progetta (e in cascata a generare l’approvazione per l’ufficio acquisti).
È un concetto semplice, ma applicarlo richiede investimenti e ricerca costante, esattamente ciò che TraceParts fa da anni e oggi, senza sprecare troppe parole voglio mostrarti con un paio di casi concreti in che modo sia possibile personalizzare, semplificare e rendere flessibile l’utilizzo di un catalogo di prodotti online sfruttando la piattaforma TraceParts.
Lo scopo di un catalogo? Rendere semplice e intuitiva la scelta e la configurazione del prodotto.
Pneumatica: configurare cilindri telescopici (Socafluid)
In questo primo esempio il progettista che consulta il catalogo sceglie inizialmente tra una famiglia di cilindri telescopici. Qui trova alcune informazioni di base predefinite dal produttore e a questo punto è possibile specificare parametri precisi che permetteranno di generare e scaricare il modello CAD3D finale.
In pratica, partendo da alcune caratteristiche base (definite dal produttore) l’utente potrà personalizzare la propria scelta attraverso una configurazione guidata, passo passo.
Ovviamente il numero e la natura di parametri fissi e variabili vengono definiti dal produttore in base a scelte commerciali e di policy aziendale.
Ad esempio come vedi qui sotto il produttore (Asco Numatics) ha optato per altri parametri da personalizzare in base a scelte che sono totalmente adattabili. Questo è esattamente il concetto di flessibilità e di catalogo dinamico.
MOTIVE: motori elettrici e riduttori ad uso industriale
In questo caso le esigenze di personalizzazione dell’azienda erano tali da non essere compatibili con alcune specifiche del sistema TraceParts, questo non ci ha impedito di sfruttare la grande visibilità offerta dalla vetrina TraceParts (9.2 milioni di utenti nel mondo) per raggiungere progettisti e ingegneri interessati a motori elettrici e riduttori ad uso industriale per poi traghettarli dalla piattaforma TraceParts al sito ufficiale, dove era stato integrato un configuratore avanzato. Un altro esempio di come sfruttare la visibilità online e la personalizzazione in modo intelligente per incrementare le vendite.
Configuratore di prodotto
È quindi un vero configuratore di prodotto quello che si utilizza in questi casi ed è naturale che una personalizzazione di questo tipo richieda investimenti diversi dalla semplice catalogazione.
Conviene? È una scelta che ripaga? Esistono alternative?
La variabili da considerare sono molte (il tuo mercato, il tuo target, i prodotti che hai a catalogo ecc) e sono esattamente ciò che considero durante la prima consulenza con il cliente per valutare quale sia la strada migliore da percorrere per generare nuove vendite.
In alcuni casi un configuratore risulta una scelta azzardata e sono io il primo a consigliare come alternativa quella di un catalogo statico in cui è l’azienda a selezionare una serie di modelli preconfigurati secondo alcuni parametri per fornire all’utente una scelta di tipo tabellare.
Perché la consiglio se non è così flessibile come un vero configuratore?
Perché è una scelta rapida da realizzare (online in meno di 3 mesi rispetto ai 6-12 mesi di un configuratore), economica e utile come test per valutare se ci sono i presupposti per procedere con un secondo passo, implementando un catalogo dinamico (nessuno vieta di farlo in un secondo momento).
In sintesi ricorda che…
La catalogazione online non ha limiti e quando un investimento è fatto in modo sensato (analizzando il target, il catalogo esistente e l’andamento del mercato) si traduce in risultati. In mancanza di dati precisi su cui basare l’analisi iniziale il mio consiglio è di procedere per gradi raccogliendo strada facendo tutti gli elementi su cui basare ogni decisione.
Questo è ciò che faccio quotidianamente aiutando le imprese a sfruttare fino in fondo le potenzialità della catalogazione online. Contattami ora [CLICCA QUI] per analizzare nel dettaglio i numeri che riguardano il tuo settore e capire in che modo potresti incrementare le tue vendite.
INCREMENTA LE VENDITE
CON LA CATALOGAZIONE 3D
Scarica il Report Gratuito e iscriviti per scoprire:
- Come aumentare le vendite della tua componentistica
- Come investire in un'azione di Marketing misurabile scientificamente
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