Estimated reading time: 1 minute, 41 seconds

BRANDS ON ICE

The teacher in my ice skating class last night was asking me what brand of ice skating blades and boots I wore. I said, “I don’t know and I don’t care.” I got a real discount a few years ago and got a discontinued style of boot and discontinued kind of blade that bore a retail price of $750 at a steal. A couple of years ago, I replaced the blades with a style that’s more suited for jumping and I might have to replace the boots.

But I have no clue who the manufacturer or style of any of these elements is, nor is it important. I advised the young lady who was next to me to go to the pro shop and ask for advice. She had. I asked if the person who answered was old. “No,” she said. “Go back and ask for Rich. He’s the gray-haired guy and he runs the business. He’ll get an idea of what you want to do and what your price range is. He’ll recommend something that will do the job. You don’t need to worry about the brands unless you are a pro skater.” Isn’t that the case with good software resellers. Customer have needs and a budget that determines how much they can afford to spend to solve them. They shouldn’t need to worry if the brand is Sage, Microsoft, or a product with a particular name. Granted, since financials are a bit more valuable than skates, there is wisdom in wanting to vendor to have staying power. Good sales people help limit choices because otherwise customers would walk away in confusion. And they offer good follow through. I told the young lady Rich would go to the rink and watch her skate to see how a particular set of blades and boots worked on her. And since most boots aren’t custom, he would make needed adjustments. It’s pretty much the same as a good software reseller

 

 

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