The market for industrial equipment is increasingly competitive, with manufacturers using new and emerging technology to differentiate and enhance their smart, connected products. Sales and marketing tactics play a large role in customer acquisition but are traditionally expensive to scale and maintain in today’s global environment. Demonstrating product value and capabilities to customers, whether at trade shows or on their home turf, is essential for driving sales but also impacts the bottom line.
Equipment manufacturers are embracing virtual product demonstrations via industrial augmented reality solutions. In the process, they’re reducing many of the costs traditionally associated with sales and marketing. In fact, AR makes three of the biggest industrial sales and marketing expenses superfluous.
Equipment manufacturers must update and redistribute their customer-facing printed collateral to reflect each product release and enhancement. In an expanding market with global customers, this is not only challenging, but expensive. Equipment makers can reduce costs by digitizing this information and building it into their product demonstrations, ensuring that prospects understand the unique benefits of new offerings.
Equipment manufacturers are now using AR authoring software to quickly and easily update virtual product demos with critical enhancements that can lead to more sales. Customers and prospects that experience AR demos no longer need up-to-date printed materials to be privy to the latest product innovations.
Proof of concepts for built-to-order industrial equipment typically begin with a sales-engineer led effort that manufacturers reconfigure to meet customers’ specific needs. These miniature base models equate to a certain cost and lose relevancy as products evolve.
Manufacturers can save time and money by giving customers an entirely new, interactive AR-based POC. With only a mobile device or wearable headset, equipment makers and customers can quickly reconfigure and customize products on-the-fly, saving on the cost of physically producing numerous models.
Another benefit to digitizing product demos and POCs is the savings on shipping. Sending industrial equipment to customers is expensive. However, it is often a necessary part of the buying journey for built-to-order products.
AR reduces the need for equipment manufacturers to send physical product demos to customers. Instead, highly detailed virtual demo experiences allow customers to overlay products onto their own environment at a fraction of the cost. AR authoring solutions like Vuforia Studio allow manufacturers to then quickly iterate the POC and demo experience to drive more savings.
AR solutions can significantly reduce the costs associated with developing sales support materials that communicate the value of industrial products. Eliminating the need for printed materials, physical prototypes, and shipping expenses can help sales and marketing teams scale globally while creating savings that manufacturers can pass directly back to their customers.
Discover the myriad ways that augmented reality can benefit industrial sales and marketing teams in this complementary infographic.