New Horizon - Issue 3 - Agriculture

A day in the life of
our demonstrator
Group demonstrations invite customers
and operators for product introduction
So, what happens when a customer decides they want to
have a demonstration of a new model machine? How do we
make sure that the customer gets the opportunity to see the
machine working at its best? Let’s take look at ‘A day in the
life of Rob Patrick’ - The Hunt Forest Group Demonstrator
for Golf and Commercial Turf machinery.
• Our two Golf sales specialists, Bob Culverhouse and Andy
Johnson will receive notification from a customer that they
are interested in trying a machine with a view to expanding
their existing fleet or replacing an old machine.
• Bob or Andy, will discuss with the customer the specification
of that machine and will list the specs for Demonstrator
Rob Patrick. These specs might include the height of cut,
whether it needs groomers or anything specific to the
customer’s needs.
• Rob, Bob and Andy, will agree what date is best suited for
the customer and for the demo machine and will agree on
a target date and whether the customer would like to keep
the machine for more than a day.
• Prior to the demo day, Rob Patrick will contact the customer
to agree any special requirements and expectations for the
demonstration other than discussed.
• The demonstration machine goes through a thorough
check-over to ensure everything is working correctly, that
blades are sharp, the units are level. The machine will then
receive a total wash-down as it needs to arrive with the
customer - looking brand new.
• On arrival with the customer, Rob Patrick carries out a preinstallation
walk-around, showing the customer and the
operator the various functions and capabilities. Rob will
drive the machine initially, then had-over to the operator.
• Rob will stay with the machine and customer until he feels
that the operator is totally conversant with operations and
settings. Rob answers any final questions and then leaves
the machine with the customer.
• If the machine is to be collected at the end of the day or the
next day, Rob arrives on time to collect the machine.
• Rob and the salesman will discuss the features and
performance of the machine with the customer/operator,
answering any questions and talking through the features,
relevant to the customer’s needs.
• As sales executives, Bob and/or Andy, will get feedback
from the customer and discuss any trade-in values and
delivery requirements or finance plans, depending on the
type of deal required.
• Once the new machine has been delivered, both Rob and
the salesman will arrive with the machine to run through an
installation routine, to ensure the operator understands all
the functions, the maintenance procedures, daily checks
and general care.
• The customer will receive a follow-up after three days,
three weeks, and three months to make sure everything is
working out satisfactorily.
• On return to the branch, the demonstration machine is
checked-over to make sure all blades are sharp, there is no
minor damage and it is washed own in preparation for the
next demonstration
• Rob, Andy and Bob will discuss how the demonstration
went, and prepare for the next outing.
Rob Patrick (left) Hunt Forest Group demonstrator,
with Bob Culverhouse Golf Specialist
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