Complex Product Often Equals Complex Sale

Source: http://www.flickr.com/photos/ virginia_southern/489312166/

Rule of thumb: If the product is complex to manufacture, then it’s probably complex to sell. Case in point: Fire engines.

The manufacture of a fire engine remains a custom, almost one-of-a-kind operation. Typically, a group of workers is assigned to the fabrication of the body and assembly of the truck frame. A separate group performs body finishing, then the apparatus is wired, equipped, and tested by a third, or “equipment,” group. Aside from the body, manufacture of the fire apparatus is typically an assembly process. The process is described at How Products are Made.

For more on how to better sell fire trucks, visit our sister blog, Guided Selling Blog, and the post “Guided Selling in the Fire Truck Industry.”

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