Motorola WT4000 - Wearable Terminal - Win CE 5.0 Professional 520 MHz User Manual Page 14

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PAGE 14
PARTNER BRIEF
WEARABLE PRODUCT FAMILY
QUALIFYING YOUR CUSTOMER
The following questions will help uncover underlying
needs that can be addressed with the Motorola
Wearable Product Family:
Uncover the opportunity and areas where the
strengths of Motorola’s Wearable Product
Family are key selling points:
• What is your companys inventory accuracy? Order
cycle turnaround time? Shipping accuracy? Cost of
shipping/transaction error?
• Do your workers handle boxes, goods, packages,
and products?
• Are workers currently using handheld scanners or
terminals, and if so…
Is it burdensome for workers to holster these
devices to handle boxes or goods?
Would productivity improve if workers could
easily handle items while interacting with the
mobile computer?
Do handheld devices ever incur damage while
they are set aside?
• Do you need/use voice-based and text-based picking
in different parts of your warehouse?
• Could you benefit from a flexible solution that
supports both voice-directed applications, as well as
full computing for rich error and exception handling?
If your customer is not interested in a full
computing platform, then position the voice-
dedicated WT41N0 VOW with a qualified partner
and RCH51 headset (the latter only if supported by
the voice partner’s application).
• Do workers need to wear their terminal/scanner
throughout their entire shift? Are device comfort and
ergonomics key concerns?
• In what type of environmental conditions will
the devices be used, and in how many different
temperature zones?
• In what lighting conditions will the devices be used?
• Will workers need to use voice-directed applications
in noisy environments?
• What types of bar codes are used throughout your
enterprise — 1D, 2D, PDF417? Do you have a need
today or anticipate a need in the future to capture 2D
and PDF417 codes?
• Will workers share parts of the wearable system
— for example the rugged headset or ring scanner?
Would you and your employees appreciate the
increased hygiene that user-replaceable parts deliver?
Uncover any upgrade opportunity:
• Do you currently have RS1, WS1200, or SRS-1 ring
scanners deployed with the WSS10xx wearable?
• Where (in what departments), how are they being
used, and what specific applications are in use?
Service-related questions:
• What level of post-sales service and support do
you expect?
• How long can you afford to be without your product?
• Is turnaround time flexible? Is cost more important
than turnaround time?
• What is the impact of downtime on your business?
• Do you regularly download software updates for
your devices?
• If we could offer you a service plan that covers your
investment from accidental breakage for a one-time
upfront cost, would you be interested?
ENTERPRISE MOBILITY SERVICES
OPPORTUNITY
As our partner in selling Motorola products, you can
benet from offering your customers a complete
solution that includes Enterprise Mobility Services.
Selling services up front with the product results in
a higher attachment rate. In addition, it provides a
unique opportunity to increase your profit margin while
providing a renewable revenue stream for your business.
Motorola’s flexible, channel-ready services are designed
to give your customers the services they need — when
and where they need them. In addition, Enterprise Mobility
Services benefit your customers’ businesses by:
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