Should your sales team have some vertical market specialists on it? A recent survey points to a few interesting facts that indicate you should consider vertical market specialists if you don’t have them already.
431 dealers were surveyed, and their sales teams had the following vertical market specialties:
- Legal: 43%
- Medical: 18%
- Government: 36%
- Higher education: 41%
- Financial services: 14%
- Construction: 5%
- Manufacturing: 3%
- Other: 6%
- None: 24%
While 100% of survey respondents had general sales staff, 24% of dealers had no vertical market specialists at all. But here’s the real takeaway: dealerships that had dedicated vertical market specialists were growing faster than those that didn’t.
Whether you’re targeting a particular segment of construction, manufacturing, call centers, or even franchise retail, there is something to be said for carving out a unique niche for your dealership. In fact, many imaging dealers are finding that a balance between having a unique industry specialty and a powerhouse vertical (like higher ed) might be the right mix. Either way, one thing is clear: establishing verticals is a better long-term path to organic growth.
At LEAF, we’re vertical market specialists with decades of experience offering finance programs and comprehensive business development ideas for the imaging industry. Creative financing can actually help you break into new verticals, and we’d love to help.