education selling into
Top tips for selling to the education market
Selling into schools is not like selling into other sectors. As discussed elsewhere, schools can do much of their procurement through frameworks, which require a reseller to go through a rigorous assessment process to get onto. For resellers that are making the move into selling to the education, then there are some tips that should be followed to ensure the move is successful and adds to the bottom line.
But once resellers have made it onto a framework or are looking to sell to schools via another route, how do they ensure that they do make the sales they are looking for and make it a profitable venture? Here are some tips to follow from experts in the sector. Research The most important thing for resellers to do is research, says Vestel UK’s senior product manager, Tim Matthews. “But every educational
establishment is different, so it’s difficult to do,” he says. “What works for one school may not work for another, so research within each multi academy trust or individual organisation is key. Bids on tenders with detailed specifications are easier but the implementation and some of the subtle details of why they require XYZ may still take some further investigation.”
Tim Matthews senior product manager Vestel
Tim adds that it is important to keep up with the latest trends
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