Published February 6, 2019 | Updated November 19, 2020
Should your sales team have some vertical market specialists on it? Here are a few interesting insights from a dealer survey 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% had no vertical market specialists at all. But here’s the real takeaway, dealerships with dedicated vertical market specialists grew 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. Especially in times like these, many imaging dealers find that a balance between having a unique industry specialty and a powerhouse vertical (like higher ed) is 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 help you break into new verticals, and we’d love to help.