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hello dealers welcome to our webinar your step-by-step guide to selling visitor pass solutions security you can see this webinar will be presented by your partner at data management incorporated katie lewis Katie thank you Andy Thank You resellers and welcome to my webinar on how to sell visitor pass solutions most of you know me but I've been with data management for about eight years now we are a small business family-owned family oriented and we've been in business for about fifty four years this is me in the top left hand corner this is Mike Phillips he's helping with all the technical stuff the webinar and this is andy jones he is facilitating everything so the topics we'll talk about today why you should sell visitor passes what products we offer and what products you can offer your customer what questions to ask your customers who uses visitor badges who the decision makers are per market what I can do for you to help sell visitor passes and then I'll take questions from the audience right as far as questions go there's a tool on your GoToWebinar window on the right of your screen near the bottom is a place to enter and submit your questions and if you're unable to submit them for whatever technical reason or you want to follow up where you think of a question later please feel free to call or email Katie and will provide her contact information on a later slide all right to ND you bet all right so why should you self as an itions visitor badges are a consumable product you need to sell the product once and you receive the recurring revenue as the orders the reorders just come in we also offer great discounts starts at forty percent off and the minimum order is one book of badges it's also very easy to order with us you can email me call me please in order on our website or you could fax in order in whatever is easiest for you we have a quick turnaround most of our orders ship within two to three business days and security is a growing market if they concerned these days and that's resulting in security products selling more let's talk about the product that we offer we manufacture expiring visitor badges expiring badge means the visitor badge will change color overnight to prevent reuse the next day all of my resellers love this product because it's more expensive so you tend to make more money when selling the expiring badges and your customers are willing to pay that extra just to add the extra layer of security and in their facility so it makes their visitor management process more secure there is two different types of visitor management solutions there's a manual in an electronic and we offer the expiring badges with both let's talk about our manual solution first this is a visitor pass registry book when the visitor comes in and fills out the badge the visitor will have their adhesive name badge to wear around the facility and as they're filling out the badge your customer is left with a confidential duplicate log so they'll always have record who is in their building these badges come wirebound in a book so it's portable and the badges inside are completely customizable so we can imprint your customers name or logo anything they need on that batch we also custom print your company information on every she of badges the company mean phone number website whatever you need so that your customer knows who to reorder the badges from second option is an electronic solution which is typically computer software and a printer that prints the badges out if your customer already has software in place you can sell them the consumable part of this system which are the roles of labels that they put their badges out on we offer this in our expiring badges we offer it in direct thermal labels for like a diamond printer we also offer them in ink jet labels for paralegal Camaro kercher if they don't have visitor management software we have our own that we came up with that you could offer it's called a visitor pass in basic system comes with software printer and a bowl of badges this basic system is four hundred and ninety dollars retail which is less than the typical visitor pass software out in the market and your your uh your money will be made with the recurring orders of labels the roles of labels that go into that printer you can also offer badge tags as an accessory it's a great value add to to your customers order badge tags are used to clip on your shirt and you stick the badge right on that badge tag it promotes your facility's brand and policies on the badge tab and again it's a good value add to your order so if you're presenting visitor badges for the first time what kind of questions would you ask your clients how many visitors do you have each day each week each month this will help you determine how many books of badges or roles of badges that they'll need to order how do you keep track of who is in your building this will help you determine if they're using an electronic software system or manual handwritten badges are you pleased with your signing system if so what do you like about it if not what you dislike about it this will help you get them a better system in place for their facility do you have multiple points of access for example backdoors shipping docks etc so you should be badging this earth at each entrance this will help you determine how many systems or books they need do you have multiple facilities what do you do for them you may need to present a visitor management solution at each location or they may have one corporate headquarter that standardizes all their visitor past decisions if there is an emergency and you have to evacuate how would you know which visitors may still be in the facility with our manual handwritten books the book is portable so you can grab it and evacuate with our software system it allows you to print an evacuation report with one click dear visitors tend to leave without returning their visitor badge our visitor badges change color overnight so a pre prevents reuse of the badge the next day it's confidentiality important in your visitor process our laws are duplicate wad is confidential so it prevents the next visitor from seeing who else has been in that building today do you need visitors to sign-in and sign-out we do offer both styles of badges and they are completely customizable so your customer can have whatever they need printed on those badges who uses visitor passes the most popular markets for visitor passes hospitals schools government agencies manufacturing facilities corporations anyone with a building and visitors now typically you would want to start talking with the director of security about their visitor management system but sometimes they don't always have a director of security so at a hospital you would want to start with materials management or at school you would want to talk to the secretary or principles or at a district level you would talk to the district operations manager or superintendent the government agency you would want to talk to the director of purchasing the manufacturing plant you would want to talk to human resources in an in corporate environment you would want to talk to human resources or loss prevention risk manager I have several distributors who sell to hospitals if your are putting a hospital vendor why not solve them their visitor badges to just keep in mind that hospitals don't always badge every single visitor that walks through their door sometimes it's just on the specific fours like the maternity floor or the pediatric floor they may badge visitors only after hours instead of during the day they may only bad vendors or contractors so there's lots of different places in a hospital that could use this product and for a in a corporate environment there's many locations or could be many locations such as corporate headquarters and then they have all the branch office is maybe a factory keep in mind to ask if it's standardized throughout all the locations or each location makes our own decision in regards to badging visitors and also they may have even in standardized they may use the electronic software the mean at the main headquarters and use manual at the branch offices maybe at the warehouse they only badge vendors we'll have visitors lots of different options for visitor badges to be used in the education market school districts love expiring badges and adds an extra layer of security for all the kids and teachers their school districts again they could have a standardized system where the district office along with all the schools use the same software system or use the same style of badges some school districts it's up to the individual schools to make their visitor badging decisions so depending on that you may want to start at the district office or if each school makes their own decision I would start at the individual schools and go around to all of them again the badges are customizable so we can add their mascot and the school's name to each badge so what can I do to help you succeed as a visitor pass solutions distributor I have a couple websites I have K hyphen corner com this is my website it's packed with lots of sales tools for you flyers I have product videos on there I have a link to our digital catalog with and without pricing and then the second website is ODB PRS com this is a fine friendly website that you can send your customers to to view our catalog and videos and the products that we offer we also offer a website review where my marketing team will take a look at your website if our product is already on there and we can help you improve or get more up-to-date pictures or pricing or if you're looking to add our product to your website they're more than happy to help get started with that also feel free to contact me as a manufacturer's rep I'm happy to conference in on calls or send you out samples for you to present to them whatever you need just give me a call or should be an email and then last but not least we have our try a book program this is the most popular program we offer I can print up a free five page book customizable so we can print your customers info and we would imprint your company's info on the credit line and send that out to you so they can actually try the product before they buy the product