Being a sales guy in the maritime market is somewhat different from what I was used to in the software industry. Selling navigational tools is a challenge, since they are tools for Pilots to bring on board a vessel. These tools used to be the eyes and ears of the Pilot. Today we can capitalize on help from technology.
By Morten Charles Lans, Sales & Marketing Director, AD Navigation
This article is not about how to sell these tools to Pilots, it is merely an article about what the Pilot is selling. Your position tagline, or title if you want, doesn’t take away the fundamental work we all do for our companies. We all sell something.
I provide the Pilots with “ease of mind”, my colleagues sell something different, they develop technologies for me to sell, so they provide me with amazing technological solutions and even stories to tell. They sell to me. So what does a Pilot sell? Well, the Pilot is not on the bridge in the capacity of selling anything tangible, The Pilot is there to conduct his or hers services. The Pilot do sell something – it’s intangible, but nevertheless – something. The Pilot sells a safe & secure journey to the vessel, to its destination. To be able to do so the Pilot is equipped with local knowledge and training. The Pilot should always also carry an independent navigational sensor to be able to conduct his or hers services to the best of the Pilots ability.
"..the Pilot is not on the bridge in the capacity of selling anything tangible, The Pilot is there to conduct his or hers services."
At AD Navigation we believe that if you bring a Portable Pilot Unit – that being a sensor and a laptop with Pilot Software you will be able to do so with greater results. This will give your employer a better income, your customers a better income, the recipient of the goods carried onboard a better income – because they receive their goods when they expect it to be delivered. The Return on Investment is huge. Remember; even when Ports do shut down due to bad weather a vessel with a Pilot onboard equipped with a Portable Pilot Unit can safely and securely maneuver to quay.
As a sales guy I would urge you to invest. You will be happy you listened to a seller.