Purchasing two portable computers has made all the difference
for Ken Levitt, owner of Mexican Accent Inc. in New Berlin,
Wisconsin. A manufacturer of tortillas and tortilla chips, the
47-year-old entrepreneur was looking for a way to help him compete
with the big guys. The answer: Giving multimedia presentations on
the road via laptop computer. Levitt estimates his closing sales
have tripled since acquiring portable computers more than a year
ago. "They've been a very powerful sales tool for
us," he says.
As more small-business owners realize how portable computing can
improve sales, boost customer service and maximize their
productivity on the road, the real question is how to get
started?
"You need to begin with a vision for how the business is
going to operate," advises Sharon Marsh Roberts, president of
computer consulting company Roberts Financial Systems Inc. in
Linden, New Jersey, and vice president of the International
Computer Consultants Association.
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Roberts recommends you begin by determining who's going to
be using the laptop computers, what they'll be doing and their
specific needs. Ask employees about the computer functions they
deem necessary, and then have a small group of typical users test
the models in the field. Once you've settled on the kind of
laptop computers required, attempt to standardize them. You
don't want members of your sales force carrying 10 different
models. "Standardization makes the business function
better," says Roberts.
Once employees hit the road in full force, expect a certain
number of problems with the machines-particularly within the first
few months. Have a standard policy in place, says Roberts, that
informs employees how to deal with computer problems and failures.
Finally, it's a good idea to create a security policy outlining
company strategy for keeping computer files and hardware safe in
airports, hotels and typical travel situations.
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