United Visual About Us
Contact Us
Support
Whats Hot
Site Map
    
  

Portable projectors time savers for BET sales force

BET Cable Network turns to Sony portables from United Visual
BET sales force uses Sony portable LCD projectors
People who work for Fortune 500 companies don't have a lot of time on their hands. When an account rep from the Black Entertainment Network knocks on their doors, he knows he has to make his point quickly. He's there to sell a very large concept to some very busy people, so with a Sony portable LCD projector in hand, he's ready to deliver his message smoothly, professionally and succinctly.

BET isn't selling a product you can take out of a briefcase. BET sells time-advertising time on what has become the preeminent cable television network focusing on the African American community. BET is an open window to one of the fastest growing segments of the American marketplace, a segment that spends $500 billion dollars annually on consumer products. "A large part of our sell is educating our clients on the community itself. You can reach our target audience through other networks, but you don't always have the influence and impact that we do." So says Darryl Heggans, regional vice president for advertising and media at BET.

Arming his sales people with laptops and portable projectors has definitely given the sales force a more professional, efficient look. Stacks of overhead transparencies and reams of paperwork have given way to a sleek PowerPoint presentation, custom designed to the potential client. The projector makes the presentation more effective with larger groups, and using PowerPoint means presentations can be updated "on the fly" without disrupting the message.
    Other stories
like this:

 
 
 •   
 •   
 •   
 •   
 •   
 •  
 •   
 •  
 •   
 •  
 •
 
 


Heggans believes one of the biggest advantages for his sales force is that they can control the flow of the presentation, rather than trying to catch up with a client who has decided to read ahead through the handouts. "Having a projector like this helps you keep their attention. I want their eyes on me whenever possible," says BET account rep Elverage Allen. The Sony projector delivers a picture clear and bright enough to work in all lighting situations, often a question mark when you're taking your message on the road. Extremely lightweight, they are compact enough to carry on an airline and fit neatly into an overhead compartment. They're also easy to use, and when time is limited that's important. "You have to get in there, get set up and get your show on the road as quickly as possible," says Allen. "These people are busy."

Time is never more limited for BET account reps than during the "upfront" season, that time of year when the major TV, cable and radio network people are trying to set up deals with national advertisers for the upcoming fall entertainment season." There's always a glut of presentations during upfront, and having a projector like this gives you some much needed speed," says Allen. No doubt about it, whether you're selling it or buying it, in this industry time is definitely money.