Arduino

For the reseller

Arduino: don't sell it — use it to understand the customer who wants to build his own

Arduino is not a GPS manufacturer: it is an open electronics platform of Italian origin. It is in this catalogue because plenty of people build their own tracker from a board, a GPS module and a mobile network module.

Why it pays to know this: it is exactly what the technical customer will bring up when he wants to negotiate. Knowing what he is talking about gives you authority in that conversation.

What to answer: that for a prototype or a very unusual case it is a legitimate route, and that for a fleet it is not — no warranty, no spares, nobody answering at three in the morning, and the real cost shows up when twenty different homemade units need maintaining.

What to watch: don't fight that customer. Offer to connect what he built to the platform and sell him the service, not the hardware. That sale is won with respect, not argument.

What you can actually sell that customer: which tracker to buy first, how the business is set up and connecting it to another system.