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60 SMT Magazine • December 2016 our products. It has to add value to your web- searching experience, not only exhibit their list of available equipment. More and more frequently, customers are moving from a simple pit-stop on a website where they used to only look for lists of avail- able equipment, to a longer search of valu- able information about "How Tos" or "Dos and Don'ts" of pre-owned machine buying, trading and selling. It's become more than just a source for equipment. Many companies' websites offer short, comprehensive articles that will help you un- derstand how to decide between each catego- ry, such as, "Used as-is" and "Refurbished," or what equipment will do the best job for your specific application and which one may not. The websites are helping prove the companies are both helpful and experienced before they ask for people's next purchase. Think of this as where the cart is being filled, dumped, or possi- bly recycled. Customers expect a website to be a source of useful information and a sales team must be prepared with answers they don't nec- essarily find in a manual or a description cata- logue. documented in your quotation and included with your pre-owned equipment purchase. Ar- eas to cover with each sale include the services to each machine, acceptance, delivery, installa- tion and warranty. Follow up training on-site has also become a valued expectation from pre- owned equipment resellers held to the highest standard. You can bet if none of these expectations are offered with your pre-owned equipment purchase that anything you hoped for post-sale may be a big disappointment. Knowing the Difference: Experienced Vendor or Peacemaker? Pioneer companies are transforming the way they sell and showcase their experience to current and potential customers. Therefore, it comes as no surprise that most companies are focusing on their most powerful sales tool: Their website and turning it into a platform to engage current and potential customers in more than one way. A company's website can no longer be only a digital catalogue. Nowadays, it must be a source of useful information about our industry and THE HUNT FOR THE BEST PRE-OWNED SMT EQUIPMENT SUPPLIER Whether you're buying refurbished, reconditioned, or simply used as-is equipment, you and your team must consider the production rate at which you want to be, what type of equipment will give you those numbers and most of all, which vendor you can trust with this decision.

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