In the early 1980’s personal computers were becoming more and more available. An IBM PC/XT cost nearly $10,000 at that time but businesses of all kinds were buying them.

Do you remember secretaries? Secretaries did most of the typing and filing and administrative tasks in every office.

When the IBM PC/XT first appeared people thought it was a swell machine but didn’t really understand its significance until various applications became available.

As soon as word processing, accounting and simplified customer record keeping programs were developed you could kiss your secretary good bye.

As expensive as the early computers were they cost less than having a secretary. The good news was secretaries didn’t lose their jobs. Computers made them more efficient and more valuable. Secretaries became admins and expanded their responsibilities and capabilities.

We are on the verge of a similar phenomenon: the introduction of the digital 2 way radio. Digital 2 way radios cost about twice as much as a regular analog 2 way radio.

Two way radios have been used mostly for just talking. Push the button and talk. Let go of the button and listen.

Digital radios talk. Digital radios talk about 20% further than regular analog radios. Digital radios also make it easier to call everyone at once or just one person at a time. In addition to talking, digital two way radios track and text. Digital radios can be equipped with GPS tracking and texting features.

The real story here is that digital 2 way radios are like computers in that it is not the computer that is the big story. It is the applications or programming that is the big story.

Programming that is specific to various business applications are being developed for digital 2 way radios. These applications will be for nursing homes, factories, schools and many other places of business, education and industry. These applications will make  workers more productive, safer and more efficient. Once you see what a digital radio can do the additional cost will be meaningless.

The future of 2 way radios is digital. If you want to talk digitally give us a call.

Best Wishes,
Manzie

I don’t understand why, but Thursdays are usually the slowest day of the week for our 2 way radio business. On Thursdays the phone seldom rings. The phone has not been ringing off the hook the last 12 months but on Thursday it has rang the least.

We usually make more out bound calls on Thursdays than any other day of the week. We subscribe to a service (Sales Genie) that provides us with lists of people to call. Most people hate to make out bound sales calls. We don’t seem to mind making calls.

Our sales approach is very straight forward. “Hi (fill in the name of the person you are calling). This is Manzie. You and I have not met but we are in the 2 way radio business. I am calling to see if you and I can do business.” At this point the fellow I’m calling says, “Tell me more” or “We already have radios,” or “We don’t use radios.”

It really doesn’t matter what he says I am just trying to introduce myself and hope that he lets me send him my contact information or information on some of our two way radios. However, more often than not, I am leaving a voice message on the prospect’s phone. I only talk to an actual person about 1 out of 10 calls.

With my first name, “Manzie” you can imagine some of the problems I’ve had. It was worse in elementary school but it is still not easy being a “Manzie.” You would think that with a name like mine I would be sympathetic and I guess I am.

Just between you and me there are really some striking advantages to having an odd name. People remember me. People never ask, “Manzie, who,” or “which Manzie is this?” I have to admit as an adult it has been a pretty good name.

Here’s the deal, on a typical Thursday we will make about 100 out bound calls looking for people that would like to buy 2 way radios or 2 way radio equipment from us. We call Davids, we call Bettys, we call Harrys and Larrys and Joes. But we also call Farqoos, Megaloosas, Appoloosas and Quintalas. If we call you on some Thursday late in the day and you are a Muckulas or Noopapena please be patient if we mispronounce your name.

You kind consideration is always appreciated.

Best Wishes,

Manzie

A daily part of our marketing effort is making telephone calls to potential customers. We subscribe to an internet service called “Sales Genie.” Sales Genie is really very cool. We put in the type of business and geographic area we want to reach and Sales Genie gives us a list of businesses that fits our description. Currently we are calling on nursing homes in the eastern half of the USA. For example, we log in our request to Sales Genie for nursing homes in Pennsylvania and bingo bango we have our prospect list in about 2 seconds. Internet businesses are the best.

If you’re like me you are forever asking/telling the people around you, “What did we do before there was an internet? What did we do before there was an internet?” The first few times I asked the question my children, who are all grown, found it insightful and engaging. Now I’ve asked it so many times that they barely acknowledge that I have spoken.

Back to the phone calls. When I call a new prospect I say, “Hi, this is Manzie with 2 Way Radio Express. You and I have not met. We are in the Two Way Radio business. We work with nursing homes and hospital that use two way radios. I’m calling to see if we can do business with you. Are you using radios now?”

If my prospect is not currently using radios they typically ask, “Why would I use radios?” I tell them radios let them talk to their staff members one at a time or all of them at once, immediately, regardless of where they are in the building. They usually respond, “Mmm.” Then I mention that the staff can use an earpiece so patients and residents won’t be disturbed. This causes their ears to stand up. “We have a problem with our overhead public paging system,” they confide. “Our dementia patients are sensitive to noise and get irritated by the paging system. Will two way radios work for us?” I tell them, “Of course, they’ll work beautifully for you and there is no monthly fee.” Homerun!

Once again the internet connects two ships passing in the night. The internet is the coolest.

Best Wishes,

Manzie

One of our favorite radios is the Tekk X1000 series. The Tekk X1000 comes in several different versions. Usually customers that use the Tekk radios buy the same version each time so there is conformity in their radio fleet…or herd…or flock…or gaggle. I’m not really sure how to refer to a group of radios.

Last week a customer ordered a couple more Tekk X1000 radios. We were out of their specific version and Jay sent a different version. A few days later the customer called and asked why they were sent a different radio than they usually get. Jay told them we would be out of their version till after the first of the year, “I sent the equipment I did so you would not be without the radios you need. Use them till we get resupplied and then we’ll send your regular radios and have the others picked up by UPS. Or if you like them you can keep them.”

The customer told us, “That’s terrific! Most companies wouldn’t have done anything and when I called they’d just tell me they were out till after the first of year. You guys at 2 Way Radio Express are the best.” Another gold star for us.

Best Wishes,

Manzie