It was my third time to attend the GS1 Connect event; this time in Washington, DC from 31st May through 3rd June. The event was loaded with an impressive conference menu and a larger exhibition area than in the Austin event last year, although with less exhibiting companies than previously. RFID was well presented - read on to see what I am taking home from that perspective.

Dear reader, my name is Lluis Bueno, and I love RFID. Do you? I belong to the Spanish company NextPoints, and I have met hundreds of professionals and companies working in the RFID market without any passion for the technology… and most of them are not working in the RFID market anymore. So, why is love required for RFID business to survive?

When talking about high-end RFID performance testing solutions, I sometimes face the situation, where my customer is struggling to find room for the investment in their budget. After some return on investment (ROI) calculation the situation typically looks much brighter.

If we look at the overall quality cost structure in UHF tag manufacturing, I would dare to claim that in many cases even a single batch of poor quality can justify the ROI for decent RFID test equipment. The challenge here is though that the costs of being able to provide good and consistent quality are directly addressed to the production, whereas the costs induced from poor quality are inconspicuously scattered all around the corporate structure.

Where do I base the claim? Let me show you!

Selling is a noble form of art, which takes slightly different forms when selling to a customer (out-house) or to a colleague (in-house). Luckily both the directions go by the same principles. The twist in general is whether that special someone is already looking for a solution and is therefore on the buying mode, or not looking and even in the I-have-other-priorities-such-as-protecting-the-cash mode. Read more to learn how to successfully navigate the in-house sales process to reach the desired outcome!