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Five Tips to Help VARs Sell Video Wall Technology

January 12, 2017

Video wall technology has finally hit its stride, and now the high-impact displays are showing up everywhere. For value-added resellers (VARs) who work with digital signage, these super-sized displays offer an exciting opportunity to branch out into new verticals and form lifelong customers.

Of course, a video wall isn’t your typical digital display. It serves a unique purpose and has its own special set of considerations. With that in mind, here are a few tips to get you started selling video wall technology:

1. Consider all types of customers.

Video walls are incredibly versatile, so be sure to seek out business from a wide range of customers in many verticals. These days, we’re seeing video wall growth in retail, restaurants and hospitality, healthcare facilities, universities, museums, transportation and entertainment venues, and everything in between. Don’t be afraid to think outside of the box when looking for new clients.

2. Keep the end goal in mind.

Of course, video walls will serve a different purpose for each different customer. For example, donor walls at healthcare facilities are meant to honor VIPs and attract new donation. But a large video wall at an airport can be used to communicate flight information, advertise a certain airline or entertain passengers as they wait for their flight.

When working with each customer, be sure that their end goal is your top priority. Are they seeking to increase the amount spent per shopper, drive website traffic, increase social media engagement, or something else entirely? Video wall technology can be many different things for each customer; by starting with concrete, quantifiable goals, you’ll be sure to use it to the best of its ability.

3. Get creative.

One of the great things about modern video walls is that they can do it all (well, nearly). From social media integration to multi-user touchscreen experiences, the rich feature sets available are simply amazing.

Keep in mind that many new customers may not be familiar with the more advanced capabilities available with video walls. Be sure to familiarize yourself with some that might suit each customer; your research will pay off in the long run.

4. Emphasize the bottom line.

Some of your customers might be thrown off by the idea of installing a video wall, since they have traditionally been fairly pricey. However, the price of digital screens continues to fall, and video walls are now more affordable than ever.

When meeting with prospective video wall customers, be sure to illustrate the incredible pricing that is now available—in some cases, using fewer screens than were necessary in the past. Now that 85- and 95-inch screens are more affordable, many customers are building video walls with just a few displays, rather than four, eight or even 16. This not only saves money on the front end; it keeps maintenance and replacement costs to a minimum.

5. Offer to partner up on content.

Video wall content simply cannot be an afterthought. These large-scale displays require high-impact, crystal-clear content, and many of your customers might require professional help to get it just right.

Consider offering video wall content as part of your service menu. If content creation and delivery isn’t quite your thing, think about partnering with a content provider who can work with your customers through your own business.

Have you seen an increase in requests for video walls recently? What tips would you share for effectively selling video wall technology?