‘Recovering’ new business
“We really have two main offerings for the retailers,” said Paul Steele, vice president of sales and marketing for Seagate Recovery Services. “If they haven’t had any history with data recovery, we can come in with what we call a level one approach.” Level one is where Seagate provides collateral to display in the stores, and training for sales associates on how to spot a potential customer. The customer is then referred to Seagate for the recovery.
Level two, however, is the more profitable end-to-end solution. Retailers manage the service as if it’s coming from their stores. They plug the hard drive into a diagnostic tool, which explores a variety of things in the drive, determines the cause and spews out a quote based on the cost of recovery. If the customer wants to move forward with the recovery, Seagate provides free shipping and packaging to deliver the drives to its labs.
Fry’s Electronics salespeople constantly encounter people in the aisles, perusing external and internal hard drive replacements. Signing on with Seagate means they can offer something to the customer they may not even have known about. And Seagate’s system enables Staat to get better pricing and faster turn around for Fry’s customers. “You have one company to go to to get your hard drive replaced,” he said. “The service in itself will allow us to leverage more of our offerings.”