Sales reps aren't what they were...
Is it just me or has the standard of representation dropped to an all time low? I have managed two sales teams within our industry and in my opinion the purpose of each sales call is ultimately to add value to the client. If you add value, you and your products become valued. Since becoming a retailer, I have been exposed to a different kind of reality regarding the current level of sales representation - perhaps they ring some bells with your readers?
I like a chat about football as much as the next bloke - but not for an
hour when I've got work to do!
An appointment would be nice - but hey you were just passing.
Who needs a reason to call when there's a kettle to be put on? It's better chatting when having a cuppa.
A purchase breakdown that compares our company with regional and national trends would be useful - oh darn, the computer was down last night.
Who needs to shave and wear a tie when dress down Friday starts on a Monday?
I'm sure the displays are working correctly - there's no need to check them is there?
Some brochures would be useful to help sell your product - oh sorry you're not allowed to distribute them - that's a head office function.
We have some invoice issues - my mistake, that's a head office function as well.
Faulty product returns - that's right I have to send a fax to head office.
No, please keep your mobile phone turned on, I love it when it rings during our chat about football.
I also really enjoy it when you pick up the phone and answer it - hey it might be important!
With the market being quiet it's more important than ever that the relationship between supplier and retailer becomes more harmonised to maximise all sales and business opportunities - I'm not asking for a lot or am I just getting old?
Bryan Benfield, Bathrooms Inc, Rugby
London town woes
One point that seems to be overlooked by both the London trade show organisers is that Grand Designs takes place immediately before kbbreview Expo between April 25 and May 4. As William Ball has already committed to this show it would be impractical to exhibit at either of the two trade shows in the following weeks.
Our research, in relation to kbbreview Expo taken over the last two shows indicates that it should run for four days and not three as most serious business people would not give up their Sunday to attend a trade show and Monday is an
offi ce day, so that only leaves Tuesday to travel to London and visit the show.
One day is not enough to travel and visit for most who are located outside the Home Counties. This was confi rmed by visitors to our stand during the past two shows and therefore it is not economical or viable to exhibit at a show that
will not attract a national audience.
The same applies to KBB London at Earls Court except they have the added problem of the poor location. William Ball has exhibited there a number of times over recent years and very few visitors travel from outside of London and
the Home Counties.
So, three kitchen, bedroom and bathroom shows within a month, all in London, clearly shows someone has not carried out suffi cient market research before announcing their venue and dates.
Terry Ball, md, William Ball
