I have just finished this blog from back in January, and agree wholeheartedly with your contributor, but am compelled to respond with my own experience.

Ten years ago I left my job of 22 years with one of the UK’s largest bathroom and kitchen distributors and three years later bought an old established plumber’s merchants with a large bathroom showroom. Having spent three years away from the industry and 22 years in a fairly closed environment where the focus is on what “you” sell, rather than what is widely available, I was desperate to find out what opportunities there were for me to develop my rundown showroom and be more focused on my target market.

I immediately took down the sign put up by the previous owner “Reps by appointment only”, and wrote to every supplier on the purchase ledger, advising them that I had taken on the business, and asking for their support in my new venture.

The response seven years ago was appalling and remains so to this day with some distributors (who I regularly spend money with) having made no more than two visits since I bought the business.
During my tenure I have visited all the major UK based kitchen, bedroom and bathroom exhibitions held in Birmingham and London. Each time I visit these shows I try to make sure I only get ‘zapped’, or give my details to companies whose products really interest me.

I cannot believe how many companies fail to follow up these visits. What could be better than a potential customer coming up to you and saying “I am really interested in your product, could you get someone to visit me?” What could be worse than then not following that up?

Am I the intrusion upon their business, or their salesman’s time?

I deal with those companies that visit me and discuss how their products fit in with my business and those that recognise that my success is their success and vice versa. We often talk about what is and is not working and how jointly we can move business forward. I am grateful for their time and that they have shared their knowledge and expertise with me. A sales person’s visit has never been an irritation - it is the failure to visit that is the irritation.

So to all those sales representatives who have taken the time and trouble to share with me their knowledge over the years - thank you! We will probably continue to grow our business together.

Shaun J Gault, director, W H Horton (Tamworth) Ltd