Selling: Table Tennis
Engineered to last
German engineering prowess is the secret to Kettler’s success in the table tennis market, so national sales manager David Lamb tells David Pittman.
K
ettler is part of the German manufacturing group Heinz Kettler, which has interests in leisure and fitness equipment, toys and bicycles. Germany is renowned the world over for its manufacturing capabilities and although this may be a general stereotype, it is one that Kettler (GB) national sales manager David Lamb is happy for the brand to live up to. “The brand is known as a quality and durable option,” he says. “We sell a lot of products off the back of the German technological and manufacturing expertise we put into all of our products.
“People who buy our tables are after a quality product and come from a demographic orientated towards choosing quality goods. They see our tables as an investment they are making, as opposed to buying something they will end up discarding down the line.” To illustrate his point, Lamb says Kettler has taken its tables to the South Pole as a marketing stunt to prove their durability and show how they can be used in any environment.
This durability, while being a badge that Kettler is proud to wear, can have negative connotations though. While said with a hint of sarcasm, Lamb notes that repeat business is not as strong as other brands and that people who look after their Kettler table find it can last a lifetime.
“It has worked in our favour in times of austerity though, as with a tougher economy people are more conscious of what they are spending their money on and looking for quality products to invest in. “Consumers are making considered purchases in today’s market and the quality we offer allows us to benefit. We have good brand recognition and people know Kettler means quality.”
Lamb says the overall table tennis market has remained relatively stable over recent years, although is probably down on where it was ten years ago. Against this backdrop, he says Kettler has grown its business and revamped its Champ range of tables, including the Champ 5.0 Outdoor table with weather-
‘In fashion’ sponsored by Attack and defend
Who are the names to watch out for in UK table tennis?
Name: Tin-Tin Ho Sport: Table tennis Nationality: British Best known for: Winning three singles titles in the English National U11-14 Champs 3 years running Will be using: Chinese pen-hold blade, Stiga Royal and Stiga Boost rubbers
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www.sgb-sports.com
proof Alu-Tec composite top and aluminium under belly. “We’re already up on where we were last year and there are many other people who’d like to be able to say that but can’t.”
Lamb, like most others across all aspects of the UK sports trade, sees next year’s Olympics and Paralympics as a big opportunity. “Table tennis is one of the most-watched events and I believe 2012 can be a catalyst for growth for everyone in the whole industry.”
To support its retail partners during this time of anticipated growth, Lamb says Kettler will continue to provide a high level of customer service.
“Our processes don’t end once the product has been ordered and delivered. We are proactive and aftersales care is paramount to us. We look to go beyond what is expected as the norm and go that extra mile. “We try to make sure we are always available and sort out any problems quickly, although the quality we offer means that issues are often few and far between.”
Email:
info@eurozonebrands.com www.trionz.co.uk
Name: Liam Pitchford Sport: Table tennis Nationality: British
Best known for: Winning two European youth medals and Will be using: Butterfly Timo Boll ALC blade and Butterfly Tenergy 05 rubber
Name: Paul Drinkhall Sport: Table tennis Nationality: British Best known for: Being a European youth triple gold medallist
Will be using: Butterfly Timo Boll blade, Butterfly Bryce Speed and Butterfly Tenergy rubbers
Name: Kelly Sibley Sport: Table tennis Nationality: British
Best known for: Winning a gold medal in the World Team Championships in China Will be using: Butterfly Timo Boll Spirit blade with Butterfly Tenergy 05
Name: Gavin Evans Sport: Table tennis Nationality: British
Best known for: Being the European Youth
Champion/European Youth Olympic Champion in 2008 Will be using: JOOLA Fever blade and JOOLA Express Explode rubbers
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