Let’s
How long have you been trading? I’ve been working in a builders merchant for 8 years with the last 6 years being involved in sales. Those initial 2 years were involved with basic counter sales & projects within the branch looking at merchandising etc. The last 6 years have been a build up from very basic ironmongery sales to directs, pricing up jobs/new-build, quantifying and then of late started doing tool hire. One of my specialisms is power tools, we stock Makita & recently taken into stock Festool.
What are your opening hours? Monday – Thursday : 07:30-17:00 Friday : 07:30-16:15 Saturday: 08:30-12:30
How many employees do you have? In my sales team there is 10, including 4 counter sales but 25 on site at the branch.
Which is your busiest day? Monday
Do you have many regular customers? Lots, too many to number. Would have thought near the 50 mark who would deal with me but many more who would deal with all of the sales team.
When is your busiest time of year? Why do you think this is? Now a-days it’s totally dependant on the weather. With bright sunshine like we’ve had this year from January we’ve been quite busy. There are certain peaks in April for DIY paving jobs and then that continues through to October. There’s not really the same shutdown at Christmas these days as, if people have work they don’t want to turn it away.
Do particular lines sell well at different times of year? If so, which ones? Landscaping is fairly seasonal with decking, patios & aggregates accessories that go with that. A major factor is people are often digging out their footings in January so that obviously dictates a bit what we’re selling and the tools to suit.
Do you encourage reps to visit? Yes indeed, I like to keep in touch with what is going on and make sure we’re up with the times. I’m always keen to take on new products and be talking to customers to see what they think of them.
Why do you deal with particular tool companies? Makita & Festool are the main for the power tools. We also deal with Marshalltown, RST, Estwing, Hardman, Irwin, Bahco… the list is pretty long.
How would a company with good products to sell come to your notice? Either in magazines I’ve read, shows I’ve attended or a rep dropping by.
What changes are afoot? Green Deal is going to have an effect, also the introduction of renewable products into the market. People are more interested but I think it’s still a bit expensive to become main-stream.
How do you see the future of the tool trade? Positive, wish at times people would stop talking it down and talk it up. It would make a massive difference and people would be more confident to spend their money.
Do you have a ‘Top Tip’? Keep your chin up, you might have lost the sale but you’ll loose the next if you’re not on the look out.
Ben Baker from TBS Building Supplies Old Greens Norton Road, Towcester, Northants, NN12 8AX Phone/fax: 01327 350528 / 01327 359340 Email:
ben.baker@
tbsmerchants.co.uk
telephone 01444 440188 ToolBUSINESS+HIRE 7
Talk Shop!
Reply No. 206
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