COMPANY PROFILE - SCV LONDON
Sales and marketing director Andrew Stirling reveals how supporting dealers, product knowledge and a strong team has seen the firm continue to grow…
Year Established: 1986 as a manufacturing company. We started in distribution in 1994.
Number of employees: The important ones for your day-to-day contact are Tony Besgrove and Garry Robson, as well as Matt Esau for online marketing support.
How is business compared to this time last year? Up on last year, which is great. Flat is the new growth – well that’s what the Americans told me at NAMM – so to have achieved growth in the current climate is very encouraging.
What are your best selling lines and why do they perform so well? Loudspeakers are the biggest part of our business. Two years ago we took on Focal and now it is one of the major studio monitor brands on the market. Audix is our main microphone brand, while Avantone is developing very nicely as well. Other brands that do well are Turbosound, Sony Pro, Olympus and Fostex.
What are your main strengths? Our main strength is total support for our dealers/business partners with whom we work with very closely. We also have a good feel for technology and a great team who all care and will always do their best to accommodate customers’ needs.
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We are investing further into digital marketing, which is a new and
exciting dynamic area with new possibilities opening every day.
How do you maintain a good relationship with dealers? That’s our secret, but they know it. If you want to know more, we are always looking for more dealers.
What should retailers be doing to ensure they survive this tough period? Our market has always been challenging for lots of reasons.
Back in the ‘80s you could get by on enthusiasm alone and many musicians set up guitar shops. However the world of commerce has moved on greatly from those times and to be successful you now need to be playing outside your local market. I think those that reach out and are proactive rather than reactive will do the best; the days of turning up for work, putting the ‘Open’ sign in the window and hoping someone comes in are gone. Staff training is important; lots of manufacturers and distributors are open to training on their products and it helps to have a story behind your sales pitch.
What are your aims for the next 12 months? We want to continue to grow our relevance to dealers with exiting new brands and products. We are investing further into digital marketing, which is a new and
dynamic area with new possibilities opening every day.
CONTACT DETAILS
Address: 40 Chigwell Lane, Oakwood Hill Industrial Estate, Loughton, Essex, IG10 3NY Phone: 020 8418 1470 Web:
www.scvlondon.co.uk Email:
sales@scvlondon.co.uk
www.mi-pro.co.uk July 2012 17
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