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DOORS&WINDOWS


GETTING ACROSS THE ‘TOTALI’ RIGHT MESSAGE


When Davie Ruzicka and Jason Carey decided to pool their experience to launch Totali Timber Solutions around two years ago, they felt sure that - despite far from ideal market conditions – they were onto a winning formula. Their shared aim was to produce top notch products in timber, aluminium and hybrid, to meet the kind of high level demand that doesn’t suffer from the same kind of highs and lows with which the mass PVCu market has to contend.


Two years on from that launch, are they still as confident that their decision was the right one? The answer seems to be an unequivocal yes.


Dave told Clearview: “We


have never doubted that it was the right route for us. From the start, we have concentrated on producing quality products, and are determined that our marketing strategy will match that quality. Our approach was two-fold: firstly, we want to recruit the kind of dealers who understand our aims and are prepared to take on board our criteria – whether in timber, aluminium or hybrid.


“We want to hear from dealers who sell at the top end of the marketplace – those who are seeking to sell a range of quality products that we can assure them will return a good profit.


“When Jason and I launched the business , a lot of people thought we must be mad to go for timber and aluminium, given market conditions. But having worked in the PVCu sector for 30 years, I wanted to change tack completely, and be much


Clearview NMS « March 2012 « www.clearview-uk.com » 31


more selective - not just about the products we manufacture, but about who sells them, and how they are sold.


“So we are looking to find dealers who have the right mindset, the confidence to look at our product range and say, “Yes, I can market this.”


“Secondly, we will offer those dealers not only quality products, but a high level of marketing support and advice. Again, this support is on a two- fold basis: marketing support in the form of professionally produced brochures, plus Aps for iPads, which they will be able to download from the end of April this year. Additionally, we will provide advice and technical assistance to all our dealers. We want to convince them that they can win profitable sales not by checking other quotes and haggling on price, but by offering an honest, direct approach that focuses on asking questions to establish what the customer’s needs really are, and wherever possible, suggesting ways in which we can meet those needs without compromising our integrity.”


Totali plans to launch a new website by June this year.


To read more news, log onto www.clearview-uk.com and join in our Forum discussions.


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