contents EDITORIAL


Editor: Gregor Muir gmuir@datateam.co.uk | 020 7240 6999


SALES


Special Projects and Events: Linda Dorling lindaedorling@gmail.com 01256 321337


Small Domestic Appliances: Laurie Marrington lmarrington@datateam.co.uk 01622 699103


Divisional Manager: Mike Gammon mgammon@datateam.co.uk


Artwork Editor Claire Noe cnoe@datateam.co.uk 01622 607963


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The IER Awards 2017 coming up - get your tickets now!


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etailers say they want it, and suppliers say they provide it – good training is a key facet of electrical


retailing for everyone in the picture. High quality training is an essential


part of effectively delivering advice and recommendations on the shop floor. To that end, we’re enhancing our sales training coverage, in association with the IER Award- winning team at T21 Training & Development. The sales training features will focus on core


concerns for consumers, making the most of demonstrations and finding the right product for every customer. Over the coming months, we’ll be


looking at the major categories in the industry, and highlighting some of the ways to boost performance in-store. The first two categories, featured in this issue, are refrigeration and floorcare. Are there any categories you’d like to see covered? Is training a key priority for your


REGULARS 4 News


INDEPENDENT FOCUS


10 The Big Interview: Kelly Penn 12 On the Board: Adrian Green 14 Innovative Thinking: Talking Shop 15 Innovative Thinking: Talking Trade 16 Association comment: AMDEA & retra 17 Trade comment: ESF & BHETA


FEATURES


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All rights reserved. No part of this publication ma be reproduced or transmitted in any form by any means, electronic or mechanical, including recording, photocopying or any information storage or retrival system, without written permission from the Publisher.


18 CES 2017 news 20 Refrigeration 25 Sales Training: Refrigeration 28 Floorcare 33 Sales Training: Floorcare


business? Get in touch at the address below to let us know what you think. Don’t forget, the IER Awards 2017 are next month – so get your tickets now. The Chelsea Harbour Hotel in London will play host to the best and brightest of the industry on March 30. Contact Linda Dorling on lindaedorling@gmail.com or 07885 142398 to book your tickets to the most prestigious awards event in electrical retailing as we celebrate the achievements of the finest retailers and suppliers in the trade. I look forward to seeing you there.


Gregor Muir Editor gmuir@datateam.co.uk


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20 February 2017


12 www.innovativeelectricalretailing.co.uk | 3


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