59-62 HOT TUBS:SPN Master pages 11/3/09 23:42 Page 1
spnfeature
H2O shows how to
bring the good news back
One Devon dealership is showing there’s life,
energy and growth out there in amongst the tough
trading conditions. A new second showroom, better
quality, younger, informed customers and a hard
work ethic has brought about a winning formula
f you are looking for good news from building service built on the back of the IJ
I
the battlefront of specialist pool and Cannings reputation and they boast a swim
spa dealers, then look no further than spa testing room. The company provide all
the West Country, Devon – and H2O. the necessary electrical, heating,
The hot tub, pool, sauna and steam room ventillation and technical services to deliver
retailer, owned by IJ Cannings, has been complete indentured designs.
winning itself a stunning reputation for The top end focus of the spa business is
quality, energy and success from its now with the Marquis brand, distributed
glamorous showroom, rated by many as one by Golden Coast also based on the Devon
of the top three in the UK at Stratford House coast at Barnstable.
on Exeter’s Marsh Barton Trading Estate. We went with Marquis and Golden
Now the business has opened a second Coast because of the reputation of the
showroom in Barnstable and the recent Marquis spas and Golden Coast are so
focus has been to bring the same passion respected by the dealers. We have great ABOVE: The H20 team at the Barnstable
and success to the new outlet. confidence in them and that is important
showroom. Left to right, Sue Simms, Gareth
Steer and Becky Kirk
Becki Kirk, H2O’s Area Sales Manager: to us. People now want to see where
THIS: H20’s new Barnstable showroom
“There’s no doom and gloom about the things come from and they want to know
state of the trade at H2O. But what there what they are buying.
is instead is energy, hard work, knowing “The range works really well. We do promoting H2O and performing site surveys,
their products and customers – and really well in the top end of the range.” which we find works in closing the deal.
reaping the success.” Becky highlights The Epic spa and The What’s certain is that we have to know our
Adds Becki: “I’ve really noticed how the Show from Marquis as examples of spas at technical stuff. We have far more educated
demographics have changed for us in the top of the range which she knows are customers now. They have more knowledge
terms of our customers. I study our walk- especially popular with her customers. than they ever had before – it’s not just a
throughs a lot and it’s encouraging to see “We are looking here at spas within the case of talking about jets, we get really
various customer types. Here in Devon range of £5,500 to £18,500 – and serious and technical questions. Our style is
there are a lot of retired people and there’s everything in between. The Eurospa to listen to our customers wants and needs
also people with second homes – but what products from Catalina also work and that and then give a polished presentation which
is really changing is that families are now gives us some option in the lower price is backed up by both product and company.
coming in. We now get parents coming in range which retail below around £5,000 – “For the launch of our Barnstaple
and having walk-through’s with their kids something different. The emphasis is very showroom we’ve blitzed local radio and local
and you can see how excited they are and much on the two branded line. We have newspapers getting the message out. We
how much they want to buy. We know how found that customers who take the also operate from a database of people who
impressed they are. cheaper option of the internet or from the have visited us and who’ve bought so we
“People are prepared to commit, they Chinese market when buying a spa they have had a very healthy start to our new site
are not interested in financing the often end up disappointed with and come “The quality of people we are seeing into
purchase and they don’t haggle on price.” to us for help. Quality is very important our showrooms has gone up. That is what is
H2O’s Exeter showroom includes a and it’s easy to make a buying mistake.“ most pleasing and exciting because we
virtual day spa with a full range of marquis How does the system work? know if we can get serious people through
and Eurospa, a bespoke experience “We put a lot of effort into our walk- and into our walk-through’s then we know
shower, steam room, sauna and tiled throughs – showing the customers what we we have a lot to offer.
heated loungers. There’s also a pool have available. I support the sales team by “The link with West Country based IJ
Cannings gives H2O the back up they need
“PEOPLE ARE PREPARED TO COMMIT,
in terms of after care, service and support.
“We have over 60 engineers employed
THEY ARE NOT INTERESTED IN
by Cannings, with the skill and wealth of
knowledge we can cater for all aspects in
FINANCING THE PURCHASE AND
commercial and domestic applications. We
are very proud of our success in these hard
THEY DON’T HAGGLE ON PRICE”
times and I think it would be great for other
dealers to see, and give them some hope.”
Visit our website at
www.swimmingpoolnews.co.uk
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APRIL 09 swimming pool news 59
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