Cable Management

all of these depots, working alongside customer support and sales teams to provide a fast and efficient customer interface for wholesalers, while helping to drive sales enquiries by engaging directly with contractors. Martin continues: “We only supply contractors

through wholesalers and we want to support wholesalers’ relationships with their customers in any way we can. The commercial leads join up the sales process, adding value to contractor/wholesaler relationships by offering technical support, specification guidance and a point of contact that can offer a fast response on any question, including pricing.”

Rapid Response Amongst the commercial leads that Unitrunk has appointed to its depot network is Keith Quinlan, Commercial Lead at the Harlow depot. An electrical industry specialist who has spent 22 years in the wholesale sector, Keith understands how the market has evolved over the years and the challenges facing wholesalers. Keith comments; “An order can be won or lost on how quickly the wholesaler gets back to the customer with a cost, or how fast the goods can be delivered or collected. We want to support wholesalers in raising the bar for speed of response so that they can win business and nurture contractor relationships. “We know wholesalers need fast and efficient supply chain partners because their customers rely on product availability to keep the job moving. As the only cable management company with a national depot network and agile in-house production capabilities, we are uniquely placed to answer that need for responsiveness.”

Flexible Remit While Unitrunk’s new commercial leads are based at the company’s depots, they have a

An order can be won or lost on how quickly

the wholesaler gets back to the customer with a cost, or how fast the goods can be delivered or collected. We want to support wholesalers in raising the bar for speed of response.

flexible remit that’s been designed to leverage the value of Unitrunk’s supply network and sit between the sales process and after sales support. “Conventionally,” Keith explains, “A sales person

from the manufacturer responds to a sales enquiry from the wholesaler and prices it up: it’s a straight forward transaction that’s ideal for

making a like-for-like cost comparison. At Unitrunk, however, we sell cable management as a solution, so there’s a lot more to providing a quote and a spec. “We interpret the initial sales enquiry and understand whether there is a better alternative or more cost effective way of supplying the job. Often that means talking to the contractor as part of our service to the wholesaler.”

Local Resource Thanks to the introduction of the commercial leads, the sales team at Unitrunk have more time available to spend on face-to-face visits with wholesalers and contractors, carry out product demonstrations and training and explain the benefits of Unitrunk’s Rapid Installation Systems (RIS) UniKlip cable tray, Easyconnect cable basket and Speedway cable ladder. The commercial leads also combine their customer engagement and sales support responsibilities with a development role at the depot, to ensure customers receive high levels of service and advice at every touchpoint. “The appointment of commercial leads

extends the ‘think national, act local’ concept at the heart of the Unitrunk depot network,” Martin concludes. “We are a cable management manufacturer with national capabilities, excellent UK stockholding and a fast turnaround on production but we also offer a local, personal service based on knowledge of the local market and investment in wholesaler relationships.” June 2019 electrical wholesaler | 21

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