INSULATION T
here has been a noticeable increase in construction sites over the last few months across the bulk of the country – the government is pushing harder than ever to build much needed new homes. New homes are good news for merchants, as well as being a major contributor to growth of the construction sector, the CPA recently predicted a growing increase in the private housing output “with demand for new builds underpinned by the support of Help to Buy through to March 2021”.
As new homeowners set about making their homes their own, it often leads to building extensions, increasing the living space and improving their property. That’s where local merchants who are on the ball can really feel the benefit! Home improvements and extensions offer merchants the ideal chance to sell Value Added Products – an excellent sales opportunity and greater profit – making this an opportunity not to be missed. However, in the past 10 years the market has changed enormously, with technological advances which allow manufacturers to fine-tune their products and offer a larger product range to match a variety of projects. As well as this, it’s becoming more common for homeowners to have done their own research, with a wealth of information available online. Rightly or wrongly they may already have an idea of what type of product they want for their project. That’s why contractors still rely on the knowledge of their local merchants to provide sound advice, given to them by a distributor.
Working with a major distributor like Encon gives independents a vast range of product options for any given project – and it’s the distributor who can give you the technical advice to help choose the right products for the job. Our dedicated merchant team offers tailored support for independent merchants, making sure customers are equipped with the knowledge and advice about the best products on the market.
Encon Insulation has set aside more
TRANSPORT
MAKING THE SUPPLY CHAIN SUCCEED
BMJ chats to Encon’s merchant development director for insulation Mike Beard, about how merchants can strive in changing times if they work with their supply chains to respond and anticipate customer needs.
resources to focus on independent merchants and there has never been a more important time to do so. The sector is growing, and the team want to be there to support it, ensuring that the merchants have the knowledge and support as well as the market leading products they need to help them and their customers.
This is part of our growing commitment to independent merchants through the ‘Choice’ initiative which offers tailored support to independents, helping to boost sales and profits. Encon looks forward to working in collaboration with merchant customers to help grow sales and introduce new products in line with the changing building regulations.
The success of our Choice initiative is based on ownership of accounts and the development of a clear understanding of our customers’ strategic needs.
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Choice partnerships The success of our Choice initiative is based on ownership of accounts and the development of a clear understanding of our customers strategic needs, the recent appointment of a team of three senior Key Account Managers develops this theme at a more senior level with our strategic partners, both existing and new.
The restructure and formation of the merchant team has been a careful process, selecting individuals who possess a keen passion for supporting independent businesses and who have the knowledge and
February 2019
www.buildersmerchantsjournal.net
skills to help merchants grow, by spotting new opportunities and offering products and solutions to satisfy customers’ needs. Encon Insulation works in partnership with hundreds of independents across the UK and has built relationships in the sector for going the extra mile and adding value for merchants. Those who choose to work with the company will receive a commitment from Encon Insulation, which includes their own dedicated Account Manager and team, operational excellence and technical advice.
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