PARTNERSHIPS IN ACTION
will help move your sales further forward. We think that if we can build a good brand that people recognise, our product is more appealing to customers when they walk into Brookers.
T Brooker’s Douglas Brooker says: “There’s no getting away from the fact that it’s a wheelbarrow so you do need to find different ways to innovate within what is essentially a basic framework. So things like the way they bring in the new types of tyres, the props, the frames, the different colours, all those things make a difference and they allow us a little bit of a hook with the marketing to our customers, so that we can then in turn promote them in store. Wheelbarrows are not the easiest thing to stock and display in store.”
Fisher says: “We are always trying to bring something new in to help build sales with our customers, something different, we’re not afraid to give something a go. They aren’t the most attractive or easy item to sell, but if we can find new and exciting ways to promote them and to bring new things to the table such as the puncture-proof wheel, the various colours, or the barrow in a box: that’s something we are always trying to find. Innovation and progress is at our core. As a family run business we understand that if you aren’t constantly trying to move forward and to be better then you are falling behind.”
Brooker says that it is easy to sell a wheelbarrow as everyone needs one. “What is more difficult is to try and convince the customers that they should spend a fiver more for a better product, for the puncture-proof tyres or the extra strong frame and upsell them from a basic commodity wheelbarrow.
“So working with companies like Walsall is
great when they bring out things like the Barrow in a Box. Our warehouse man always groans when he gets wind of the fact that we might be putting in an order for wheelbarrows and he knows they will be hard for him to find the room to store them. But with the Barrow in the Box, they can be stacked up, they take up
a uniform amount of space in the warehouse and they are easy to carry around and load up for customers. A wheelbarrow is effectively 90% air, it's the shape that makes it difficult to handle. So if we can come up with a way of making, storing and selling them easier for our customers both sides will sell more.”
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