Profi le

STUART HOAD: BIG RED SALES On the road again... 22

Since 2009, Big Red Sales has been helping manufacturers to target UK independent retailers; in tough trading times, the company’s sales reps have an important role to play. To fi nd out what this involves, Jack Cheeseman went on a rep ride-along for the day…

tuart Hoad has been a sales rep for Big Red Sales for seven years. He works on a self- employed basis visiting electrical retailers from Norfolk and Northampton to Buckinghamshire and West Sussex, and everywhere in between, including London. He represents six different brands that all offer something different to the end consumer, whether it’s SDA products through Morphy Richards or televisions from Mitchell & Brown. Before Big Red Sales, Stuart worked for Argos and then a company called High Spec, where he

S Stop number 1

Starting the day in Canterbury, after Stuart had driven from his home in Bedfordshire, we headed to his first call – which was Canterbury Hi-Fi, an AV and hi-fi equipment specialist store in a small shopping complex in Canterbury city centre. In the store, we met with Phil Ritson, the Store Manager.

He and Stuart caught up on a few things and discussed how business was going. “Up and down,” Phil remarked. He then reviewed how various product lines

were selling, commenting that

OLED televisions were proving popular and that TV brackets were also selling well, which, when combined with

installation, was good for business with increased margins in this area, he said. Stuart soon got down to business,

presenting his latest products and offers from the Big Red Sales brands; he used brochures and his laptop computer to share these with Phil.

The pair then started discussing television brackets from Vogel’s. Phil indicated that he might be interested in a display of these products and Stuart helped him and his colleagues locate the best space for this display wall. Soon they were measuring up and talking about re-modelling the shop interior to make the appropriate space!

looked after the television installations. At this time, his father worked for Big Red Sales and encouraged him to apply for a sales rep role. “I really enjoy my job,” he says. “I’m not a rep for one company, so I can go into a retailer with six different hats on and talk about certain brands with one retailer and other brands with other retailers.

“Over the years brands come and go but partnerships develop. And the market is tough; dealers know what they want to do and they’re adapting to make their businesses work.”

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