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Monday – Supplier’s Show Before the day began, I set my objectives - to talk to twenty users of our products who came to the show. People attending were either existing users wanting to know more, or people I could “convert” to the merits of the DEWALT Brand. Demonstrating how the product works and what it can do is always a good way to prove the worth of our impressive products. I also planned to train the supplier’s staff on the new nail gun – especially the counter staff - as they help us to sell the product!! I needed to make sure they are as “hands on” with our products as I am (never thought I would say this 6 months ago!!!). I got to the account by 7.00a.m. to “set up” before the store opened. This involved merchandising the products from my van to create the best possible impact when the power tool users (we call them end users) arrived. I positioned myself at the front, so I could “catch” all of them on their way in. |
Tuesday – Store Merchandising One of my accounts had a major revamp of its power tool displays and wanted my help to position DEWALT tools within the store to best advantage. Aided by the store staff, we had to build some stands and filled them up with the new stock and accessories. They looked really impressive. Creative and effective merchandising is a powerful way for us to position our product and increase sales!! Wednesday – Site calling for an account A common activity is “site calling” for one of my big accounts. This involves taking my van onto a building site and driving around the store locality. I have to attract the attention of the users of our products, speak to them, interest them in our new products and draw attention to the promotions we are running on behalf of our account. The DEWALT van is always a “pull” on the building site – kitted as it is with a full stock range. DEWALT really has a great reputation. |
Thursday – “Workout” with one of the sales reps This is where I arrange an appointment with an account to work with one of their Sales Representatives. We call on their top 5 accounts, show the new products and increase the “sell in” for both the account and ourselves. This gives me great exposure when I am presenting to senior people in different business sectors. Friday and Saturday - County Show Setting up for a county show starts early. They are hard work, however there are usually 4 or 5 of my colleagues there so it is a real team effort and we have the chance to catch up and socialise. This particular show was very busy, approx 20,000 people attending over 2 days. It generated a real buzz on the stand. This County show ended on the Saturday evening, at which point, I packed up and drove home. The sales were fantastic which was great for all parties involved, and helped me to face the drive home knowing it had all been worthwhile!!. |
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