eKourier April 2016

FEATURES One Persons Ceiling Is Another Persons Floor

4. Arrange a small shelving bay to display and show customers. This is a good opportunity to place an order without any pressure and introduce yourself to our supplier Stormor. If you are not sure of what size you might need their Support Team are there to help. 5. Know what shelving you have on hand each day when you check your sales enquiries, think about how you might combine shelving into the mix. Be confident, “Mr Smith, I will have the shelving installed tomorrow so it’s ready for you on the day of your move”. 6. When problem solving shelving with a customer, start small by quoting just one bay. For a residential customer one bay will most likely do the trick. Perhaps you have a customer building a new house, for only $207.00 they can buy a 1.3 metre bay to complement their new garage.

In just the same way you would sell a box, renting shelving is simply problem solving in disguise, listening to the customers story and working through possible outcomes. When customers know what their challenges are they can most likely solve it. If they don’t they might need some help from us to draw out possible outcomes. Your capacity to see customer’s situations in fresh, more revealing ways and identify problems they didn’t know they had is what makes us professional. Getting familiar with how to quote, install and arrange a display isn’t hard either. The more you do it the easier it becomes. Imagine you rented shelving to just 20% more of your customers? Then in 12 months 40% and so on. Your investment of energy is quite small for the financial return and the benefits to the customer are huge.

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In just the same way you would sell a box, renting shelving is simply problem solving in disguise, listening to the customers story and working through possible outcomes.

To help you on your way we’ve made new signage and modernised the shelving brochure. A short video on how to set up the shelving will be available soon and our supplier Stomor are on hand to assist if you have trouble getting the right size. When you know your product and work with your customers to explore the options the transaction is genuine and sincere. When you put your customers first they look after you in return. Fiona Harding Business Development Manager ‘

T here is a perception that shelving is only suited for commercial customers. This couldn’t be further from the truth. A 1.3 metre bay is only $11.95 per month. A price and size tailored specifi- cally for our residential customers. Not everything fits in a box which can make stacking difficult. Shelving is ideal for storing fragile items, segregating goods for quick access and storing odd shape items just to name a few.

Here are some quick ideas to get you started:

1. Check out the shelving K-Doc and Shelving Calculator in Kosmo. This is a good resource when quoting prices for customers to buy or rent shelving. It also contains contact information for Stormor our supplier. 2. Take the time to understand the different sizes. To keep it simple there are three lengths and two different widths. 3. Practice setting it up with your Team. No tools are required. It’s just like a jumbo Lego set!

But the fact remains customers aren’t going to invest in what they don’t know.

8 Kennards Kourier April 2016