Ekourier Oct 2008

What’s New with National Accounts Over the last few months the National Account programme has continued to grow and make its mark within KSS. The programme offers businesses simplified storage solutions and has been welcomed with open arms by many businesses for its cost savings, time efficiencies and innovation. be enough to fill a small centre. In continuing to expand this base we have been in contact with different industries to find out why they are using self storage. Typically in the past the majority of our National Account Servier Laboratories. Although there are a number of other companies that have been approached we have been continually working with these customers over a number of months to increase their storage volume with KSS by capturing any third party storage before they join us in the programme.

customers have been sourced from the pharmaceutical industry primarily because of the number of representatives they have. With increased awareness, leads from centres & word on the street we have had a positive response from other industries and have begun engaging them in the proposal and the services we offer. Some current companies that we have been working closely with include, Restore, Unilever, Diageo, Coca Cola, Johnsons & Johnson, Jansen Cilag, Bosch, Nycomed, and

In developing National Accounts we need to ensure that we are not over looking the business customers already storing at KSS. It is vital that we do not assume their position before asking a few initial questions. If you have a current customer or know of a business that you feel could benefit by finding out about the programme don’t let them slip under the radar, forward their details to myself so I can begin research and potentially add them to the programme. - Fiona Harding

Over the last two months three new national accounts customers have joined our programme (Imperial Tobacco, Medicraft Hill-Rom & Stuart Alexander) from different industries in what we hope to be a long term and profitable relationship. With these three new companies onboard our National Account customers are providing KSS the stability of 4,853 square meters and an annual revenue of $1.3 million; to simplify this further their volume would

Habit 5 – Seek first to understand… Then to be understood This edition of the Kourier looks at Habit 5 of Stephen Coveys book, The Seven Habits of Highly Effective People. The fifth habit relates to empathic listening, the ability to truly understand another person. To truly listen to someone, their concerns and the context in which they express them, instead of just waiting for your turn to talk. Empathic listening means to listen without imposing your own autobiographical experience and opinions onto what they are saying. When you can do this you build up trust in that person. As Covey puts it, you put a deposit in the emotional bank account. One of the great strength of empathic listening is that in understanding other people’s paradigms and concerns you increase the credibility of your own ideas. People you deal with have more faith in you because they know you take the time and effort to be informed about situations. They know you have a greater knowledge base from which to make decisions. In being influenced by other’s you increase your chances of influencing them. Empathic listening completely falls into what Covey describes as our circle of influence, things that we can have direct control over. By taking the time to work on empathic listening you are investing in you circle of influence thus increasing your ability to influence others and the world around you.

The other great strength of empathic listening is it will develop your appreciation of the people around you. - Phillip Gallop

4

Kennards Kourier October 2008