By Debbie Nice, Facilities Supplies Category Director, VOW:
Whether it’s cleaning, catering or health and safety ranges, facilities supplies continue to be a growth area.
New legislation and a greater focus on health and wellbeing are just two reasons why customers’ needs in this area are continuing to expand.
From helping cleaners do their jobs more easily at a better price point, to ensuring better food hygiene with food safe bags, resellers can make themselves indispensable to customers by meeting their needs quickly within a one-stop-shop ‘office products and beyond’ offering.
The benefits for customers of working with one supplier, offering one delivery and one monthly invoice are huge, making facilities supplies an area that every reseller needs to take seriously.
Here are ten ways to sell more facilities supplies:
1. Specialist knowledge
Have people with specialist knowledge within your team, from someone who knows professional cleaning requirements inside out, to an expert on health and safety law. If you don’t have that person now, get a key team member trained up. And don’t forget to ensure they cascade knowledge to the rest of the team. It will be well worth the investment.
2. Link sell
Link sell to additional products. If someone is buying coffee from you, make sure you’re also selling them biscuits, tea and cups.
Let customers know about the latest trends or regulatory requirements to drive your sales upwards.
4. Fill the basket
Make your deliveries more cost effective by having a minimum order and have a shortlist of essential items so that it’s easier to build the order value, whether that’s with washing liquid, toilet rolls or hand wash.
5. Get to know your catalogue
Don’t focus attention on what you can’t sell. Know what is in your catalogue and focus on its benefits and the value of your stock range.
6. Know who’s who
There are likely to be three or more people in a position to buy products featured in the VOW catalogue, so find out who they are and get to know them. They’re all prospective customers.
7. Stay in the know
Take advantage of supplier training days and go to shows, all of which will help to improve knowledge across your team.
8. Seasonal sell
Many facilities products can be linked to different times of year, from darker nights or colder weather to hot days in the office or back to school. Every one of these occasions gives you an opportunity to market your ranges.
9. On and offline marketing
Use traditional and online marketing to communicate about your business. From social media to bespoke catalogues, there are a variety of ways you can let customers know all about your offering.
10. Be social
Use social media such as Twitter, LinkedIn or Facebook to stay in touch with people and promote informative articles that relate to the products and services you offer. Help them get to know you better and see you as an expert across your categories.