With 65 years in the industry, Trend Tool Technology know a thing or two about carpentry tools and accessories. So, their thoughts on how retailers can maximise their earning potential on one particular important area for installers is very interesting: Kitchen fitting.
Andy King, Trend’s Training and Standards Manager (as well as legendary woodworker) is happy to offer his thoughts on the subject.
Selling isn’t a dirty word
Tradespeople know that making turnover and profit is nothing to be ashamed of – retailers provide a vital service fulfilling a need for the right product, at the right price and at the right time.
Andy advises “Every customer is an opportunity to maximise revenue – but it’s not just a case of selling more to them. What’s better for you should also be better for them.”
So, what do they want, and how can it benefit you?
As the cliché goes: Time is money. The main motivator for the trade is to get onto site, get the job done quickly, get it done well and move on quickly to take on more work – As they often visit the store at the start of a working week, the start of the working day or in times of urgent need, then it’s vital to fit seamlessly into the life of the tradesperson.
Want fries with that?
“We are all consumers and we know how annoying it can be to be subject to an ‘upsell’, but done in the right way, you can be helping get the job done quickly,” says Andy.
The easiest way to increase basket spend is to ask what job the customer is undertaking – and making sure they have everything to complete the task. They really don’t want to get to site, only to have to come back again. So they won’t mind helpful questions.
Of course, to make this a valuable exercise, make sure you stock the lines to complete the task. A customer picking up a kitchen worktop cutter is clearly going to be using a lot of other tools and accessories that day; Do you stock them all – and what questions can you ask?
Andy has some suggestions;
- Measuring up and marking the room and worktop: Do they have measuring and marking tools?
- Joining the worktop: Do they have biscuits, biscuit cutter/blades, worktop connector bolts?
- Adapting cabinets or boxing in: Do they need a pocket hole jig for boxing in whilst retaining easy access for emergencies?
- Cutting the worktop: Do they have a decent Kitchen worktop jig – Do they need a specialist jig such as a Belfast sink jig?
- Obvious question: Do they have an accurate router with sufficient plunge?
- Have they got lung, eye and ear protection for themselves and their teams? PPE is everyone’s responsibility but managers have a duty of care to their teams. They may also need replacement filters.
- Do they have adequate dust extraction, suitable for site work? If they are in a customer’s house, have they considered that the customer needs to be protected from dust?
- If they are cutting materials using circular saw blades, do they have enough blades to ensure sharpness through the job? Do they have the right type for the material and the finish they require? Some brands have on-line compatibility data which will help them make a quick and accurate choice.
These are a few simple questions which can lead to increased revenue.
For further information please visit www.trend-uk.com
