Hardware Retailing

DEC 2018

Hardware Retailing magazine is the pre-eminent how-to management magazine for small business owners and managers in the home improvement retailing industry.

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HARDWARE RETAILING | December 2018 56 In the past, Ace Hardware Titusville has been successful by hiring commercial and industrial sales managers who have prior experience in sales and are self-starters who work well in an independent environment. Hiring someone who can step in with plans to attract new accounts as well as another employee who is able to devote their time to working closely with commercial and industrial customers every day is key. If you're looking to hire an outside sales manager to help grow your B2B business, Martin suggests finding an individual who is outgoing, self-motivated and a go-getter. To keep your B2B business strong, he emphasizes the importance of having a commercial and industrial sales manager like Mattingly. This employee will strengthen the relationship with the client, help place orders and answer questions day-to-day. Even if you have a B2B account that hasn't purchased safety equipment in the past, this sales manager can make it a point to ask if any safety equipment is needed or talk in more detail about the topic if a customer is interested in learning more. To market these products, list all of the safety equipment you sell on your website. This will show B2B customers you are a reliable source for all of the products they need. The company even has a landing page devoted to its B2B business. The operation provides a list of accounts they have, contact information to get in touch with Mattingly and a list of the products available. To thank their customers, the team has also hosted targeted events at Ace Hardware Titusville, like contractor-themed gatherings. "During our previous contractor events, we have invited B2B contractors to come to the store and had tents set up in our parking lot To create a strong commercial and industrial sales business, Ace Hardware Titusville store manager Michael Martin emphasizes the importance of bringing on individuals devoted to both growing new B2B accounts and helping current B2B customers on a day-to-day basis. To market these products, list all of the safety equipment you sell on your website. This will show B2B customers you are a reliable source for all of the products they need.

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