Page 21 - BOSS Today Issue 13

Roadshows

WIDENS OPPORTUNITIES

FOR FM DEALERS

Two VOW roadshows in April aimed to make resellers more aware of

possibilities within the FM sector

wo roadshows run by “and we wanted an opportunity
Tbusiness supplies wholesaler to get dealers and suppliers
VOW in April aimed at helping together to improve product and
resellers make more of the market awareness. We combined
opportunities available in the furniture with FM at our events
facilities management (FM) this year as we feel that it is often
market passed off with huge the same end user buyer and
optimism and praise from those it gave us an opportunity to
attending, the company says. showcase products.
The FM Roadshows – one Some 120 resellers came
in Leeds, and one in Elstree in to the event in Leeds, which
Hertfordshire – were designed to included 16 suppliers. The Elstree
bring resellers into contact with event attracted 110 resellers and
FM suppliers and experts within 17 suppliers.
the VOW network to give them Both events included a ‘VOW
detailed hints, tools and product Zone’, where the VOW team
training so that they could were able to showcase over
identify good opportunities 40 promotional flyers, cheat
within the category. sheets and other sales tools. The
FM has become an specially sectioned area also
increasingly important market included a display of VOW’s own-
for VOW. Debbie Nice, group FM brand Q Connect products, and
Category Head at Vasanta Group, resellers could take advantage
which includes VOW, says it’s all of a range of offers available
part of dealers trying to increase on coffee, fans and cleaning The two shows allowed VOW’s customers to find out more about opportunities in FM.
their appeal. products.
“As dealers see many of Elsewhere, sponsoring workshops which were suppliers and see new products.
their customers buying less or suppliers at the events included well received. This was our We are optimistic about the
squeezing them on pricing, they big brand names like 3M, Nestle, opportunity to get everyone benefits these roadshows
are looking for new products to Fellowes, Helix, and Jiffy, well- together to learn more about will hold for the attending
sell to their existing customers,” known FM suppliers such as this new category. customers.”
she says. Alexandra, Robinson Young, Nice says: “It was great to Feedback from exhibitors
To respond to this, VOW Burtons, CPD, Debs, Diversey, meet with so many customers at was certainly positive. John
has increased its FM team and HPG, Tangerine, and Slingsby, first the event. I saw lots of new faces Crompton, National Account
significantly developed its FM aid kit supplier Wallace Cameron, which was really encouraging Manager at Wallace Cameron,
range. and office drinks brands Taylors, as this category is a goldmine of said: “It was a great show with
“We have seen good growth Tetley, and Twinings. VOW opportunities. fantastic attendance. We took
over the last few years,” says Nice, Interiors also had a presence. “Everyone - VOW, suppliers over 50 enquiries for training,
“and recognise that the FM range But there was more too, as and especially resellers - had promotional activity and blitz
requires a focused approach on Nice explains. “As well as a wider such positive feedback on days.”
products, pricing and marketing.” stock range and competitive the information exchanged at
That was part of the reason for pricing, dealers are asking us for the events. Customers have Q FOR MORE
having the shows. “FM is now a training and market awareness, told us that they found it very INFORMATION VISIT
key focus area for VOW,” she says, so the shows provided three useful being able to talk to new www.voweurope.com.

July/August 2012 | BOSS TODAY 21

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