ASR International is engaged in a retained search with Aqualla to fill a key position in developing the Hotbath brand within GB. Under the ownership of the FM Mattsson Group, Hotbath B.V. is an established brand across Europe of premium Italian-designed and manufactured bathroomware, exporting to 27 countries. Aqualla recently acquired responsibility for brand development within the UK and Ireland. We seek a National Business Development Manager to lead their Hotbath sales strategy throughout GB. You will report to the MD, with the leadership team within Aqualla and the wider group, supporting you in understanding the brand, positioning, products, and strategy. Your role will encompass a range of responsibilities with a significant impact on the Group. You will develop and implement the sales strategy and identify and target new business, initially within Independent Retailers. The products are High-end, premium quality that reflects the price.. You will be the driving force in GB, identifying and getting the brand in the right retailers. Your time will be spent throughout England, Scotland, Wales, developing sales, and Northern Ireland for management updates and support, so you need to be structured and able to manage yourself effectively. The Hotbath brand has been trading in GB since early 2023; there is a client base with spend that you will develop and grow. This is a fantastic opportunity for someone commercially savvy with a proven track record in winning business, developing accounts and developing a brand. We're seeking an experienced sales professional with a proven track record of winning business, driving growth and developing sales strategies. Experience in selling to major retailers, including independents, particularly in the bathroom, appliances or similar is preferred. This is a terrific opportunity for someone to come in, work within the Aqualla team, and develop the Hotbath brand by growing brand awareness and sales across GB. You will also grow yourself within the wider business. You will be working with an impressive leadership team and have the autonomy to flourish and thrive in this ambitious and growing business. In return, you'll be rewarded with a very competitive basic salary, a company car (hybrid or diesel), an attractive bonus scheme and a benefits package. For a confidential chat, please reach out to Ed Robinson via a DM or below. T: 07946 126 863 E: Ed@asr-international.co.uk Link: https://lnkd.in/e4Z3vhaD ASR International specialises in Commercial, Operational and Sales-based roles throughout GB; our expertise lies with manufacturers and distributors within the bathroom, brassware, and sanitaryware sector, in middle to senior appointments with salaries from £50,000.
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As I catch up with a client this week who is meeting with distributors interstate, it's clear that nothing beats good old-fashioned trade time. I think back to when I used to spend endless time on the road talking to customers. It's more than just sales; it's about building genuine connections and understanding the unique stories behind each brand. Why do face-to-face meetings with your distributors still matter? It’s simple, these interactions foster a deeper understanding of each other and formstronger relationships. Your customers don't just want a sales pitch or to read tasting notes; they crave the real sense of passion and stories behind your products—from the vibrant life in our vineyards to that amusing tale about the neighbour’s quirky cat. Engaging personally allows us to share these narratives, creating a memorable brand experience right there in the store. It’s about seeing their setup firsthand, from how they utilise shelf talkers, to how they promote staff recommendations. It isn't just a visit; it's an opportunity to learn what works for them, and what doesn't, and how you can support their needs with the right marketing tools and point-of-sale materials. Next time you're waiting for an appointment, don't just stand there—get involved! Help break down boxes, dust off bottles, and show that you truly care about their space as much as they do. And don’t forget to inquire about upcoming events or dinners. How can your brand be a part of their success? Remember, hitting the pavement, shaking hands, and genuinely engaging with people are still some of the best tools in your sales arsenal. Let's continue to bring your brand stories directly to those who matter most— your customers. They deserve to hear from you firsthand, the passion and care you pour into every bottle. If you need to reengage with your distributors or find new ones, I can help support you in making it cost-effective and efficient to get results. Photo taken in 2018 in Singapore introducing Lost Buoy Wines into the market, we had organised a segment on a local TV Station.
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Selling with trust. Trust, value addition, and a comprehensive understanding of the customer's market are vital components to consider when selling. During my recent visit to one of my retailers in Birmingham, I couldn't help but notice the remarkable trust and strategic synergy between our companies. The buyer and I engaged in open and honest discussions, knowing that we had a strong personal trust that aligned with the best interests of both companies. This level of trust enhances the sales process, allowing us to gain a profound understanding of the strategic landscape and collaborate on mutually beneficial solutions. I willingly disclosed my cost prices to validate the added value I believed I could contribute to the process of selling our product through this retailer. Modern sales professionals must possess a thorough comprehension of the strategic environment of not only their organization but also the one they are selling into. They should be capable of offering various tiers of additional value with a level of honesty that the buyer must recognize as originating from a strategic standpoint rather than a self-serving one. We do not manufacture all of our products, which is why all the aforementioned criteria also apply to our suppliers. I am sure my daughter had to trust her skydiving partner—see picture enclosed.
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Biamp Goes Direct: Biamp has just announced it will transition to a dealer-direct model in Australia and New Zealand (ANZ) in early 2024, to “enhance its ability to support customers and drive growth”. Here’s the full Biamp statement: Following the recent opening of the new Australian headquarters in Brisbane, Biamp is now transitioning to a dealer-direct model to strengthen company sales, support, and product distribution in the regions. The change in channel strategy enables Biamp to more aggressively pursue opportunities in all vertical markets: corporate, food service and hospitality, retail, large venues, education, religion, sports and leisure, and outdoor applications. “With ANZ being one of the biggest and most important markets in Asia-Pacific, we are confident that our decision to go direct will allow us to serve our partners more effectively. Bringing on board an experienced ANZ sales force coupled with an expanded pre- and post-sales support team will allow us to engage dealers more fully throughout the ANZ markets. This, in combination with our consultant support and business development group, will ensure that we achieve our ambitious growth plans for the region. We are convinced this is the best way to promote complete solutions serving all target markets,” comments Niclas Brattberg, General Manager, Middle East and Asia Pacific Markets. Biamp is collaborating with its long-time partner Jands on a 90-day transition plan that will ensure all customers are fully supported throughout and after the change. Any changes to purchasing, support, and training processes will be communicated in advance. In the interim, standard purchasing and support processes remain in place and proceed as normal. To stay up to date with the latest news and developments, customers are encouraged to visit www.biamp.com/anz, a new landing page dedicated to this exciting transition. “We want to thank Jands Pty Ltd for their years of commitment to the Biamp brand,” added Niclas. “Working together, we doubled sales and built the brand to a place where it can support even more growth. This change is required to sell complete solutions to a larger set of customers in ANZ.”
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Looking for a career in sales? Understanding the difference between working for a principal company versus a distributor company can make a big difference. Principal companies have more control over branding, marketing, and pricing strategies, potentially leading to higher profit margins. However, they also have the responsibility of managing and overseeing distribution processes, which can be complex. On the other hand, distributor companies have wider market reach and provide logistical support but have limited control over the principal company's branding and pricing strategies. The profit margins are also lower compared to principal companies. So, which side are you on? #SalesCareer #PrincipalVsDistributor
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Looking at the Third C Sales Approach this week. Contact The way you make contact will depend on the specific selling situation. Consider whether you are in a situation in which you will initiate the approach, whether your customers will initiate the approach, or whether your selling will include a mixture of both. While there’s not one set way to make an approach, the constant is to make every approach personal. Every situation is different, some approaches may be made at a trade show, while others may be made in an office, or even on the phone but it’s always a good idea to show appreciation. Maybe you work for a company that specializes in corporate training and personal development services, and your customers include referrals as well as prospects you have identified through research. Even retail selling can include a mixture of both. If you are selling cars or cosmetics, your customer might come into the showroom or store and ask you for help directly, or he might just start looking around, in which case you would approach him.
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I build stuff on the internet + share my journey in hopes it helps you | Founder @ Adelante CX | Zendesk Integrations And Setup & Founder@Clearsight | SaaS Security
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I build stuff on the internet + share my journey in hopes it helps you | Founder @ Adelante CX | Zendesk Integrations And Setup & Founder@Clearsight | SaaS Security
Selling in the US is nothing like selling in Israel. I don’t mean it’s better, and I don’t mean it’s worse. It’s just… different. And when I started selling to US clients, I noticed that I needed to use different manners, styles, and value offerings than my Israeli clients. All of this was not that hard, but there’s one more crucial thing they don’t tell you: For US clients, your products/service track record internationally means squat. If you didn’t do it there, it didn’t happen. It basically means that even if you have a proven case study from an Italian client, it’s not valid. Even if you delivered the service to 10 of the most prominent Israeli corporates, it still doesn’t mean sh*t about your capability to deliver it successfully in the US. So what do you do? You put your fragile ego aside and take it a few steps back. You start doing stuff you’ve sworn you’ll never deal with again. You do what’s necessary to build the reputation you need. It might look like a step back, but it will be worth it if you can triple your revenue per unit of time from half a year forward (as it usually is with American clients). Learn the market, create your case studies, and start playing in the biggest pond in the world :)
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Digital marketing | Web Design | Branding Solutions | Lead generation | Sales | B2B | | B2C | Client Acquisition |
Explore this amazing article by Repute to learn about all types of sales such as inside, outside, and more - http://surl.li/jfapo #ReputeArticle #ReputeAgency #Sales #InsideSales #OutsideSales #BusinessSales #RetailSales #WholesaleSales #DirectSales #B2BSales #B2CSales #DoorToDoorSales #OnlineSales
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specialist - business analytics, RTM, distribution, modern retail | consultant - competency and performance structures | turnaround strategist | mentor | faculty | author | L&D@Nestlé AOA | founder@boilingpoint212
Distributor's Key Role: Owning the whole Business Process This request post is long-pending. Many of you, especially new entrants in #salesandmarketing domain, have been asking me about the roles and responsibilities of a #distributor. Who is a Distributor? Distributors are defined as #StrategicBusinessPartners for the manufacturers. They are effectively an alternative #RoutetoMarket, replacing the company’s direct sales force. Usually, a distributor has a written contract with company and is responsible for sales, distribution and merchandising of a designated portfolio of products in an assigned geographical territory. What are the #RolesandResponsibilities of a Distributor? I have tried to list down as many as possible: 🔵 Work to achieve agreed objectives in respect to: Targeted Sales Value and Volume, Distribution by channel and outlet type, Trade Standards and Efficient use of Trade spend. Provide a level of service that meets the requirements of customers within each trade channel 🔵 Carry adequate stock of products to meet customer demand. Obtain market distribution, at prices and margins competitive with alternative products, within agreed distribution parameters by #tradechannel and outlet type. Distribute efficiently, meeting the needs of the trade channels. 🔵 Operates in an efficient manner to deliver profitable outcomes. Manage key customers within agreed guidelines and in the best interest of the company's brands. Promote the brands through promotional activities within agreed guidelines, strategies, plans and budgets. Also extend competitive trade credit according to local custom and practice. 🔵 Provide an organizational structure, both in quality and numbers, capable of achieving agreed objectives and implementing agreed plan. Deploy sufficient resources to adequately cover the assigned territory. Provide sales force coverage geared to: achieving distribution objectives, covering all suitable current and new outlets to make the brands available, providing display and merchandising support. With the manufacturer, jointly train staff in product knowledge, professional skills in sales, field operations and distribution management. 🔵 Provide sales data to assist in the mutual profitable growth of the business. Provide competitive market and trade structure intelligence reports to the company. Participate in the annual sales planning process, providing local expertise and input and transparent performance reports. Represent organization in an ethical and professional manner. To sum up, a Distributor's Key Roles are two: Owning the #BusinessProcess and owning the #SalesProcess. The attached diagram says it all. For more or to train your #businessdevelopment team to train on #distributionmanagement best practices, mail us at hello@boilingpoint212.com Till then stay tuned👍
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