Pro Installer January 2017 - Issue 46 | Page 25

PRO INSTALLER JANUARY 2017
@ proinstaller1
25

PRO NEWS

PSYCHOLOGY OF THE SHOWROOM

There are four types of personality that trade partners most often adopt when dealing with customers, according to a new White Paper which aims to give the window and door industry an insight into the psychology of the showroom.
THE FREE SPIRIT
The Negotiator, The Free Spirit, The Perfectionist and The Diplomat have been identified in‘ The DNA of the Showroom,’ published by Origin, alongside the UK sales psychologist, Bryan McCrae. The white paper aims to help door and window showrooms boost their profits by giving them a better understanding of their own sales styles, strengths and weaknesses, as well as how to interact with different customers. Bryan McCrae said:“ We’ ve all come across people that we easily‘ click’ with and others that take a little more time to warm to. It’ s the same when selling. By applying a specific model involving
different personality types to the showroom, as other industries have with great success, we aim to give salespeople a few tips that will help them better engage with customers and ultimately increase sales.” Ben Brocklesby, sales and marketing director at Origin, said:“ We have found that showroom retail staff
THE NEGOTIATOR
are likely to be one of four personality types, with a set of characteristics that, when identified, improve the flow of conversations with customers and, in turn, drive sales.” Beginning with a set of questions about approaching customers,‘ The DNA of the Showroom’ follows a three-step process to help
THE PERFECTIONIST
identify which salesperson personality type our trade partners best fit into. Origin has published an infographic alongside the report that takes staff through this process. The Negotiator- An assertive, confident salesperson who takes control from the outset and will often lead the conversation with
THE DIPLOMAT
customers. The Negotiator means business. The Free Spirit- Driven by innovation and ideas, this salesperson is enthusiastic and knowledgeable, but often expects the customer to distinctively to make the ultimate decision. The Perfectionist- Methodical and organised, with a love of simplicity and
perfection. This salesperson works hard to ensure that his bi-fold doors and windows are finger-print and smear free. The Diplomat- He or she will avoid any conflict at all cost. Diplomatic, thoughtful and amiable, this salesperson aims to please by making consensus decisions. Customer types and how to identify them are also included in the report- The Bold Buyer, The Spontaneous Shopper, The Measured Mind Maker and The Calm Customer. Finally, the report provides insights on how to use this information when talking to customers, to build better relationships and improve sales.
www. origin-global. com / DNA-of-the-Showroom

Directory hits 10,000 benchmark

WorldBuild365, the online product directory for the building and interiors industries, has passed a major milestone and now features more than 10,000 products.
WorldBuild365 was introduced last year by the ITE Group, organisers of the world’ s largest portfolio of international trade exhibitions in the field of building, construction, architecture, HVAC, interior design and décor. The site offers product information and industry news and its social media capability allows people to connect and share ideas. In short, it takes the benefits of a trade event to the internet, so that buyers and sellers can stay connected all year round.
Twelve months after its launch, WorldBuild365 has a proven track record and is set for further growth. ITE’ s Group marketing and digital director, Dr Bariş Onay said:“ This is one of our fastest growing products and it is quickly becoming the go-to online marketplace for professionals in our core geographies. We have a mission to connect businesses to the world and with World- Build365, we can do this all day, every day.”
For more information, visit https:// www. worldbuild365. com

INVESTING IN THE FUTURE

Fabricator Astraseal has shifted aluminium production from its main factory to a separate 25k square foot facility, citing booming demand for high-quality aluminium doors, windows and conservatories. The move increases the fabricator’ s aluminium capacity by five times. This development comes as Astraseal continues to invest in expanding its aluminium portfolio. The firm has recently added the Stratus thermal lantern roof and the Smarts Ultraglide inline slider system to an already extensive selection of products from Smarts, Reynaers and Synseal.
“ Demand for aluminium has exploded in the last few years,” said Zac Nedimovic, Astraseal marketing manager.“ Partly, that’ s down to advances in technology. Once, aluminium windows
weren’ t great – offering poor thermal efficiency, for example. Since the development of the polyamide thermal break, that’ s completely changed. Another major factor has been the ability to provide aluminium in a huge range of colours, making it a fashionable, high status material frequently used in Grand Designs-style home improvement projects.“ For both those reasons, the aluminium market shows no sign of slowing. In fact, at Astraseal, we expect it to continue growing – and that’ s why we’ ve sought to shift aluminium over to its own dedicated facility. In doing so, we’ ve not only massively increased our aluminium capacity, but streamlined production across the whole business.”
www. astraseal. co. uk