Pro Installer January 2017 - Issue 46 | Page 25

PRO INSTALLER JANUARY 2017
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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