Hardware Retailing The Industry's Source for Insights and Information
AS THE SUCCESS of its dealers is a top goal for the company, Orgill has created a sales team of dedicated individuals to serve the needs of dealers. David Mobley, executive vice president of sales for Orgill, says the company understands the unique needs of independent home improvement retailers and recognizes that every market—whether suburban, rural or metropolitan—is different and requires a deep understanding of customers’ businesses and the specific challenges they face.
Additionally, no two retailers are the same, so there isn’t a one-size-fits-all approach to determining the number of salespeople in a given area. Orgill focuses on ensuring its customers have the right level of representation tailored to their business needs, with Orgill sales representatives available whenever customers require their support.
“Our sales representatives live and work in the markets they serve, regularly visiting customers’ stores,” Mobley says. “This close proximity enables us to build strong relationships and collaborate with our customers to identify and implement strategies for driving retail success together.”
Mobley says Orgill is a full-service sales organization, tailoring its approach to meet the specific needs of each customer.
“Recognizing the unique characteristics of every market and dealer is crucial to driving customer success,” he says. “Proximity not only enables us to identify growth opportunities for our customers, but also helps build strong, lasting relationships with them.”
Training the sales team for success takes high priority, with training programs tailored to the specific needs of each sales role. Mobley says training is further enhanced by the two in-person training sessions held annually at the start and midpoint of the year.
“Our focus is on ensuring our sales team acts as retail consultants to our customers, serving as their closest point of contact,” he says. “By adopting this consultative approach, we take the time to understand the challenges and opportunities our dealers face, working together to address problems and capitalize on growth opportunities in their markets.”
Leadership at Orgill is intensely focused on empowering the sales team to act as retail consultants, which requires a deep understanding of what it takes to successfully run a retail business, Mobley says.
“By closely monitoring key retail metrics from various industry sources, including NHPA’s Cost of Doing Business Study, we continuously seek ways to help our dealers achieve industry-leading results,” Mobley says. “Our goal is to partner with our customers to drive their success. They expect us to bring value to their business and to be a reliable, trustworthy supplier and partner. We are committed to consistently meeting and exceeding that expectation.”
