SALES SUCCESS
K N O W Y O U R C U S T O M E R PA R T 2
Knowledge is power Knowing your customer is more important than ever. Following on from last issue, we look at employees who need to duplicate their office space at home and the opportunities this presents to dealers
H
ybrid working is
necessary equipment for both venues -
customers in a consultative and adaptable
expected to continue
which is why having close relationships with
capacity, understanding their working
to grow in 2022, with
them is important.
arrangements – fixed and on-the-go – and
the pandemic still
“Hybrid models, or greater permanency
providing proposals to deliver these as both
causing problems
working from home, puts the onus on the
one-offs and as part of a regular top-up and
and many employees
employer for even greater duty of care,” says
consumables proposition.”
preferring the flexibility of working some
Marianne Chamberlain, sales director at
of the time in the office and the remainder
Data Direct. “Some employees are well set-
FURNITURE FOCUS
at home. This presents opportunities
up, but some aren’t, so dealers have a crucial
For instance, it is important to ensure
for dealers to supply customers with the
role to play – working with their end-user
there’s a dedicated desk or workstation,
[34] FEBRUARY 2022
www.dealersupport.co.uk
