Page 30 - HW FEB 2021

sales agents
“I’m really quite upbeat about 2021. As long as the general economy seems to be going forward and there isn’t chronic unemployment, I see no reason why the hardware channel can’t chug away quite nicely this year”
Angie Samuel describes Zoom as a game-changer for Storelink: “We were connecting with our team a lot more often in terms of conferences and we’ve continued to use it.
“Otherwise, we’ve got a very dynamic system, everything is web-based, and nothing in that changed last year, other than us having an even greater respect for the technology.”
QUIETLY OPTIMISTIC OUTLOOK
What’s the outlook for sales agents in the hardware channel? What lies ahead for the “meat in the sandwich”?
As we found last year, getting and keeping the best people remains top of mind and a very current issue for sales agents.
Derek van der Vossen says VRM for one is trying hard to hold on to everyone that it can and says the operation is largely succeeding.
“We really only get people changing when they’re retiring or perhaps moving from part-time to full-time.
“Finding good, skilled workers is a major challenge, as the latest NZIER survey confirms.
“It’s a very tight labour market but, behind the scenes, with some of the suppliers experiencing major growth over the past six months, you sense there’s an element of caution about things continuing at the present rate.”
Back at Storelink, Angie Samuel, says she, too, remains upbeat about growth prospects in the hardware channel.
“At the end of the day, growth is driven by customer interest and demand, and we really enjoy providing a service in the industry.
“Our merchandising team covers all types of retail btu genuinely loves going into the hardware stores, so it’s a win-win on all fronts.”
Stephen Edlin is realistic about current growth rates being sustainable: “Historically, after every boom there’s always a flat period and who knows what 2021 will bring?
“The pessimist in me seems to think this can’t go on forever. If the general economy experiences a downturn, that must eventually impact on the hardware channel.
“But I’m really quite upbeat about 2021. As long as the general economy seems to be going forward and there isn’t chronic unemployment, I see no reason why the hardware channel can’t chug away quite nicely this year.”
28 NZHJ | FEBRUARY 2021
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