Dallas — The Mohawk Hard Surfaces sales team is keenly focused on equipping their retailers for success during 2014. One important way in which the team supports their retailers is by offering consultative selling.
“We want to truly be consultants for our retailer partners,” said Rodney Mauter, director of sales operations for Mohawk Hard Surfaces. “This means knowing our retailers’ business and our own business so well that we can say to our dealer partners, ‘Here are the Mohawk products that will sell well in your particular market and we have priced them to sell. Here is effective merchandising to help you sell our products and we will train your team on how to sell them.’”
“We also point out to our retailers how the technically advanced innovation and value added features of a product help them make more money,” Mauter added.
“A key component of our consultative selling style will be continuing to listen to the needs of our customers,” Mauter said. “A perfect example of this took place during the past year. LVT was and is one of the hottest selling flooring products demanded by today’s consumers. By listening to our retailers needs, we made sure that we maintained the level of inventory necessary to set our retailers up for success.”
“We have a vested interest in our retailers’ financial well being and the success of their store,” Mauter said. “When our retailers win, we win.”