Basco hosts annual sales meetings; unveils 2007 plans

 

BY MORRIS R. BESCHLOSS

PVF and economic analyst

Tom McKew (left) of Dominion Marketing in Timonium, Md., receives the Pinnacle Award from Paul Williams, Basco Shower Enclosures vice president-sales and marketing. The Pinnacle Award is the top sales achievement award.

Basco manufacturer’s reps gathered from around the country as the shower enclosure manufacturer hosted three regional sales meetings in February to introduce new products and sales tools including a highly interactive website, bestow more than 25 sales awards and present a 2006 year in review.

“Our annual meetings are a great opportunity for our entire sales network to get together and exchange insights and information,” explained Paul Williams, Basco’s vice president-sales and marketing. “It’s also the perfect setting to recognize our reps for their hard work and dedication to Basco with our annual sales awards.”

New products & services revealed
The meeting provided an opportunity for Basco to provide a sneak preview of new products that will be unveiled at the Kitchen & Bath Show, including the Infinity 1422, a “French Door” style shower door inspired by one of today’s most popular looks. The double door configuration swings both in and out, making it barrier-free, wheelchair accessible and stylish. The Infinity French Doors are available in three heights, 14 finishes and 13 glass styles.

Reps also saw a sneak preview of Basco’s new consumer friendly, interactive website, which can be found at www.bascoshowerdoor.com. The pinnacle of the site is a virtual showroom that will enable consumers to not only custom design their shower enclosure but to “try it before they buy it.” The contemporary new site is easy to navigate and also features a detailed dealer locator and other interactive features.

 

Sales awards presented
During the meetings, Basco’s regional sales managers presented the company’s annual sales awards, recognizing sales achievements for both Basco’s core line of shower doors as well as its line of Celesta Luxury Glass Enclosures. Some of the award winners included:

• Pinnacle Award -- Dominion Marketing Inc., Timonium, Md.
• Chairman’s Trophy -- Pro Spec Sales Inc., Ohio/West Virginia
• Celesta Star -- Dominion Marketing Inc., Timonium, Md.
• All Pro Award -- Holliday Sales, Charlotte, N.C.
• Eastern Regional Sales Rep of the Year -- Marton Sales & Service, Florida, and Holliday Sales, Charlotte, N.C.
• Western Regional Sales Rep of the Year -- McKinney Sales, Carrollton, Texas
• Central Regional Sales Rep of the Year -- Pulley & Associates.

New showroom training curriculum introduced
New to Basco University in 2007 is a training class designed specifically for showroom associates. The two-day, highly interactive session was developed with the objective of eliminating the “Fear Factor” associated with selling shower enclosures, and replacing it with confidence.

The two-day hands-on session addresses sales training, a review of installation techniques, discussion of sales and marketing tools, an overview of Basco’s eStatus sales/order tracker, updates on shipping and freight policies, customer service and new products. A factory tour provides attendees an overview of manufacturing processes and Basco’s quality control procedures.

“In the past, showroom sales staff attended our Basco University sessions but the classes always focused on installation techniques,” reported Williams. “We recognized that they needed something entirely different. So when we designed this class, we worked closely with kitchen & bath showroom personnel to identify what was important to them, and then customized the training to address their needs. Knowledge is not power -- the application of knowledge is power.”

Morris R. Beschloss, a 50-year veteran of the pipe, valve and fitting industry, is PVF and economic analyst for The Wholesaler.