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Electrolux/Beam Restructures Salesforce
Maker of Beam central vacuum will add a telemarketing team and eliminate duplicative sales teams that were left in place over years of acquisitions.
Electrolux Home Care Products, makers of Beam central vacuums, has restructured its sales force to create geographically closer independent dealer-directed sales and customer support teams and telesales teams for its dealer-protected product lines.
Russ Minick, president of Electrolux Home Care Products, says the restructuring will drive more traffic and sales to dealers. Larry Hartley will lead the newly reorganized sales and customer support team as director of U.S. field sales. The enhanced dealer and retailer support effort also will include improved online ordering and Web-based product warranty systems as well as increased dealer and retailer training.
"We had a situation where over many years of acquisitions and product rollouts we had two sales forces with a lot of redundancy. We realized we could be more efficient in our own approach to selling and also make it easier for our customers to work with us," says Hartley.
"By restructuring, we can provide each customer with one well-informed, knowledgeable and helpful salesperson to work with, who will also have all of the products and programs to help them grow their business. We also will be able to expand our best practices throughout the company, around automated programs, whether that’s co-op or ordering or parts breakout information for service and repair, that we can implement across all of our products," he says, adding, "Independent dealers are an absolutely critical part of our business."
Hartley says the new telesales team being formed will focus on serving remote areas. The existing ordering process for Beam products remains unchanged.
Among the new products due out later this year is a new wall mountable central vacuum product that will be easy to install. It’s available at a much lower price point than traditional central vacuum systems. "We think it will play well in multifamily housing and even into smaller condo and apartment living spaces. We also will be introducing a revolutionary new Beam product line in our central vac business at the end of the year," hints Hartley.
Russ Minick, president of Electrolux Home Care Products, says the restructuring will drive more traffic and sales to dealers. Larry Hartley will lead the newly reorganized sales and customer support team as director of U.S. field sales. The enhanced dealer and retailer support effort also will include improved online ordering and Web-based product warranty systems as well as increased dealer and retailer training.
"We had a situation where over many years of acquisitions and product rollouts we had two sales forces with a lot of redundancy. We realized we could be more efficient in our own approach to selling and also make it easier for our customers to work with us," says Hartley.
"By restructuring, we can provide each customer with one well-informed, knowledgeable and helpful salesperson to work with, who will also have all of the products and programs to help them grow their business. We also will be able to expand our best practices throughout the company, around automated programs, whether that’s co-op or ordering or parts breakout information for service and repair, that we can implement across all of our products," he says, adding, "Independent dealers are an absolutely critical part of our business."
Hartley says the new telesales team being formed will focus on serving remote areas. The existing ordering process for Beam products remains unchanged.
Among the new products due out later this year is a new wall mountable central vacuum product that will be easy to install. It’s available at a much lower price point than traditional central vacuum systems. "We think it will play well in multifamily housing and even into smaller condo and apartment living spaces. We also will be introducing a revolutionary new Beam product line in our central vac business at the end of the year," hints Hartley.
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