Sales Go Through the Roof- and Walls

Topics: Sales, Existential quantification, Selling Pages: 3 (1042 words) Published: March 11, 2013
Sell more Décor Retail profile: Decoron
Mr Welch explains: "This area is not the most affluent, with low-income famihes, so when there's a recession they're not affected too much because, to put it bluntly, it's what they're used to - and they do aspire to improving their homes." Customers come from much farther afield too, travelling up to 50 miles to shop at Decoron, which prides itself on being a real specialist. The entire store is dedicated to selling only decorating materials - wallpapers, paints, decorating sundries and decorating tools and that, says Mr Welch, is what helps it sell more décor. "By being professional in what we do, and sticking rigidly to being a specialist paint and wallpaper shop," be says, "Ever>'thinB is focused around what we sell. We do not diversify at all, and the advice we give is right. "We've always stuck to four key principles: quality, choice, value and service. I do feel that if you're going to do the job do it right and concentrate on what you do, deliver, and reap the rewards." Amongst those rewards is the fact that Decoron has "no trouble" in competing. In fact, there are certain rivals Mark Welch would welcome for the favourahle comparison they would give. "If ever they knwked all the shops down opposite here and built B&Q we'd clap our hand.s!" he laughs. "People shop around, not for price initially but to get something a bit different. The main criterion today is quality, then choice, and then price." The biggest issue Decoron has had to contend with in recent times has heen its single-width frontage, giving the misleading impression of a small shop that may not he able to supply customers with all their requirements. And it is true to say that it is bursting at the seams. Now, the Welches have solved both problems at once by buying the freehold pub adjoining the shop. The two will be knocked into one td create a store with an extra ] ,600sq It of selling area, plus additional .storage space. There is also a...
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