Fenwick Now Case Study

Noland Fenwick is trying to recruit firefighters to fill the overload of work that needs to be done at the fire station. The most important step in accomplishing this is he needs to inform, persuade, and remind potential or current firemen about the job. Fenwick should first begin with the current volunteers at Whistler Department. He should inform the crew of the current issue; needing more volunteers or new recruits to cover the workload. Perhaps, just by informing the crew some firemen may have free time available to donate. This would eliminate the pressing need for recruitments. However, it does not solve this issue completely. The firemen will also need to be informed on the recruitment process and be told how they can help. Next, Fenwick
To do this he needs to follow all leads in the target market. He should begin by placing an ad in the local newspaper. Fenwick needs to make the target market aware. He could also place flyers in the mail, the town hall, churches, local gym, pizza parlor, or bar. These flyers should be placed locally because he needs to attract and catch the attention of local individuals. These flyers should include informative material (what job is needed, the tasks, and where), persuading material (the benefits of the job) and a phone number to reach. Besides this, the station should hold an open house drill night. This would help to recruit, provide good public relations, and will show the community where their donations go. Showing the community an inside look would persuade them to donate and possibly spark attention to join the team. Fenwick can also capture attention by hosting holiday parties at the station. Because it is sometimes hard to spark interest in older generations, the fire station should begin recruiting young. After reading a forum on why people became firefighters, most stated they were exposed to it at a young age. Some of their parents worked in the field, while others lived close by, or had friends parents who were firefighters. Knowing this, Fenwick should begin a youth fire program. The crew can educate the children young and expose them to all aspect of the trade. They can also begin training them on
When presenting, Fenwick will need to use the consulting selling approach. When recruiting it would be most effective to personally speak with individuals face to face. Hosting an open house night is a perfect way to speak with folks and persuade them to join. Fenwick and his team will need to be able to listen to each person's concerns and answer questions adequately. They will also need to adjust their selling technique based on the individual. Some may be excited to join while other apprehensive; each will require a different approach. Consultative selling will also build trust, which will encourage enlistment. Personal selling will be most effective in nonchalant everyday conversation. Each day everyone meets new people, if all the firefighters at Whistler station tried to promote a few conversation a day, this would increase their chances of recruitment immensely. They could create business cards to hand out for conversations that are timely. Even if the individual themselves are not interested, they might know someone who is. These conversations are more likely initiate other conversations, creating word of mouth. Most of the current fighters joined the department through word of mouth, it only seems fitting they would continue using this method, as it has been proven to succeed. The important factor here, is ensuring the word of mouth is good and not improperly decoded. The business