Gerflor UK & Ireland’s Post

#MeetTheTeam Our Area Sales Managers! ✨ “Hi … I am Dan Bowen … and I am a Specification Area Sales Manager (South).” 👉 What do you like about your role and the sectors you work in? “No one day is ever the same in my role and there is always a new challenge to take on. I have now worked in the industry for almost 6 years & even in that time, so many things have changed in the way products are selected through to the installation method. I enjoy the challenge of taking a project from its inception and seeing it right through to fruition. Helping customers with their specifications, identifying their needs, proposing solutions that deliver added value, and then seeing the project right through to completion on time and to budget is what is most rewarding to me.” 👉 What challenges are driving many businesses today in the markets you work in? “The industry we work in is very fast paced & with project timelines & expectations becoming even more challenging to meet, it’s important as trusted manufacturers to address this head on. One of the benefits of the combined business, with the joining of Gerflor/Gradus forces, means that we can help our customers further with all their interior projects. Whether it’s for new build or refurbishment, we have a complete offer for many applications and sectors.” 👉 What are your favourite Gerflor and Gradus Limited solutions and why? “I love to specify GTI Max Connect, these are fast track products that are easy and quick to install & are also extremely versatile. It is rewarding when speaking with Architects & End Users, about this revolutionary innovation, my customers are delighted to hear that for refurbishments when time is of the essence. To go along with any quality floorcovering, it’s always important to consider ‘Entrance Matting’ from a safety and hygiene point of view. A particular favourite of mine is the Gradus Esplanade Primary Matting ranges. With Gradus being known for its exceptional quality & outstanding durability, specifying a primary matting will protect & extend the life of the specified floorcovering.” 👉 What do you like doing in your spare time? “In my spare time, I love to get out in the open with my family & fit in as much as we possibly can into the weekends. A big passion of mine is visiting bike parks with my son, with the aim of learning new skills but also trying not to kill myself in the process! I also am into cars BIG TIME & I have recently treated myself to an open top sports car, which I really enjoy driving especially when the weather is nice & I can take in the scenery from country back roads.” Read Dans full meet the team interview here - https://lnkd.in/ePEppiX4 #GerflorFlooring #FloorCoverings #GradusAccessories #FastTrackFlooring #InterlockingTiles #EntranceMatting #SustainableFlooring

#MeetTheTeam Our Irish Area Sales Managers ! ✨ “Hi … I am Gareth Murphy, and I am one of the Area Sales and Specification Managers in Ireland, for both Gerflor and Gradus Limited”. 👉 What do you like about your role and the sectors you work in? With the nature of my role, I must service all types of clients, both decision makers and influencers across the various contract markets. As I don’t have a particular sector that I need to focus solely on, this ensures there is a variety of needs to be addressed and that’s what gives my role a clear purpose, as well as satisfaction. I’m constantly being exposed to new ideas and trends throughout the interior flooring and finishing building products industry. This has helped me to assist my customers with finding solutions to their many questions when specifying, that can often arise depending on the client’s project requirements, budgets and timescales. 👉 What challenges are driving many businesses today in the markets you work in? The Irish flooring market is always evolving with new themes (increased urbanisation, population growth, and foreign direct investment) and each sector has its own specific drivers. Whether it is an Industry, Education, Healthcare, Office, Student Accommodation, Retail or any other type of project, I am tasked with ensuring that, as a combined Gerflor and Gradus business, we are offering a complete solution, that meets the expectation of both the client and the contractor. 👉 What are your favourite Gerflor and Gradus solutions and why? The new Gerflor Taralay Impression HOP collection is a remarkable and impressive loose lay product, it has exceptional environmental credentials, is available in modern and contemporary finishes and has been extremely well received by Architects and Specifiers. Another game changer for me, are the DLW Linoleum collections, these ranges continue to be very popular in the local Education and Healthcare markets. The Gradus XT Stair Edging is another favourite of mine, anytime I am presenting this product to clients they are really impressed with the design and style of the XT range without it compromising on the safety element. With the new XT bronze and XT aluminium finishes; we have taken this range to the next level. 👉 What do you like doing in your spare time? I am someone who likes to get active. I am currently coaching the local up and coming Girl’s football team and have recently taken up playing golf – mind you I am no Rory McIlroy! What I really enjoy is the outdoor life, from walking our dogs along the local beach, to sports down in Kerry and of course skiing in the wintertime. Of course, a Guinness afterwards is very much appreciated. Read Gareths full meet the team interview here - https://lnkd.in/eG8A768R   #GerflorFlooring #SustainableFlooring #SafetyFlooring #LinoleumFlooring #StairEdging

The CIA turned Sales technique to just WIN at Flooring Negotiations. (Used for countless successful hostage negotiations where 0$ got to the kidnappers) 🤝 1 Word. MIRROR 🪞 Mirroring is the act of repeating the last or most important 1-3 words your opponent (in negotiation) just said. Mirroring can be used for several things, but these are the 3 main ones: 1. **Uncovering Client Concerns and Priorities** 🥇 When a potential client expresses concerns, such as: "I'm worried about the durability of this flooring" You can mirror by saying: "The durability?" This encourages the client to elaborate on their concerns Allowing you to better understand their priorities and address them directly with specific product features, warranties, or testimonials about durability. 2. **Clarifying Budget Constraints** 💰 If a client says: "We have a tight budget for this project" You can mirror with: "A tight budget?" This often leads the client to disclose more details about their budget limitations. Which helps you tailor your proposal, offer cost-effective alternatives, or discuss flexible payment options that align with their financial constraints. 3. **Exploring Decision-Making Factors** 🧠 When a client mentions something like: "We're looking for a flooring option that's easy to maintain" You can mirror by saying: "Easy to maintain?" This prompts the client to provide more specific preferences or needs Allowing you to highlight products that best meet those requirements, such as low-maintenance or stain-resistant flooring options. The absolute KEY for Mirroring to work: 🔑 Learn when to be silent. 🤫 Being silent after mirroring creates space for the other person to elaborate, reveals more information, and shows that you’re actively listening. It uses the natural discomfort with silence to prompt them to keep talking, giving you valuable insights. (For More TIPS on Sales and Negotiation for Flooring Companies, feel free to Like and Share) 😉 A. 🏎️...

#MeetTheTeam Our Irish Area Sales Managers ! ✨ “Hi … I am Gareth Murphy, and I am one of the Specification Area Sales Managers in Ireland, for both Gradus and Gerflor UK & Ireland”. 👉 What do you like about your role and the sectors you work in? With the nature of my role, I must service all types of clients, both decision makers and influencers across the various contract markets. As I don’t have a particular sector that I need to focus solely on, this ensures there is a variety of needs to be addressed and that’s what gives my role a clear purpose, as well as satisfaction... 👉 What challenges are driving many businesses today in the markets you work in? The Irish flooring market is always evolving with new themes (increased urbanisation, population growth, and foreign direct investment) and each sector has its own specific drivers. Whether it is an Industry, Education, Healthcare, Office, Student Accommodation, Retail or any other type of project, I am tasked with ensuring that, as a combined Gradus and Gerflor business, we are offering a complete solution, that meets the expectation of both the client and the contractor... 👉 What are your favourite Gradus and Gerflor solutions and why? The Gradus XT Stair Edging is another favourite of mine, anytime I am presenting this product to clients they are really impressed with the design and style of the XT range without it compromising on the safety element. With the new XT bronze and XT aluminium finishes; we have taken this range to the next level, and I am looking forward to presenting these to architects and specifiers alike. The new Gerflor Taralay Impression HOP collection is a remarkable and impressive loose lay product, it has exceptional environmental credentials, is available in modern and contemporary finishes and has been extremely well received by Architects and Specifiers. Another game changer for me, are the DLW Linoleum collections, these ranges continue to be very popular in the local Education and Healthcare markets. With over 200 finishes to choose from and its Neocare™ surface protection for unrivalled levels of stain resistance, DLW is an ideal solution for many hardworking spaces. 👉 What do you like doing in your spare time? I am someone who likes to get active. I am currently coaching the local up and coming Girl’s football team and have recently taken up playing golf – mind you I am no Rory McIlroy! What I really enjoy is the outdoor life, from walking our dogs along the local beach, to sports down in Kerry and of course skiing in the wintertime. Of course, a Guinness afterwards is very much appreciated. Contact me now if you want to walk with me on the wild side too! Read Gareths full meet the team interview here - https://lnkd.in/eb6-7BR5   #Gradus #GradusXT #SustainableFlooring #StairSafety #LinoleumFlooring #StairEdging

There should be some ground rules in place especially for the sales team. Because sales work tends be get a little more heated than other departments. There should be some ground rules set in place to maintain decorum and discipline. #Discipline #RulesInPlace

Why the Best Salespeople Don't Sell: 👉 Adrian was managing the sales team at a sporting goods and boating store when he hired Jerry—a new guy for the boating section. Two months later, Jerry was outselling everyone. Fishing rods? Rowboats? Camping tents? Safety gear? You name it - Jerry sold it. Adrian, impressed and a little suspicious that Jerry had magical sales powers, decided to observe him in action. Sure enough, Jerry seemed to sell something to every person who walked in. At the end of the day, Adrian walked up to Jerry and said, “You’re a sales machine! What’s your secret - hypnosis? Jedi Mind Tricks?” Jerry smiled and said, “Nah, I just listen to people and give them what they need.” Adrian couldn’t believe it was that simple. So, he watched Jerry with another customer. Forty-five minutes later, the guy left with new fishing gear and hooks, a life preserver, safety kit, fire extinguisher, and a flotation device. Excited, Adrian asked, “How in the world did you get him to buy all that?” Jerry shrugged. “He wasn’t even here to shop. He was just looking for his wife in the women’s clothing department. I asked him what he was doing this weekend, and it turns out he was going fishing." A few questions later, he realized he needed a whole lot more than just a fishing rod when I asked him: - “What kind of fishing do you do?” - “Where’s your favorite spot?” - “How’s your safety gear holding up?” - “If there’s a storm, what’s your plan? Pray?” The customer realized his safety gear was outdated, and Jerry swooped in like a life jacket with solutions. “I don’t just sell stuff,” Jerry said, “In this situation, I help people enjoy their time on the water safely, without incident and injuries.” Jerry didn’t see sales as a transaction; he saw it as a conversation—a way to care about people and their needs, not just close a deal. That’s why the best salespeople don’t sell—they just have great conversations, and the sales follow naturally as a byproduct. ⭐ Lessons Learned: * Forget sales techniques; be a conversational wizard. * Ask questions that get customers thinking about what they really need (essential) not what they want (optional). * Care more about them than your commission. Saving lives (giving) vs. bonus points (getting.). * Don’t push your agenda. Be genuinely curious, caring, and let the sale happen. * Lead with questions that uncover opportunities, not product pitches. #sales #selling

While conducting sales outside my showroom, I enjoy discussing our products, showcasing our impressive samples, and guiding clients through various options to help them choose the right texture and color. However, two aspects pose challenges which seem disturbing: 1. Lack of punctuality: Despite my scheduled start time, the meeting often begins 30 minutes to an hour late. Unfortunately, in Sri Lanka, punctuality is not always valued, forcing me to adapt to this reality. However, I prioritize punctuality and always arrive at least 5 minutes early for meetings, even when I know they won't start on time. My Dad’s golden advice - “always reach on time and never make anyone wait for you.” 2. Inadequate lighting: Proper lighting is essential for selecting the perfect fabric, and its absence presents a significant challenge during sales I realize that there are some things which you can’t control but what’s in your control, be firm on it.

As the Sales Manager at GRECHO, I've explored the remarkable properties of our fiberglass-coated veils. These materials provide unparalleled benefits in soundproofing, fire resistance, and moisture control. Let’s delve into how they achieve their performance. 😉 🔹 How Fiberglass-Coated Veils Absorb Sound Sound absorption relies on the interaction between sound waves and materials. Our fiberglass-coated veils are highly effective due to their unique structure. Fibrous Structure: The veil consists of numerous interwoven fiberglass strands, creating a porous network. Sound waves penetrate this structure, undergoing multiple reflections that convert sound energy into heat, reducing noise levels. Density and Porosity: The effectiveness of sound absorption is influenced by the density and porosity of the material. Our veils have an optimal balance, ensuring maximum absorption across a wide range of frequencies. 🔹 How Fiberglass-Coated Veils Resist Fire Fire resistance is a critical property, and fiberglass-coated veils excel due to the properties of fiberglass and specialized coatings. Non-Combustible Nature: Fiberglass is naturally non-combustible with a high melting point, allowing it to withstand intense heat without breaking down. Fire-Resistant Coatings: The coatings enhance the fire resistance of fiberglass, acting as a barrier against flames and hot gases, and forming a protective char layer when exposed to high temperatures. 🔹 How Fiberglass-Coated Veils Resist Moisture Moisture resistance is essential for maintaining the integrity and performance of materials in humid or damp environments. Hydrophobic Properties: Fiberglass repels water, preventing moisture absorption that can lead to mold and mildew growth. Protective Coatings: The coatings enhance moisture resistance by creating an additional barrier against water penetration, ensuring the material remains dry and maintains its properties over time. A fascinating case study involved using our fiberglass-coated veils in a modern office building. The veils effectively reduced noise levels, provided a fire-resistant barrier, and remained unaffected in humid areas, demonstrating their excellent moisture resistance. 😁

We helped a luxury residential flooring contractor hire a niche B2B sales professional who made a sale in his first week on the job — here’s the 7 steps we took to make it happen: 1. Understanding the Big Picture: We started by meeting with the executive stakeholders of the company. They shared their ambitious growth goals—scaling from $5M to $30M in five years through product line expansion, strategic acquisitions, and key talent acquisition. This gave us a clear sense of direction for the role and their long-term vision. 2. Nailing the ICP and EVP: We honed in on their Ideal Customer Profile (ICP) and Employee Value Proposition (EVP). This helped our client understand not just the kind of flooring sales professional they needed, but what would attract the top talent to their team. Building out a compelling EVP was critical in setting our client apart from competitors. This allowed us to go-to-market with a persuasive and professional recruitment approach. 3. Building a Targeted Talent Pool: Our team built a comprehensive list of sales talent at all their local competitors, gaining key contact information for these individuals. We then crafted a multi-channel outreach campaign designed to hit every corner of the addressable market—ensuring no stone was left unturned in identifying the top-tier candidates. 4. Networking with Industry Insiders: Since our client gets 80% of their business through referrals from high-end GCs, we connected with local GCs to gather intelligence on who the best flooring salespeople were. By leveraging relationships in the luxury residential space, we got valuable insights that traditional sourcing methods couldn’t match. 5. Screening for the Perfect Fit: We established a rigorous screening process. Beyond sales numbers, we assessed each candidate’s transferable book of business, their experience in high-end custom flooring, and their cultural fit with the company. We also consulted with our client on integrating a DISC assessment into the process to measure personality and communication style fit. 6. Delivering the Best-Suited Candidates: We presented a shortlist of five highly qualified candidates, each a standout in their niche. Our client selected a candidate they felt was the ideal fit for their company—and the results speak for themselves. Within the first week, their new hire had already closed a sale. 7. Positioning for Future Success: Beyond filling the position, we’ve continued to work closely with our client, introducing them to a potential acquisition opportunity within their space. We’re fully committed to helping them achieve their aggressive growth goals through strategic talent and business acquisitions. We're excited to continue building this relationship and supporting our client in scaling from $5M to $30M and beyond. Shoutout to Cole Arriaga for his diligent and effective work during this search project.

Hairstylist vs Sales engineer I often use the analogy of a hairstylist to describe my sales engineer's policy. Instead of focusing on value of possibility based on detailed requirements from client, I aim to ask, 'What do you want to become next?' This idea is to create maximum value for client's needs. Just as a change in hairstyle can lead to transformative effects, I wonder what could happen to you. It might become a catalyst that changes your expression or personality and, in turn, your life. It's about producing or directing events in the future beyond that moment, whether it's job hunting or spending time with important people... In our industry, this becomes a business or project for our customers, and it relates to significant projects like achieing Net Zero Emission. I believe it's crucial to make proposals that look that far ahead. From this perspective, when we elevate the quality of proposals, we can offer services that go beyond anticipated needs. This results in the creation of value surpassing the cost, and I refer to this as "maximizing value,' considering it the essence of business. The continuous chain would create more value for the customer. 私は営業姿勢をよく美容師に例えて話します。 細かく要求を聞き、精度高く実現する価値よりも、次あなたはどうなりたいですか？と聞くイメージです。 ヘアースタイルが変わることで、あなたに何が起こるか？ その人の表情を変え人生を変えるきっかけになるかもしれません。 その先のイベントを演出することなんです。 私たちの業界ではそれは事業になります。 そこまで見た提案をすることが大切と考えます。 そのような観点で、提案の質を引き上げた時、ニーズの想定を超えるサービスを提供でき、代価以上の価値が生まれます、それを「価値の最大化」と呼びその連鎖をビジネスの本質と考えています。