Products, dealer programs prove a hit with Beam dealers
Company outlines plan to grow from good to great
In the midst of one of the most creative places in the country, Beam and Beam’s U.S. dealers tapped their own creative energy to take their businesses from good to great during their 2006 dealer meeting in Orlando’s Walt Disney World.
The meeting was the 16th gathering of U.S. Beam dealers and attracted nearly 200 people representing approximately 60 dealerships around the country. Also present were Beam distributors from Brazil, Chile, the Czech Republic, the Dominican Republic and Mexico.
Solid Foundation
The December 1-3 meeting was the first dealer meeting led by Russ Minick, who became president of Beam in June 2006. Minick told the dealers he was delighted to join a company with a solid foundation and outlined plans for Beam and dealers’ future growth.
“We are the market share leader and have the industry’s best dealer network,” Minick said. “But we need to increase our selling capability, focus on maintaining product superiority and increase our penetration in new construction.”
Emphasizing the Good to Great theme of the meeting was an interactive session with Michael Saletta, one of the nation’s top strategic business consultants, to showcase characteristics that help turn good businesses into great ones. During the session 20 teams of dealers and Beam staff competed against each other to build the tallest self-supporting tower using nothing but newspaper and masking tape. The exercise demonstrated the importance of leadership and accountability at all levels of an organization in achieving business objectives.
Serenity® QS™ an Instant Hit
Dealers also attended six Beam University classes focusing on new products and dealer programs. Earning rave reviews from the dealers was the sleek Beam Serenity® QS™ Central Vacuum System. Set for launch in the first quarter of 2007, the Serenity QS offers up to 25 percent more cleaning power than competitive systems and sets a new standard for quiet performance. The system also features an anti-microbial collection receptacle to prevent mold growth and is backed by a 10-year warranty.
Also introduced was the companion Q™ Power Team. The system’s stylish electric power brush offers the quiet performance as well as manual height adjustment. The Q’s ergonomically designed hose handle also includes on-board cleaning tools, making it easier for the user to change attachments.
“These products will be a home run with the consumer,” Paul Runyan, general manager of U.S. Sales, said of the metal alloy power unit and compatibly colored power brush. “They will deliver the contemporary style consumers and builders expect in today’s homes and the most powerful, versatile and reliable performance in our industry.”
Flexible Dealer Promotional Programs
In addition to new products, Beam staff introduced a new Beam Contractor Dealer program that offers unmatched versatility for dealers to design promotions and incentives to grow their business with builders.
“Our dealer network includes a variety of business models from retail stores to businesses that work exclusively in new construction and everything in between,” said Larry Hartley, director of marketing. “The contractor dealer program will help dealers implement a wide variety of market development initiatives tailored to penetrating new construction. At the same time we’ve improved upon programs that are popular with vac shops and other dealers who emphasize retail business.”
Dealers Honored
Highlighting the meeting was the presentation of awards to Beam’s top dealers and distributors. Earning Distributor of the Year honors for a twelfth time was the Beam Easy Living Center, Grass Valley, CA. Coltrin Central Vacuum, Boise, ID, earned its third consecutive Dealer of the Year Award. Also receiving special honors were TW Central Vacuum, Nyack, N.Y., as Beam’s New Dealer of the Year and The Easy Living Company, Denver, CO, as Most Improved Dealer. Stilson’s, St. George, UT, was honored for Best Use of Dealer Programs. Coltrin Central Vacuum, St. Louis area distributor Beam of St. Louis and the Beam Easy Living Center of Grass Valley also were inducted into Beam’s Million Dollar Club. It was Coltrin’s first Million Dollar award, the second award for Beam of St. Louis and the eighth for the Beam Easy Living Center.
Following the three-day business meeting, dealers and their families were treated to an evening at Disney’s Epcot that was capped by a spectacular light and fireworks show and an expense-paid outing the following day to a Disney attraction of their choice.
Reprinted from Central Vac Professional, February 2007 |
