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KBB retailers need to offer more than just excellent products if they are to take business from their rivals, and members of the Kitchen Bathroom Bedroom Specialists Association have a new weapon at their disposal in the battle for dominance in the sector.
ConsumerCare Plus, the Association’s new four-way insurance cover, is one of the most comprehensive in the marketplace. It offers protection for the deposit (up to 25 per cent of the contract price), second stage payments (up to 75 per cent), work in progress or noncompletion of the contract (up to 15 per cent) and a six-year warranty period. KBSA members can sign up for the product at a highly competitive rate.
Members who have signed up to the product and are running it for customers are noticing the difference. One of the first retailers to sign up to the scheme was Norwood Interiors in Leeds and, as far as owner Ronnie Potts is concerned, it’s one of the best sales and marketing tools the company has.
“I was keen on ConsumerCare Plus ever since I first heard of the scheme, as were all my sales staff,” says Ronnie, “and we haven’t been disappointed. The ability to offer independent protection for our customers’ money as a KBSA member is yet another tick in the box that says we’re a bit different and a bit better than the competition.
“The cost of the insurance to the retailer is so minimal it’s hardly worth bothering about. On an average sale of £10,000, ConsumerCare Plus costs us around £20 – so as a proportion of the whole sale it’s negligible. Administration is minimal, too.”
As far as Ronnie is concerned, retailers shouldn’t be concerned that by offering such a high level of protection they are implying their company is likely to go bust. “The way I explain it is: you’re not going to go bust – but what if your head office is blown up in a gas explosion or you, as the sole proprietor of your business, are run over by a bus? Nothing is guaranteed in life apart from the fact that your customers won’t lose their money!”
Customer response has been overwhelmingly positive. “It’s the icing on the cake,” he said. “They are impressed we offer it – especially as they don’t have to pay extra for it. It goes toward increasing the ‘edge’ we have over our competitors.
“We’re taking out about 20 policies a week and it couldn’t be simpler,” Ronnie adds. “I can’t imagine why any KBSA member wouldn’t want to take advantage of ConsumerCare Plus. As a member you’re already offering honesty and integrity: after all – this is just making you even more special.”
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