MKM Sheffield Parkway made a successful transition into the landscaping market, with help from Hallstone.
MKM Sheffield Parkway made a successful transition into the landscaping market, with help from Hallstone.
MKM Sheffield Parkway made a successful transition into the landscaping market, with help from Hallstone.
"The quality and price of the Hallstone range is just right. We now have customers ringing up to ask if we stock it. The product sells itself and we are confident that once a customer orders, they will order Hallstone every time."
"The quality and price of the Hallstone range is just right. We now have customers ringing up to ask if we stock it. The product sells itself and we are confident that once a customer orders, they will order Hallstone every time."
Requirements
MKM was founded in 1995 and now operates a network of branches across the United Kingdom. Although branches are supported by a Central Support Office, each branch is run independently by its own Branch Director.
MKM Sheffield Parkway has always been successful in supplying the building trade, having developed an excellent customer service reputation across their catchment area. Branch Director, Wayne Walsh felt there was an opportunity to expand into the landscape sector so needed to source a reliable supply of soft landscaping products.
Solution
After meeting with various suppliers, Wayne spoke to Hallstone’s Head of Builders’ Merchant Key Account Development, who outlined ways to build interest in the new landscaping show area, covering everything from instore point of sale display to general marketing advice and ways to advertise the new range to the local landscaping audience. A customer support plan was established whereby a dedicated contact was available to offer product and sales advice as and when needed.
Wayne’s confidence in the Hallstone brand was furthered knowing that merchant sales of Hallstone products, across the customer base, have increased by over 40% in 2023, since the brand was repositioned as a trade-only offering, so much so that his initial order was a full load of 64 bulk bags. Hallstone’s Sale or Return policy and reduced costs on full loads provided the added incentives to take this step.
Outcomes
The popularity of the initial load gave Wayne an early indication of potential sales volumes and justified the decision to come on board with Hallstone. With two further full loads ordered since the first was placed, branch sales have averaged 32,000 litres of product per month. Below, Wayne explains how he has found working with Hallstone:
"The relationship is really positive. There is always someone available when required with suitable advice, as well as a very helpful customer service team on the end of the phone if we need support."