Seizing Hoover's sales opportunities.(Brand Builders: Leveraging the Top Names in Home Furnishings)
HFN: The Weekly Newspaper for the Home Furnishing Network, December, 1995 by McLoughlin, Bill
Hoover, the US' leading vacuum cleaner supplier, attempts to maximize its sales opportunities by providing the best possible service to its retail accounts. In summer 1995 the company reworked its sales force, naming five sales directors to handle national accounts. Hoover hopes to assure its major accounts get the best possible attention, according to company president Brian Girdlestone.
NORTH CANTON, OHIO--Service.
Ask a dozen home furnishings industry executives for their definition of the term, and you're likely to get as many different answers.
Then there's Hoover, the number-one supplier in the $3 billion U.S. vacuum cleaner industry; it tries to apply all the definitions to its service efforts.
"Our job is to assist the retailer as much as...
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