Innovative selling

Matt Stanley, accounts director for Coast to Coast, and Richard Lockley, sales director at Superstat, are set to bring plenty of enthusiasm into the mix for Dealer Support LIVE as they help boost dealer confidence in making easier and more consistent sales.

Matt comes from a marketing background, and came into the office supplies industry after a friend of his, Mike Errington, formed his own company and wanted help in growing the business, raising awareness of their services and helping them to break into new markets.

He has helped to turn Coast to Coast into a more customer-centric, consultative reseller and has been the driving force in pushing them into more diverse sectors and widening their product and service portfolio.

Matt is also a member of the BOSS Leaders of the Future committee and regularly features on expert panels and forums at industry events.

Richard is a graduate from Newcastle University Richard, and freely admits that he fell into office supplies starting out as humble telesales operative before moving into a business development role, sales manager and then to sales director in 2017. Dedicated and passionate about his cause, Richard is one of the few people in business that actually does what they say they are going to do, and loves nothing more than getting stuck in to his sole objective, helping dealers grow. His straight-talking, no nonsense approach has won him the hearts and minds of dealers up and down the country. Richard is married with two young sons and loves food and football (in that order).

Richard will deliver an overview of the industry as it is and why innovative selling is important, while Matt will discuss how this relates to dealers at the front end.

The two will then delve into the topics of increased customer intimacy and centricity, and how that leads to realising sales opportunities. Matt and Richard will also talk about how market knowledge is essential to being a trusted seller, and how important entrepreneurial, consultative selling has become.