Read this article to find out how the transport and presentation of samples in the construction sector can be transformed thanks to an approach that is truly adapted to the needs of the sales force.
Cet article s’appuie sur l’expérience terrain de Paulo DE FREITAS, chargé d’affaires chez Tarkett, qui utilise la solution Bag PRO depuis plus de trois mois (à l’écriture de cet article) pour ses rendez-vous clients. Les retours exposés ici proviennent de son usage quotidien sur le terrain et sont enrichis par les analyses d’Ambrine BOUSSAOUI, en charge des outils d’aide à la vente chez Tarkett.
The challenges of transporting samples at Tarkett
A benchmark player faced with business constraints
Tarkett is a world leader in floor coverings (vinyl, linoleum, carpet, wood and laminate). The company structures its commercial activity around key markets, each responding to specific needs in terms of products.
Its sales force is responsible for making recommendations to architects, retailers and end-users. Their work involves transporting large, varied samples on a daily basis.
The problem of transporting samples in the construction sector
Daily challenges for sales staff
Before adopting the Bag PRO solution, Tarkett's sales representatives encountered several major difficulties in transporting their samples :
Unsuitable and uncomfortable transport : The teams used very large hessian bags, They are tough, but they are worn directly on the shoulder, generate a heavy load and are easy to carry. limiting the showcasing of samples.
Health risks in the workplace : The sales representatives testified to back pain and comfort problems linked to the repetitive carrying of heavy loads. This situation generated MSD risks (Musculoskeletal disorders)
Weakened professional image As Paulo DE FREITAS, Account Manager at Tarkett, explains: “I can remember two years ago without the bag, carrying my samples as best I could, arriving with my shirt wrinkled and sweating.”
The specific characteristics of the construction sector: weight and transport constraints
The transport and presentation of samples in the construction sector represents a particular logistical challenge.
Take the example of Tarkett's sales staff:
- High weight With maximum filling, the bags reach 17 kg
- Average daily weight 8 to 9 kg in normal use
- Diversity of formats : carpet tiles, technical floors, A4 colour cards
- Mobility constraints in urban environments As Paulo points out, “in Paris, using the car can be complicated, but the weight of the samples makes it difficult to use public transport”.”
- The need to compromise : You don't need to take certain samples with you on appointments to avoid carrying an excessive load all day.
Bag PRO x Tarkett: A partnership designed for the field
A targeted sales approach
The collaboration between Tarkett and Bag PRO began with meetings at a number of trade shows, including Architect@Work. Baptiste, Bag PRO's business developer, listened carefully to Paulo's needs, which led to concrete discussions about the problems in the field and possible solutions.
These exchanges show just how important it is for Bag PRO to reach out to players in the construction industry at the trade shows to understand their business issues professional luggage and transporting samples for their sales forces.
Co-design and test phase
To provide the best possible response to the problems faced by future users, Bag PRO has set up a co-design approach which was particularly appreciated by Tarkett:
- Loan of a prototype for field tests over 2 months
- Feedback direct from end users
- Product adjustments based on insights from the field
This collaborative approach has enabled us to’improve comfort the shoulder strap and remove inner compartments deemed unsuitable for actual use.
The Bag PRO solution: innovation and ergonomics for sales staff
Technical design adapted to business constraints
La rolling bag developed by Bag PRO responds specifically to the challenges of transporting and presenting samples in the building sector:
Optimised ergonomics The rolling system helps to maintain posture and avoid carrying loads. Even for occasional carrying, the cover and shoulder strap “ensure the right posture”according to Paulo DE FREITAS.
Urban adaptability : The dimensions of the bag, which is made-to-measure, have proved to be optimised for the public transport. It takes up very little space on escalators, and its slim, handy format makes it easy to use in the underground.
Resistance and durability The materials are selected to withstand intensive, everyday use.
Personalisation and brand image
Customisation with the Tarkett logo turns the cover into a genuine communication medium. This approach reinforces the professional image and conveys a positive employer brand, demonstrating the attention paid by the company to the well-being of its employees.
Concrete results: a measurable transformation
Improving sales efficiency
Increased transport capacity : “I can take more tiles”says Paulo, enabling a better product presentation with no weight constraints.
Smooth appointments The solution“avoids breaking the dynamic of the appointment in the presentation”It's the first time we've been able to do this in such a short space of time, thanks to well-organised, easily accessible content.
Route optimisation : Sales staff can organise their day better by efficiently transporting their samples between different customers.
Impact on health and well-being at work
The adoption of the Bag PRO solution has generated significant improvements in terms of MSD prevention :
- Reduced back pain : Sales staff no longer complain of back pain when carrying samples, which is proof of real progress in the field.
- Improving day-to-day comfort : Sales staff report a real change in their day-to-day professional lives.
- Institutional support : The solution was accompanied by the company's CHSCT to promote safety and comfort employees.
Paulo DE FREITAS, Account Manager for Tarkett:
“Previously, I was carrying around 15 kg of samples in canvas bags, which was particularly tiring during customer meetings. Adopting the wheeled bag has considerably improved my working comfort. At the same time, I can now carry a larger volume of samples and use public transport with greater ease.”
Large-scale deployment: 100 employees equipped
A successful adoption
Tarkett has rolled out two Bag PRO models for 135 copies in total, used daily by sales staff during customer meetings. This involves 110 PRO G bags. and 25 custom-made rolling covers.
This mass adoption testifies to the effectiveness of the solution and its added value recognised by end users.
Overall team satisfaction
The employee feedback are unanimously positive:
- Overall satisfaction on the tool
- Improving your professional image with the rolling luggage
- Facilitating organisation daily
A tangible competitive advantage in a tight market
In a tense market such as floor coverings, Tarkett's image is very important: “The smallest extra thing that can help us gain points over our competitors is beneficial.”says Paulo.
The Bag PRO solution enables sales representatives to present yourself in the best possible way at their customers' premises by conveying a good brand image (professional, designer cover, branded with the company's colours).
Employer branding and attractiveness
Investment in quality tools for sales staff is a positive CSR image and demonstrates a respect for employees within Tarkett.
The keys to successful collaboration
According to Paulo and Ambrine, the collaboration with Bag PRO was distinguished by :
- Listening carefully to customers' needs and problems
- A co-design process, innovative in the sector, enabling the creation of appropriate sales support tools.
- Transparent communication on the technical possibilities when creating the tailor-made solution
- Responsiveness Bag PRO teams
Conclusion: a forward-looking solution for construction salespeople
The collaboration between Tarkett and Bag PRO is a perfect example of how a sample transport solution can transform the day-to-day lives of sales staff. This makes it a strategic investment for any company in the construction sector.
For companies facing the same challenges as Tarkett, this solution represents a major step forward. opportunity for improvement of the commercial performance and well-being at work for sales staff.
Many thanks to Paulo De Freitas and Ambrine Boussaoui for their availability for this exchange.
Would you like to improve the comfort and efficiency of your sales teams?
Baptiste COLOBER
Laurence GAREL
