In the next instalment of our series of interviews with agents and reps across the furnishings industry, we spoke with Nigel Hillier, who shares an insight into his role, what would help agents more and what he would change about the Bed Show.
Meet Nigel
I’m Nigel and I’ve been in the industry 18 years as an agent. I currently represent Shire Beds, Komfi mattresses, Purecare, Limelight and Flintshire. I cover, depending on the supplier, the South-West, South Wales and the West Midlands.
What drew you into the life of an agent/rep and what’s the day-to-day like?
My father, Ken Hillier, was Sales Director at Airsprung for many years, and my first job was in their warehouse and then driving a lorry. Eventually I found my way into sales as a Sales Rep for Slumberland in North London. I spent time as a Sales Director before becoming an agent.
As an Agent, you build relationships over the years with customers, and I look forward to seeing them. I enjoy this camaraderie and feeling that we’re all part of a team striving for the same ends. I enjoy a number of competitive sports and the life of an agent has this competitive element too. Primarily dealing with independent store owners and buyers who are also effectively self-employed as an agent you are looking to offer the best ideas and products to increase sales to our mutual benefit.
The furniture industry is friendly and supportive of agents who put a shift in and I think it’s clear that I do that.
What is the best part of your role?
The day-to-day interaction with customers and the companies I represent. Every day is different and challenging. You can spend a day not gaining sales and then the next meeting gives you a great opportunity. I take pride in offering the best professional service in a relaxed friendly manner. You should look forward to going to work every day which I do and if not then you need to make a change.
I have always liked building turnover from a low base or sometimes from no turnover at all by coming up with creative solutions and plans to increase sales. There is no better feeling than getting an order.
What is the most difficult?
There is a lot of planning, embracing technology, early starts, long days on the road and eating in service stations. To do research and believe you have found a product offering, which is right for the customer, make contact and then for whatever reason you are not able to present is frustrating. I would like buyers to perhaps be a little more open to suggestions from suppliers they do not currently deal with.
I spent time as a student many years ago on factory production lines producing cheese, meat, beer and furniture. This gives you a grounding that makes you realise when sat in your car for two hours in a queue that it’s not really a tough day.
Do you have any particular highlights so far?
Eventually making a good living but still clearly remembering not being able to pay my mortgage when I started. It took five months to begin to make a living and Stuart Hibbert (well known in the industry), helped me to get started for which I will always be thankful.
Winning agent of the year awards has been special recognition too, and in recent years, Jason – my brother, is also an agent who works with some of the same companies as me, has beaten me to them!
I feel privileged to have the support stores give me when buying my products. I particularly enjoy the final piece of the jigsaw which is the sales training once the products are on the shop floor and online. It’s great getting everyone excited about the new offering.
What challenges do you think currently face agents/reps in the furnishing industry?
I feel there will always be a space for agents as they are cost effective, i.e. only paid if they get an order for the supplier. Costs for all in the industry are increasing so we must work leaner and more efficiently.
What would you like to see change?
As I currently sell bed products, I would extend the NBF bed show in Telford to three days. Also, an increase in UK manufacture.
What would help agents/reps more?
I have recently had support from one of my suppliers Shire Beds who provided a fully expensed show van for an extended period to help me develop our sales. Without this I could not have achieved the support from stores and eventual sales. I believe more suppliers could benefit from this model as showing a product face to face is invaluable.
What would you say to someone considering becoming an agent/rep?
Go for it!
What is the most important attribute to have as an agent/rep and why?
You need to be interested in people and have the inner drive to want to succeed. You will spend many hours on your own but also many rewarding hours having great conversations with customers. Be organised, focused and driven.
Can you share something that irritates you the most as an agent/rep?
The computer in my new car!
Can you share an insight into your plans for the year ahead?
It will be another challenging year so I will be looking for new business whilst making sure current customers fine tune their ranges. I will be feeding back their ideas to suppliers for product development.
What’s the next big thing you are seeing in the industry and why?
Technology to advance product development. Environmental initiatives including stopping landfill and reducing chemical usage.
Final thought…
I wonder what my dad would think of the industry now. In his day, if you were a professional salesman you were expected to wear a hat and have an umbrella and when not using them, they were to be placed on the parcel shelf of the car. These days a gilet and trainer shoe are often the uniform.
I’d also like to end with who I most admire in the industry. Personally, my father and brother. Professionally, all the MD’s I have worked with who have the ultimate pressure of the buck stops with them.
nigel@nhillier.co.uk / 07971484550 / www.linkedin.com/in/nigelkhillier/
