Trade talk: Q&A with Clare Brophy, Vice President Commercial of Handicare
After a year that’s seen retail suffer some of its toughest trading conditions, stairlift manufacturer Handicare has taken stock of its successful Partner Programme and plans to roll-out a new improved scheme in 2021.
Discussing how it plans to nurture its partner network, Handicare Accessibility VP Commercial Clare Brophy explains why the time is right to take the Handicare Partner Programme to the next level and how it will help retailers realise their growth ambitions.
THIIS: How successful has the Programme been?
Clare: “Since it was first introduced in 2014, dealers have been keen to be involved with our Partner Programme and to grow their business with Handicare. The Programme has always been about how we can support our partners’ businesses.
“With over 70 partners and a top-performing tier helping us to grow our share of the market in the UK, we’ve all been proud of what has been achieved.”
THIIS: Why is Handicare introducing a new Programme now?
Clare: “If it ain’t broken, why fix it? It’s true, the programme has continued to go from strength to strength in the UK, culminating in the introduction of a new Prestige tier in 2019. However, as an international business, we wanted to make sure our Programme was the same in every territory where we have partners.
“Last year, we carried out research, listening to our partners around the world, and we now have a much clearer idea of what they value, what they want from their stairlift partner, and how that aligns with our own business goals.”
THIIS: What is changing?
Clare: “The new Programme is clearer, more structured and there are now five tiers, as well as a wide range of financial and non-financial benefits which partners will have access to, according to their level.
“We’ve made it much easier for partners to see what Handicare provides for each level, how to progress to the next level, and what we expect in terms of their commitment to growing their business with us. There are some exciting new features we know partners will value, because that’s what they’ve told us they want.
“Making the programme more transparent, and making it easier for partners to do business with us, have been the main drivers for the new Programme. It’s not just about supplying stairlifts, our partners want so much more than just a supplier. They want a collaborative business partner.
“Now our new Programme gives them exactly that. We know they won’t get the same level of total business support from anyone else in our sector.”https://thiis.co.uk/trade-talk-qa-with-clare-brophy-vice-president-commercial-of-handicare/https://i1.wp.com/thiis.co.uk/wp-content/uploads/2021/03/Handicare-Clare-Brophy.jpg?fit=900%2C600&ssl=1https://i1.wp.com/thiis.co.uk/wp-content/uploads/2021/03/Handicare-Clare-Brophy.jpg?resize=150%2C150&ssl=1Analysis & InsightsNewsroomRetailer NewsSupplier NewsTrade NewsTrade TalkClare Brophy,dealers,Handicare,manufacturer,Partner Programme,retailers,StairliftAfter a year that’s seen retail suffer some of its toughest trading conditions, stairlift manufacturer Handicare has taken stock of its successful Partner Programme and plans to roll-out a new improved scheme in 2021. Discussing how it plans to nurture its partner network, Handicare Accessibility VP Commercial Clare Brophy explains...Calvin BarnettCalvin Barnettcalvin@thiis.co.ukAdministratorTHIIS Magazine