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Gold Bond Sales VP Goes Old School

By Home Furnishings Business in Bedding on May 16, 2013

Gold Bond Vice President of Sales Skip Naboicheck is taking a retro approach to selling mattresses to the company's furniture retail customers.

When a retailer schedules an appointment with Naboicheck, he doesn't just give a brochures or a presentation, he drives up in his 18-footer and shows the mattress he wants to sell.

€œWe cater to independent retailers through out the east,€ said Naboicheck. "Many of our best customers work in their stores everyday, so they don€™t travel to High Point Market often. But that doesn€™t mean they shouldn€™t have the ability to get a proper sales presentation and the opportunity to see and feel our product."

Loading up a truck with a variety of mattresses and futons, Naboicheck and local sales reps map out a route and drive from town to town along the Eastern seaboard, putting hundreds of miles on the odometer in order to meet with prospective and established customers. Unloading the truck at each stop, Naboicheck has retailers €œrest testing€ Gold Bond products right in their own showrooms.

The response to Gold Bond€™s personalized visits has been so successful; the company has hired new people to grow its sales force. Since January 2012, Gold Bond, Hartford, Conn., added multiple
accounts in Virginia and Washington D.C., Maryland, Delaware, North And South Carolina, Ohio and Pennsylvania while simultaneously expanding its models on the floors of existing customers along the East Coast.

€œFrom my father and grandfather I learned that customer service is king and now we€™re taking it up a notch,€ said Naboicheck. €œWe were searching for a way to better accommodate those clients who are really tied to their retail locations and ended up taking the idea of €˜door to door€™ sales and turned it into €˜store to store€™ sales. The feedback we hear from retailers is that this personal approach is making their lives easier and it€™s much appreciated.€

Gold Bond is investing in client relationships by flying customers to its Hartford manufacturing facility and headquarters.

€œOur ultimate goal is to get customers to Connecticut because they are able to see all of our collections, how they are made, and we are able to spend time designing product especially for them,€ said Gold Bond President Robert Naboicheck. €œGold Bond has more than a century of experience handcrafting quality products. That€™s a unique selling point, and something we are proud to put on display.€

As Gold Bond expands its sales territory beyond its Connecticut base, it has reinforced the company€™s decision not to renew its lease at the World Market Center in Las Vegas, but doubled its space at High Point Market.

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