Dialogue of Partner

The translation of the German description was done with the help of a digital translator. We please  you for understanding in case of any translation errors.

  

Knowledge exchange, cooperation and pooling of strengths 

Vorteil der Kooperation beim Vertrieb von Porzellan

Global trade is changing rapidly. Every day the Internet is getting stronger and stronger, allowing customers to filter a large, supra-regional offer and always the best price. The personal contact from person to person is becoming less and less important, the performance of local trade is subject to global comparison.

Corona has even accelerated this development considerably. Therefore, trade needs partners with trust and reliability.

And we at Holst Porzellan, as a medium-sized company, need regional partners for medium-sized companies with whom we can follow a stable path together.

The name Holst Porzellan represents porcelain & tableware since 1928 and today we carry an extensive collection for all types of businesses in the HoReCa sector. More than 4.000 articles and ideas in 4 different price ranges and qualities. High Alumina, Alumina, Reactive Porcelain, Wood and Slate are collections of high unique selling points.

All available immediately from stock in Germany.

You are a dealer for gastronomy and work locally? Then let us work together in a partnership. We help you - you help us.

We are looking for partners we can trust and with whom we live together.

Just talk to us.


 

 

Sales needs a story

A specialist trade for hotel and catering supplies is not a supermarket! Certainly, design concepts such as a "cash and carry" or "self-service zone" may be suitable for offering the customer direct access to products that require intensive order picking, but this puts the specialist retailer on the same level as the the big C.+C. brands. The small difference: the C.+C. brands can do it better, has more products and above all a higher frequency.

What the C.+C. is missing, you have! Namely the advice!

Few people may still remember that the word specialist trade comes from the word specialist advice and not from the shelf compartment, where in many places a more or less unkempt and unattractive range of samples is lurking around.

Our end customer is host and usually a professional in this field. It is the specialist trade's task to provide advice adapted to its type of business and to advise it on the products that will enhance its gastronomic performance and results. This applies to technology as well as all consumer goods. For porcelain, this means that the specialist adviser must be familiar with the usual types of ceramics in the trade so that he can explain to the customer first the right material (porcelain) and only then the appropriate brand.

The more brands a specialist retailer offers within a product group, the less competent he is in advising the customer and the more likely he is to make it clear to the customer that price is more relevant to the decision than function and quality. Thus the retailer himself is the trigger for a price drop!

With a distinct knowledge of the goods, every good sales consultant is almost always able to cancel out a cheaper product!


 

Porcelain - a professional speciality

Schulung über die maschinelle Herstellung von Porzellan

100 hands are necessary for the production of porcelain - this was still stated in 1980 in an information sheet of the Association of the Ceramic Industry, author of the technical book "100 Questions and Answers on Porcelain Production". Why does a milk cup have no handle? How high is the porosity of porcelain? Is every porcelain ovenproof? What is the difference between hard porcelain and soft porcelain? Does hard glass really wash worse than porcelain? Is there a really round plate? Which porcelain does a customer buy on impulse and which on demand? Why is a really good tea cup oval shaped? Where do the small holes in the glaze come from? When does porcelain begin to age?

If you are in sales and cannot answer one of these questions immediately, it would be time for a little knowledge update! In a relaxed atmosphere based on a dialogue we refresh the knowledge of our customers' sales staff. Up to 8 persons per round we deal with individual tasks and also regional particularities just as we report "neutrally" about porcelain production in general, without "always" putting our product in the foreground! Since Corona, we also do this digitally - online! Wir können das!


 

What customer wants?

Kundendiversifizierung beim Einkauf von Porzellan

"The classical customer" is long gone. In the Mercedes S to the Drive In at McDonalds, the Aldi PC on a mahogany desk from Hülsta, with an evening dress from Primemark to the opera ball - our consumer structures no longer fit into structures that were once controllable. Paypal, Google and the map of Germany are almost completely scanning us and are happy to break through the morality of discretion and data protection. With roaming, tracking services, Facebook & Twitter, we put our privacy on the slaughterhouse floor ourselves and yet remain a case for the crystal ball when it comes to consumer research.

Karstadt, Habitat bankruptcy, Kaufhof is for sale, Metro stock under pressure (status 11-2020), these headlines let it be known that not only industry but also retail have their dear concerns with consumption in Germany.

While in many places we are still sitting on our high German steeds, German boards are distributing 120,000 Christmas presents to the needy - every 4th German can no longer make a living from his income alone, children are now starving in Germany too! The gap in the social divide reached pre-war proportions as early as 2011. Zieher, Vega, C.I.M. and many others are on their way up, becoming the brand in the promised land of the upper price ranges. Schönwald, once a low-budget brand from Hutschenreuther, today shines as a design-oriented premium brand with international acceptance. Do we still have so much consumption in Germany that the high-price ranges are all sold? Does a schnitzel sell better on a Rosenthal plate? Do patients live longer if they eat from a Bauscher compartment plate? Germany in particular has been characterized for years by decreasing purchasing power!


 

The power of Internet 

Google als Wettbewerber in der Handelslandschaft 

The most visited site on the Internet and at the same time the most highly endowed company in the world - with probably the most gigantic database of all times is called Google! Synonym for unlimited information and comparability. The Internet - i.e. the complete mobility of information - is changing our society just like the car once did. Here are just three insights for the specialist catering trade:

  • The trade with well-known brands and thus also the entire, regular re-purchase is subject to an infinite transparency.
  • Private labels are subject to high capital commitment and purchasing competence and "cloud" not only price transparency but also customer acceptance. Thanks to Aldi, Lidl & Co., the consumer expects a much lower price than a comparable branded product.
  • Retailers need suppliers who strengthen their local presence as stationary partners.

We therefore consider it our duty to develop new distribution channels and build a joint digital product world together with retailers in dialogue. In our opinion, the digital support of the stationary trade as a close alliance is one of the few promising concepts for the future. We call it, Porzellanvertrieb 4.0!


 

 

The good way

Schulung bei Holst Porzellan

 

An exchange of knowledge is not only helpful for product knowledge. Especially as a manager, director and owner, an exchange of ideas is important in order to look at situations from different angles. If one compares the Amselfeld wine-growing region with the annual sales volume of Amselfeld red wine, it would have to be about a hundred times the size of the real area. This is roughly how it is with porcelain "Made in Germany" - an industry which, with fewer than 5,000 workers, has probably lost its claim to the designation as an "important industry".

It is true that porcelain "Made in Germany" is world class in terms of quality, just like the porcelain from Turkey, by the way, which comes from the same, no, the same machine technology: German Mitterteich porcelain by Mitterteich machines, only these are located at Güral Porselen in Kütahya.

Fathy Mahmoud has been producing German Porcelain in Alexandria since 1942 - on German machines, in German ovens. In the mid-1980s, Schönwald Porzellan not only supplied millions of dollars worth of machinery, but also a large number of moulds from successful German series to Thailand in the Kangkoi district of the Saraburi Province. With this foundation stone, Royal Porcelain today produces more than 20,000 tons of tableware and is one of the leading porcelain factories worldwide. We will see how the capital and energy requirements of a highly technical production are compatible with a diversified consumer demand.

Corporations are guided by the legislation of their boards of directors and do not act through visions. That is why small and medium-sized businesses need small and medium-sized companies! Have we all set the right course?

 

We look forward to the dialogue with you!

Yours

Knud Holst & Team from Holst Porzellan

 

 

  

 

 

 

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