I have been in the furniture trade in one form or another since leaving school in 1959. In that time I have been involved in adjustable beds and riser recliner chairs and still enjoy being able to process orders as well as giving help and advice to potential clients based on my experience and the lessons I have learnt.
Sharing responsibility and sharing problems
One thing I’ve come to understand over the years—whether managing a team or selling on behalf of a business you believe in—is the importance of sharing responsibility. I learnt that the hard way when I joined Myers Beds as a sales representative in the North Midlands. My new patch had been neglected, and building trust again was slow going.
A Sudden Change in Fortune
After weeks of effort, I began receiving small orders and making repeat visits. One Friday afternoon, I finally caught a retailer who owned four shops. He had never done business with Myers Beds before. When he asked what I had to offer, I launched into a presentation, hoping for a modest order. To my amazement, he said, “If I give you an order for 36 beds a week for six weeks, what’s the best price?”—a total of 108 beds!
“Let me check what I can do,” I replied, and he invited me back the next Thursday to confirm my best deal.
Support and Help
It was 1970—no mobile phones. I had to drive home to phone my area manager, Brian. Unfortunately, we shared a party line with neighbours, and I had to wait my turn. When I got through, Brian asked me to come over the next morning to discuss the potential.
At his house, we agreed on a better price and even factored in a possible advertising contribution. I returned home and drafted the figures I’d present to Mr Gold.
Presentation
Back at his store, Mr Gold was surprisingly welcoming. I showed him the pricing sheet, intentionally holding a little back for negotiation. When he asked about advertising support, I offered part of the budget Brian had approved. He agreed immediately.
Then came his final request—”Silentnight gave me a 5% discount for payment within 7 days. I presume Myers can do the same?”
Without hesitation, I agreed—even though the standard terms were just 1.5%! Mr Gold signed, and I posted the order that same day. It was the biggest deal of my career up to that point.
Consequences
The next night, our house phone rang late. It was Brian. He let me have it—”What did you think you were doing, offering 5%?!” But after a pause, he added, “Well done, lad. That was a brilliant deal. Next time, just let me know afterwards—I’ll back you.”
That kind of backing was rare, but it taught me the value of support and shared responsibility in any business—something I always try to pass on to customers today.
The Lesson Learned
Over time, I’ve learned that talking things through with others—whether colleagues or customers—can make all the difference. It doesn’t always solve the problem, but it helps you see different options. That’s just as true in personal life as in business.
Nowadays, I continue to help customers find the right solution—whether that’s understanding the health benefits of adjustable beds, or figuring out how VAT zero rating could apply to their needs.
You can explore our product range at mobilityproducts4u.org or just get in touch. I, Robert Winchurch, am always happy to chat—call me on 01492 548102 for personal advice.
