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Vanerum•Stelter is an organization dedicated to providing each customer with outstanding products and services for their interior environments. We bring to the table knowledge, creativity, innovation and passion with each and every encounter. Our goal is to enhance how people learn and work by making an efficient and effective connection between people, furniture and technology. This approach lives in the development and implementation of what we call i3 environments – environments that are interactive, environments that are integrated and environments that inspire.


Our Audiences

Dealers - Sales

Dealers Sales Team

(Approx 1500)

This is the largest group that we have to target and the most demanding. They break into sub-groups within the dealer, for example, large account, vertical specialists, K-12, GSA, Healthcare, Higher Ed, A/D, Business Development and Geographical. This split varies by dealer and by the size of the market served. Experience level is radically variable and they have many manufacturers pulling on them for volume for their products.


WHAT ARE THEIR NEEDS:

  • • New Sales Opportunities
  • • Enhanced gross margin
  • • New products/solutions that represent new reasons to present to accounts
  • • Incremental growth within existing account base
  • • Partners that are easy to do business with
  • • Prompt follow-up
  • • On time, hassle free shipments (quick-ship)

    • HOW TO GET THERE:

  • • Better gross margins
  • • Constant reminders of products and services we have
  • • Cool, new products
  • • Incentives
  • • Products that offer incremental volume
  • • Immediate follow-up to orders and opportunities
  • • Relationships – they must feel they are our only account

KDMs, Owners, & Sales/MKT Management

KDMs, Owners, & Sales/MKT Management

These are the individuals who control the dealerships and its direction. They sit in planning meetings and decide what products the dealers support and how they go to market. They generally have been in the business for 10+ years …many of them second generation.


WHAT ARE THEIR NEEDS:

  • • Profitable, incremental growth
  • • Companies that offer exclusivity
  • • To bring products and services to their customers without the fear of dealers entering their markets or manufacturers going direct.
  • • Differentiated products that make their dealership look good in the eyes of customers and designers.
  • • Companies they can rely on so their dealership is not embarrassed when they represent them.

    • HOW TO GET THERE:

  • • Communicate through direct contact both by mail/phone and visits
  • • Be very personal and on a quarterly basis
  • • Seek out individual meet–ups when visiting their location
  • • Follow-up and live by commitments
  • • Demonstrate how we are providing the right product at the right price.

Design Managment & Design Team

Design Managment & Design Team

(Approx 250)

This group is under marketed to. They have responsibility for taking client needs and creating the applications of product that fulfill the goals of the dealership. They have interior design degrees. They make recommendations for lay-out and product application. They use CAP software for planning.


WHAT ARE THEIR NEEDS:

  • • Knowledge of product
  • • Interesting products
  • • Products that offer specific product responses
  • • Cool looking, design oriented products
  • • Specification assistance
  • • Rendering assistance
  • • Sustainable products
  • • Fun products
  • • Prompt answers

    • HOW TO GET THERE:

  • • Spec Assistance
  • • Sustainable products
  • • Specials/Flexibility
  • • Immediate response
  • • Constant reminders of what we have

Accounts

Accounts

They pay all of our bills. They come from many different areas; healthcare, education, K-12, GSA, insurance, etc. They have various needs dictated by the nature of their work. In today’s environment they continue to battle budget issues and shifting company priorities. Communicating with them is difficult due to the large number of vendors that want their time.


WHAT ARE THEIR NEEDS:

  • • Flexibility to respond to their individual needs
  • • Cost/Value
  • • Immediate delivery
  • • Finishes appropriate to user abuse
  • • Planning assistance
  • • Variety of well designed products

    • HOW TO GET THERE:

  • • Dealer relationships
  • • Sample
  • • Literature
  • • Website

Architectural & Design Community

Architectural & Design Community

(Thousands) - A firms: large, B firms: medium, C firms: small

Independent designs work with end-users to specify products that generally then go out to bid. They can “hold spec” (meaning what they specify must be sold) or accept approved alternatives. A/D firms usually have an area of specialty (e.g. Hospitality, Healthcare, office, education) large firms can have an areaof specialty within the firm. The customer creates the budget and it is then up to the designer to meet that number and delivera quality product. Large firms (H.O.K., Gensler, I.A., S.O.M.) have locations all over the world.


WHAT ARE THEIR NEEDS:

  • • Knowledge of product
  • • Interesting products
  • • Products that offer specific product responses
  • • Cool looking, design oriented products
  • • Specification assistance
  • • Rendering assistance
  • • Sustainable products
  • • Prompt answers

    • HOW TO GET THERE:

  • • Spec Assistance
  • • Sustainable products
  • • Specials/Flexibility
  • • Immediate response

Operations/Finance

Operations/Finance

(200 total)

Under appreciated group that make sure the business runs smoothly. The Ops team receive & install products and run the warehouse. Finance pays bills and collects money. Ops tends to pick-up all the pieces from the sales/ design team and “get the project in”. Finance makes sure the gross margins are met. The last piece of the project puzzle.


WHAT ARE THEIR NEEDS:

  • • Organization of shipments
  • • On time shipments
  • • Quality they can count on
  • • Prompt issue resolution
  • • Assistance with installation questions
  • • Clarification of invoicing
  • • Quick shipment of replacement items

    • HOW TO GET THERE:

  • • Communicate shipment schedules
  • • Hit committed dates and let them know we are committed
  • • Ease of installation
  • • Great installation procedures
  • • Web site with product info

Partners

Partners

We do not exist with out their help. In our model they provide product, components and service to assist us in creating solutions for dealers, the A/D community and end users. We engage teams that create new ideas and innovate with products and materials in unique ways, creating a differentiated product for our customer base. We look for partners that focus on quality, on-time delivery and providing value for our needs. Innovators that bring new products will always prevail. We want flexible/reliable companions in the fight for business.


WHAT ARE THEIR NEEDS:

  • • They need to feel that we are providing leadership in marketing their products
  • • They want to be with winners and market leaders.
  • • They want orders

    • HOW TO GET THERE:

  • • Communicating regularly with emails and printed pieces.
  • • Annual gathering to thank them and assess our mutual effectiveness.
  • • Innovation and planning meetings to develope new product lines that feature their products

Press/Media

Media/Press

These professionals can be a tremendous advocate of our cause. Predominately print, however, there continues to be tremendous growth in the E-world.


The major trade journals: Contract, Interior Design, Metropolis, have active editorial staffs. The E-journals: Office Interior & Monday Morning Quarterback offer immediate news and sharp wit. There are a number of vertical publications which we need to support and engage – educational, GSA, etc. Finally, the local publications allow us to communicate to the local influencers and our families.


WHAT ARE THEIR NEEDS:

  • • They all like a unique angle on a familiar story (furniture) – sustainability, new technology, innovation — all make good lead ins.
  • • Local press enjoys; job growth, new use of space and feel good stories.

    • HOW TO GET THERE:

  • • Ghost write stories
  • • Provide photos
  • • Call on them
  • • Interact with them and participate at shows with their programs.

Our Team

Our Team

All areas of our company…the team that makes us hum! We need each other. One group is not more important than others. Ops | Marketing | Finance | Supply Chain | IT | Sales | Product Engineering | Shipping | Administration


WHAT ARE THEIR NEEDS:
Truth – Openness – Clarity

  • • An understanding of the direction of the team(s) AND the individuals role in making it happen.
  • • What is my reward and how can I influence it.
  • • How are we doing?
  • • What does the future look like?
  • • Who are my competitors?
  • • What is my next job?

    • HOW TO GET THERE:

  • • Clear individual objectives that are reviewed on a frequent (quarterly) basis.
  • • Team meetings
  • • Training programs
  • • Group celebrations

Our Values


Bold

Vanerum•Stelter employees are expected to make decisions and act on their own. They are empowered to take matters into their own hands and to solve customer problems. Smart decisions will be rewarded and employees that think on their feet are the individuals that will move ahead. We will set audacious goals and act confident, but not boastful, as we achieve these goals.

Community

We are not alone on this earth. We will be responsible for our neighbors and participate in the solution of problems in the areas that we have facilities. We will do this through the informed use of time, talent, and treasure. Keep in mind that our own team is part of the community in which we are focused. The first step is the respect of our own community. We start by treating each other with respect and kinship. It’s what people want.

Design

All areas in which we are involved will have a sensitivity to design. Design is the combined consideration of look and feel, as well as the function of the product or service we are delivering. This includes product, facilities, collateral, and all aspects of our business regardless of whether the customer sees it or not!

Efficiency

Time is limited. We must respect it and the deadlines of our customers. We will set end goals for finishing projects and time frames for getting back to our customers with the answer to their needs in an effective manner. Vanerum•Stelter will do this with a minimum of staff and expense. With “Bold” team members we will be prompt. Our team will be on time. It is part of respecting each other. We will have measures in place to tell us where we are. We will focus on deepening our competence.

Fiscal

First things first. We need to be financially successful so that the needs of our community can be met. To do this, all Vanerum•Stelter employees must understand the drivers behind the financial success of our company, our dealers, and our customers. As we all remain successful we will continue to work together to solve the problems of the world. We will communicate our goals openly to all and our compensation will be tied to our performance.

Good

At our responsibilities, to each other, at home, and to our world. We will be skillful in the execution of our tasks, enjoyable (fun) to be around, and helpful to others. These words will have different meanings to each employee. That’s OK. Each person should understand the basic intent of these anchor words and then it is their responsibility to apply them as they make things happen at Vanerum•Stelter.

Affordability

Vanerum•Stelter goods and services will target the low to mid-range of the pricing band. We will not be cheap nor do we want to be perceived as expensive.