Expert Selling guide

Expert Selling guide
Workwear
Spa supplies
pages 146 - 147
Expert Selling guide Workwear
An introduction to workwear
This guide introduces you to the products
and services that Alexandra can offer your
customers. It also provides you with more
information on the processes involved from
establishing a sales lead, through to the delivery
of workwear to your customer.
About Alexandra
Contents
Alexandra is the UK’s leading international provider of
workwear, corporate clothing and uniforms to businesses
and the public sector. From SME’s to multi-national
organisations, we are equipped to provide the products and
services our customers need.
Our services
We supply clothing and accessories for every profession,
from healthcare, beauty and hospitality to PPE and traditional
workwear our, comprehensive range offers a ‘one-stop shop’
for all your workwear requirements.
Personalisation
2
alexandra.co.uk
3-4
Ethical trading
4
CSR policy
4
Returns and refunds
Key products
5
6-7
8 - 10
Identifying the opportunity
11
Managing your customers’ expectations
12
Contact information
12
Our services…
By Appointment to
Her Majesty The Queen
Suppliers of Corporate
Uniforms and Workwear
MWUK t/a Alexandra
Six reasons why your customers
should choose Alexandra
1
K’s No.1 provider of workwear,
U
established for 160 years
2
‘A head to toe solution’ with
over 20,000 fully stocked catalogue
lines, with excellent availability
throughout the year
3
Year quality guarantee on all
2
Alexandra branded garments
4
ast, high quality embroidery
F
service delivered within 7-10
working days
5
ree or minimal postage
F
and packaging
6
imple returns service, with
S
refund within 10 working days
if returned within 30 days
Our 2 year
quality guarantee
Alexandra works hard to design and manufacture the highest
quality garments, tested to rigorous standards. We are
confident in the quality of our own label products and offer
a 2 year Quality Guarantee (subject to our usual terms
and conditions).
Alexandra are committed to ensuring that our products are
manufactured to a defined standard of content and fitness
for purpose. To demonstrate this, Alexandra operates and
has certification to Quality Management System EN ISO
9001:2008.
Sizing advice and samples
The Alexandra catalogue and our
website, alexandra.co.uk/how-tomeasure both have detailed sizing
guides to advise on selecting the
right size, whatever the product. We
are happy to offer a 30 day ‘sale or
return’ samples service, subject to
our usual returns policy (see returns
on page 5 for more details).
Please place your sample order in the same way as a
standard order.
Sizes outside of our standard catalogue range may be
available, please contact [email protected]
or call: 0333 600 1111 for details.
If your customer requires more comprehensive sizing support
we are able to provide guidance over the phone, online via
Fit Advisor or onsite for larger orders.
Fit Advisor
Alexandra have developed an
online sizing calculator, Fit Advisor
enabling you to assist your
customer to select the best fitting
garment size for their own personal
measurements. The Alexandra
website gives step-by-step
instructions to make it simple and
easy to use. Please visit alexandra.co.uk/fit-advisor for
more information.
Man-packing
At a standard cost of £1.50 per
wearer, we can provide a premium
‘man-packing’ service so that each
employee receives all their garments
in one package. This is ideal for
businesses with over 150 employees
with more complex uniform needs.
Please contact the Alexandra helpline on 0333 600 1111
if you require further information on our quality policy.
3
Product feed
As an Alexandra reseller you have access to our product
feed, a csv file available to download via the web. Updated
twice daily, it gives you important product information
including full sizing, links to product images, product
descriptions and stock levels. Please contact Alexandra for
your log-in details.
A typical full time
worker would require…
5x Polo-shirts or tops
Image Bank
Should you require product images you can also access our
image FTP site, please contact your Business Development
Manager for details.
Reseller Portal
Our online portal gives you access to information about our
products and services. You can also download marketing
support materials and exclusive guides.
2x
Sweatshirts, hoodies or fleece
2x
Trousers/shorts
1x
Shoes or boots
1x
Outerwear coat/jacket
Don’t forget... Personal protective equipment
particularly for head, hands and feet.
Account management support
In addition to our Business Development Managers
ongoing support, Alexandra have a number of additional
marketing resources available to you. From mini-catalogues
to point-of-sale and merchandising solutions, we are able to
assist you in the sale of our products. Please discuss your
requirements with us.
Delivery
Alexandra will generally deliver all orders directly to
your customer. Orders will be delivered within 2 working
days (subject to stock availability). Please note any orders
with Personalisation may take up to 10 working days
for delivery.
Northern
Ireland, ROI,
Highlands &
Islands**
UK mainland:
UK mainland:
2 working days
£5.49
FREE
£9.99*
Next working day by 18:00
£6.99
£1.99
Not available
Next working day by 13:00
£9.99
£4.99
Not available
Next working day by 09:00
£14.99
£9.99
Not available
Saturday 08:00 - 18:00
£9.99
£4.99
Not available
Delivery costs:
Orders under
£30 online
(£50 by phone)
Orders over
£30 online
(£50 by phone)
*Normally takes one extra day. Personalised items may take up to 10 working days.
All values are ex VAT. **Scottish Highlands and Islands, Isles of Scilly, Isle of Man.
For Channel Island orders, please email: [email protected]
†
Note: Next day delivery service available to UK mainland only.
Order by 17:00 (16:30 online).
Ethical trading
CSR policy
Alexandra is committed to upholding the principles of
environmental sustainability, labour conditions and welfare
across our entire supply chain. We ethically source and
manufacture our garments and are members of Sedex and
the Ethical Trading Initiative.
Alexandra recognises the health, safety and welfare of
employees, visitors, contractors, external stakeholders and
the wider community, who may be affected by its operations.
It also recognises its obligations to care for the environment
through the prevention of pollution, and the implementation
and monitoring of good environmental practices.
We continually strive to maintain best practice seeking
continuous improvement and innovation through the
implementation of our accreditation of BS EN ISO 14001
Environmental Management System, and BSI OHSAS
18001 Occupational Health and Safety.
Should you require any further information on our
Corporate Social Responsibility policy please contact
the Alexandra helpdesk.
4
Returns and refunds
It’s easy to return an item to us. Unless faulty or not as described, returned items must:
•Be returned to us within 30 days of receipt. We will not accept the return after this time has elapsed.
•Be unworn, unaltered and unwashed and in resaleable condition.
•Not be embroidered, bespoke or customised.
If you want to order a replacement garment in the meantime, just go ahead and place another order in the usual way.
Just follow these four steps to return an item to us:
1 Locate the returns form in your delivery package
2 Complete the returns form
2
Separate the Returns Form from your Despatch Note, along the
dotted line.
3 Prepare your package
Write the number of items you are returning in the ‘Quantity’ column
next to the product style that you are returning. Please note the
reason why the item is being returned by entering the correct reason
code. Reason codes can be found on the return form.
4 Send it - by mail or courier
2
Return by mail: you can send the package back to us through the
Royal Mail or your own courier service. We recommend that you use
recorded delivery so that you can track the package.
You can use the original packaging that your item arrived in to return
it to us. Ensure that you insert your completed Returns Form along
with the item that you are returning before sealing the package.
Ensure that the following address is clearly visible on the outside of
the package: Alexandra Returns Unit, Unit E, Acton Close,
Acton Road Industrial Estate, Long Eaton, Nottingham, NG10 1FY.
Return by courier service: call us on 0333 600 1111 and we can
send you details so you can drop-off your package at any UPS
Access Point at a time convenient to all for a fee of £3.00+VAT.
Alternatively you can arrange for our courier to collect your package
for a fee of £4.00+VAT by calling us on 0333 600 1111.
Please note we do not cover the cost of return postage unless the item is faulty,
not as described or substituted.
Receiving your refund
When we receive your returned package, along with the completed Returns Form, we’ll arrange your refund. We’ll do this as promptly as
possible and usually within 10 working days of receipt of your package.
Should you need any further help, please contact our customer service team on 0333 600 1111 quoting your Account Number and Order
Reference. Or go to alexandra.co.uk/returns
5
Personalisation
Instant online approval
Digital embroidery
Tax tabs and labels
Encourage your customers to personalise their workwear.
This will help them to promote their brand, and present to
their customers a smart professional image.
Screen printing
Embroidery, print or labels can be applied on most
garments, but please check with the Alexandra helpline
before confirming suitability to your customer. There are
two ways of embroidering, either with standard lettering,
or with a full logo.
Standard lettering
Choose between 8, 10 and 12mm lettering and the
fonts shown here...
1 Confirm which font is required and the location
of the lettering on the garment. This is most
commonly required on the right chest, left or right
arm or on the back of the garment.
2 The customer will be sent a proof of the lettering
to check there are no errors and once approved,
Alexandra will place the order.
Please note the average lead time for delivery on standard
lettered embroidery is 7 - 10 working days. We are not
able to give refunds on embroidered items where the
customer has given approval to print.
6
Logos/embroidery
There is no minimum order quantity.
What do you need to do?
Send a high resolution image of your logo to...
[email protected]
onfirm pantone colour code references, the size
1 C
and positioning.
nce the above is received, an electronic form
2 O
showing an image of the logo will be sent to either
Printing, tax tabs
and heat seals
The minimum order quantities are as follows:
Screen print
No minimum order.
Tax tabs
Minimum order of 1,000.
These are small woven labels with a company brand
or logo featured. They are sewn into the seam of
garments and allow companies to promote their
brand, and in many cases claim tax relief on the
cost of the garments. Please visit Gov.co.uk for
further information.
Heat seals
Minimum order of 25.
What do you need to do?
end a high resolution image of your logo to...
1 S
[email protected]
onfirm pantone colour references, size
2 C
and positioning.
nce the above is received, an e-mail showing
3 O
a visual of the print will be sent for approval.
yourself or direct to your customer if requested,
for them to approve. This turnaround is 24 working
hours. The form gives them the option to request a
sample swatch, accept or reject with instructions
to alter.
3 Once all confirmed, the logo will be given a reference
number to be used when placing the order.
4 Once the order is received with the logo approved,
Alexandra endeavour to achieve a 10 working day
turnaround for delivery.
Personalisation
pricing
Digital embroidery
Our advanced digitisation converts any type style or
logo into high quality, durable embroidery in hundreds
of colours - just 7 days from order to delivery.
Price starting at just £2.50 per application.
Set up charge for logo design £20.00.
Set up charge for text is FREE (choose from 5
standard fonts).
Printing
Printing is the ideal choice for very large designs or
high volumes. We offer a range of printing techniques
to produce bold, permanent full-colour images, logos
and designs. The choice of finish will depend on your
needs, the fabric and volume required, so please
contact us for more information.
Price starting at just £2.50 per application.
Set up charge for printing £20.00.
Express service
We now offer express three day delivery on embroidery
to customers who already have their embroidery set up
with us. Terms and conditions apply, please contact us
for more details.
Heat seals
nce confirmed, the logo will be given a reference
4 O
number to be used when placing the order.
No set up charge.
nce the order is received with the logo
5 O
approval, it is a maximum 15 working day
turnaround for delivery.
Standard lettering
Prices will be provided on application.
Visit the Alexandra website:
alexandra.co.uk
7
Key products
WL30
Workwear
SG2
WL89
W101
Workwear bestsellers
Businesses who buy these products include…
Manufacturers (including food), trades (plumber, electrician,
builder), transport companies, heavy industry and facilities
management including security.
Don’t forget...
W640
Code
Description
WL30
Men’s trousers
W640
Women’s pleat trousers
SG2
Men’s short sleeved shirt
WL89
Men’s coat
W101
Basic coverall
always offer your customer head-to-toe solutions - from headwear to footwear and everything in between!
NS69
SW22
NU560
GT190
PPE and footwear
NS16
PPE bestsellers
Businesses who buy these products include…
almost any UK business has a requirement for hi-vis
garments and protective footwear where some other
personal protection requirement has been identified.
Code
Description
SW22
Hi-vis waistcoat
NU560
Optima rubber gloves
GT190
Disposable coverall
NS69
Tough grip gloves
NS16
Eye shield
Footwear bestsellers
Code
FW516
8
NU970
NU962
NU282
Description
FW516
Toffeln Ezi-klogs
NU970
Toffeln flex lite clogs
NU962
Toffeln ultra lite clogs
NU282
Blackrock Ultimate boots
FW114
Safety Gibson shoes
FW114
HP298
D313
ST298
D397
D398
Healthcare bestsellers
Healthcare
Businesses who buy these products include…
care homes, private medical establishments including
dentist, doctors, vets and private hospital.
Don’t forget...
Code
Description
HP298
Women's tunic (round neck)
D313
Women's tunic (square neck)
ST298
Women's stripe tunic
D397
Unisex scrub tunic
D398
Unisex scrub trousers
W40
Women's trousers
W40
we also offer a wide range of healthcare accessories including fob watches and footwear.
W112
W691
CZ22
NG30
NU965
Hospitality bestsellers
Hospitality and catering
Businesses who buy these products include…
bars, restaurants, leisure centres, cafés, hotels, hospitality
businesses or any business with its own catering facilities.
Code
Description
W112
Easy care tabard with pocket
W691
Bib apron
CZ22
Skull cap
NG30
Short waist apron
NU965
Chefs trousers
NU167
Classic chefs jacket
NU167
Don’t forget... to ask how your hospitality and catering customer washes their garments; many use commercial laundry
services, so will need garments that can be washed industrially or over 60°C.
NF990
NF960
NF959
2251
NF172
Beauty and spa best sellers
Beauty and spa
Businesses who buy these products include…
hotels, spa resorts, nail bars, hair salons, beauticians.
Code
Description
NF990
Women’s easy care wrap button tunic
NF960
Women’s classic cut beauty tunic
NF959
Women’s stand collar beauty tunic
2251
NF172
Women’s concealed button beauty tunic
Women’s stud front beauty tunic
9
W231
Leisurewear
Businesses who buy these products include…
T-shirts, polo-shirts and general team wear can be found
within this section of our catalogue. Most UK businesses
have a requirement for these garments.
Don’t forget...
NG19
JX58
JX21
NF184
Leisurewear and outerwear best sellers
Code
Description
W231
Unisex polo shirt
NG19
Anti-pill fleece
JX58
Ultimate polo shirt
JX21
Classic t-shirt
NF184
Women’s polo shirt
W232
Unisex sweatshirt
W232
many businesses will use t-shirts throughout the year for seasonal or promotional activities.
Most businesses will review the staff uniforms when the seasons change. Get in contact with your customers as the summer
and winter months approach.
NF160
Businesswear
Businesses who buy these products include…
Public bodies including councils, hotels and catering
establishments, banking, finance and professional services.
NG4
NG10
CZ203
CZ204
Businesswear best sellers
Code
Description
NF160
Women’s woven blouse
NG4
Women’s easy care shirt
NG10
Women’s diamond print blouse
CZ203
Cadenza women’s kick flare trousers
CZ204
Cadenza women’s short line jacket
Don’t forget... to offer personalisation on business wear items, particularly on accessories including ties and scarves as
this is often a more cost effective solution.
10
Identifying the opportunity…
When engaging with your customers you will either discover
that they are currently purchasing workwear or there is an
Step 1
Qualifying the lead
Key Questions to ask
• Who is their current provider?
•Are they in an agreement with them? When does this agreement cease what are the key dates?
• What are your customer’s key needs, how important
is price, availability, lead time and quality to them?
• What personalisation do they have or want?
Embroidery, screen print, heat seals, tax tabs
or standard lettering?
opportunity for them to do so. Any customer of yours is
a potential workwear buyer or wearer of workwear.
Step 2
Account Handling
Once this information is gathered there are a number
of options for handling the account:
Less than 50 staff...
Dedicated telephone support at Alexandra. This
will give you access to garment knowledge, stock,
advice on sizing and personalisation. This will also
be your route to register your lead. If you require
samples they should be ordered as a normal sales
order and you will have 30 days in which your
customer can trial and return these samples for a
full credit refund*. Please contact 0333 600 1111
or email: [email protected]
• How many staff do they purchase for?
• What are the different functions their
employees undertake?
•Do they have an annual budget for workwear?
• How often to do they re-purchase?
•Do they install uniform roll outs, providing clothing
all in one go or provide uniforms to staff as and
when required?
For an opportunity
between 50 - 249 staff...
you will have regional support, please contact:
[email protected]. The appropriate
account manager will give you a call back within 24
hours to assist you with your query.
• How long do garments currently take to be
delivered? Or how quickly would they need them?
• How do they size the workforce for
their requirements?
•Do they have any special garment requirements for
example do they need to be industrially laundered?
Over 250 staff...
you should contact your account manager,
[email protected]
11
Managing your
customers’ expectations
Forecasting
Delivery
As the largest supplier of workwear clothing within the UK,
we pride ourselves on consistently having over 93% stock
availability across our best sellers.
If a garment is in stock it will usually be despatched
within 2 working days, unless personalisation is required.
Items that are being personalised usually take up to 10
working days from receipt of order and logo approval.
However, if you have a significant opportunity (above 50
wearers) it is imperative that you check with the helpline to
ensure that stock is available before advising your customer
of an anticipated delivery date. We can then manage your
customer’s expectations and any future demand.
Note:
50+ staff uniforms call 0333 600 1111
to check stock availability
Note:
Personalised - will usually take up to
10 working days from receipt of order and
logo approval
Contact us
alexandra.co.uk
Fully optimised for mobile and tablet
email: [email protected]
telephone: 0333 600 1111
08:00 - 18:00 Monday to Friday
(standard local call rate).
fax: 0333 700 2222
Speak to a specialist Account Manager.
We can link you up with regional or sector-specific
sales teams.
John Howard Northern England and Scotland
e:[email protected]
t: 07850 312273
Barry Rowles Central England and Wales
e:[email protected]
t: 07703 199219
Sean Matthews Southern and South West
e:[email protected]
t: 07876 351897
Chris Deighton National Accounts
e:[email protected]
t: 07850 312015
Work Uniforms Direct Limited T/A Alexandra
Northern Ireland and The Republic of Ireland
e:[email protected]
t: 0845 463 1018
12
Northern
England
and Scotland:
John Howard
Northern Ireland and
The Republic of Ireland:
Work Uniforms
Direct Limited
T/A Alexandra
Central England and Wales:
Barry Rowles
Southern and South West:
Sean Matthews