Thursday 17th October 2024

The Glow-worm sales teams have many years of industry experience between them and they’re dedicated to supporting installers across the country. Get to know our Regional Sales Director for the North of England…

We caught up with Wayne Tonothy, Regional Sales Director for the North of England, to learn how he works with his team to deliver great service.

Q, So, tell us a bit about yourself Wayne.

A, My current role is the Regional Sales Director for the North and I’m responsible for 10 Area Sales Managers in total. I’ve been with the Vaillant Group for 20 years, originally starting as the Glow-worm Area Sales Manager covering the North East in 2004, progressing to Divisional Sales Manager in 2006. I spent the first 14 years with the Glow-worm brand before becoming a Regional Sales Director and looking after both brands within the Vaillant Group UK. I started my career in the heating industry some 32 years ago at a merchants in Gateshead (my home town) as a Branch Assistant and driver. WOW, what a journey!

Q, What have been the biggest changes in the heating industry over the years?

A, So many changes have occurred, the move from traditional boilers to condensing boilers was a massive change. Glow-worm lead the way in the switch to high efficiency boilers and Margaret Becket, the Secretary of State for the Environment at the time, visited our factory in Belper in 2005 to announce the change.

Q, What does your usual day job involve?

A, Two days are never alike. I work closely with the other departments within the business, such as service, marketing and product management all in the endeavour to provide the best possible service and customer journey for our installers and their customers.

Most of my days are spent supporting my team of Area Sales Managers which can involve different area strategies and joint calls with different customer groups, attending meetings internally and externally with different departments and customer focus groups. Reviewing profitability analysis, problem solving, supporting installer queries, merchant promotions and strategies with our merchant partners.

Q, How do you support installers in your region?

A, First and foremost we aim to provide the best possible service to our installers by being available and responding quickly to their requests. Developing relationships and trust is vital to this and the team being out in the field and meeting installers face-to-face can be a great way to help this. Continuing to support them and their businesses in providing multiple product options, complete with the back-up from the manufacturer and best possible after care.

Q, What is the best thing about Glow-worm?

A, The products are of course good and reliable, but the PEOPLE behind the products are outstanding in every department. Simply put, Glow-worm cares. Everyone here works to the same ethos in ensuring our customers get the best possible products and service.

Q, If you could give installers one piece of advice, what would it be?

A, Knowledge is power, never stop attending various training courses. Be at the forefront of industry changes and adapt quickly to those changes to remain ahead of your competitors. Let us help you in achieving this by embracing the relationship with your Area Sales Manager.

Q, What does the 90 years of Glow-worm heritage mean to you?

A, Confidence and reliability. I’m proud to belong to a brand that has stood the test of time manufacturing in the UK marketplace. You don’t reach the 90 years milestone unless you’re doing it right and adapting to change to constantly provide homes with warmth and comfort throughout the UK.

Q, Finally, tell us an interesting fact about yourself.

A, Many, many years ago I beat Eric Bristow in an exhibition darts match.

Alternatively, we have a dedicated installer support line for technical enquiries or support with Club Energy registrations at 01773 828300.