Dyson started selling direct to businesses through the Dyson Professional channel in 2006 following the invention of the now ubiquitous Airblade hand dryer, which could not be sold via existing consumer channels.
It has since grown its business-to-business portfolio of products to include air purifiers, lighting and hair dryers.
Unsurprisingly the hospitality industry proved particularly receptive, with hotels like Claridges in London and The Manor House in Castle Combe investing in Dyson lighting, hairdryers and air purifiers.
However, in 2015 Dyson saw sales of its core hand drying product plateau in the UK market, so in order to ‘supercharge’ sales it needed to start getting products directly in front of businesses, instead of relying on distributors, which meant building out an inside sales team and technology stack from scratch.
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Source: News Feed