Dirk Röse

Digi­tal sales of ana­lo­gue gro­wing media

Trends and oppor­tu­nities during the crisis

We do not belong in a home office,” says Lin­da Rakers. A Tech­ni­cal Con­sul­tant at Klasmann-Deilmann, she is cur­r­ent­ly working from home becau­se of the coro­na­vi­rus pan­de­mic. “We belong bes­i­de our cus­to­mers at their nur­se­ries.” The impa­ti­ence felt by the sales and advi­so­ry teams is tangible.

The teams have lear­ned that pro­vi­ding advice over the pho­ne can also be suc­cess­ful. “I find it easier if the cal­lers can see each other,” Lin­da Rakers reports. The­re are now lots of dif­fe­rent opti­ons for video con­fe­ren­ces. “The advan­ta­ge is that it makes you clo­ser to the per­son on the other end of the line,” she says. “You can look at each other. Alter­na­tively, you can point your smart­pho­ne came­ra at the plants or insi­de the greenhouse.”

Lin­da Rakers, Tech­ni­cal Con­sul­tant, Klasmann-Deilmann

Our sales teams and tech­ni­cal con­sul­tants are cur­r­ent­ly sharing the same expe­ri­ence as other peop­le all over the world: modern IT can help to enab­le clo­se coope­ra­ti­on, even at a distance. “It still feels stran­ge to use digi­tal sales methods for ana­lo­gue gro­wing media,” admits Lin­da Rakers. “For many gro­wers, this also feels unusu­al, but the­re is cur­r­ent­ly a noti­ce­ab­le incre­a­se in acceptance.”

That’s why Klasmann-Deilmann has laun­ched a web­shop in which each cus­to­mer can keep his or her own account. All it takes is a few clicks to order the requi­red gro­wing medi­um. The customer’s per­so­nal order histo­ry makes it even easier. Lin­da Rakers is con­vin­ced that solu­ti­ons such as the web­shop would have beco­me the norm soo­ner or later. “But now we can put them in place even faster.”


Plea­se ask your Klasmann-Deilmann con­ta­ct about access to the webshop.