For every manufacturer, the realization, i.e., the sale of quality products, is no less important than their production. Often the manufacturer is also the seller, but they also need the services of trade intermediaries on mutually beneficial terms. In our industry, we call such furniture partners “furniture retailers” in a modern way. It’s not surprising that they are also part of our industry association, but since there are significantly fewer of them than furniture makers, we write about them less. But here’s an opportunity to talk to Yuriy Kucherovskyi, the owner of the “Tobi Cho” company.

– The war forced us to review our sales tactics and strategies aimed at suppliers and buyers. At the same time, there have been profound changes in internal processes as well. This concerns many regulatory indicators, in particular, greater quality control requirements – both in relation to the products we select for sales and in terms of customer service.

Not only the qualitative side of our business has changed, but also the quantitative parameters. First of all, in the field of services. We can say that we actually started it from scratch in the conditions of war. This fundamentally changed the overall mission of the company: we are no longer engaged in the mundane sale of goods, but offer services for comprehensive furnishing. Both for the private housing of our clients and for corporate facilities. With after-sales support of the sold furniture beyond the stipulated warranty period. In particular, performing their repairs if necessary, especially in the corporate sector. In other words, this is called “equipping facilities according to industrial standards”.

One of our clients proposed to implement a project based on such a principle. We took it on, because our employees have the relevant competencies in such matters. We succeeded in this, we liked it, and it enriched us with new experience. Moreover, we have translated this experience into a strategic direction for the company’s development. On the “horizon” there is another similar project: we are currently negotiating with an agricultural holding company about a large project for them. The facilities are dormitories. In general, we already have annual contracts with 31 corporate clients.

The next step in expanding our competencies will be – not only to implement comprehensive projects solely according to the client’s technical specifications (often this is just a primitive rough drawing, in which we have been convinced more than once), but to offer them a project developed by us for them. To offer such intellectual services, based on the experience already gained in this field.

In the context of expanding the range of services, we are also preparing to create a replacement fund. It will provide the client with some furniture sets for temporary use – during the implementation of the project. So that the client does not have any inconveniences during this time.

– If we extrapolate the conversation to the interests of furniture makers, then we can argue that your company’s successful development is a direct benefit for them?

– Exactly. Practice shows that furniture companies that supply us with furniture for a year or more, increase their sales by two, or even three times. And this is no exaggeration.

It is important to emphasize in this context that we only support Ukrainian manufacturers. And I don’t think the time will come when we feel that the capacities of the domestic furniture industry are not enough for us.

– How do you usually establish mutually beneficial partnerships with furniture makers: do you look for them or do they find you?

– I’ll say this: we are always open to proposals, but we don’t passively wait for someone else to offer their products. We select suppliers ourselves. If they contact us – “our company is a well-known manufacturer, it works with dozens of retailers, you can be among them” – such an offer is of little interest to us. We are more interested in more modest manufacturers, who often not only do not have sufficient management, but even a decent website, but at the same time produce such furniture that you admire. These are the ones we are looking for.

– Thus, pursuing your own interest, you are also doing a good deed for the industry, identifying such “gem” furniture makers and effectively popularizing them.

– It turns out that way. We have about three hundred such manufacturers in mind, whose products we intend to test for possible further cooperation. Their search is also based on our internal need, which is formed by the research department operating within the company, based on the needs of clients – both retail (we have five online stores) and corporate – as well as the needs of the projects we take on.