A specialized classroom, laboratory or government facility can look like a complicated furniture opportunity. It can also become a larger and more valuable project when dealers focus on the customer’s entire space instead of competing on one product at a time.
Vonnie Provinzino, senior manager of national accounts at Safco, joins host Charles McLaughlin to discuss how dealers can pursue education and government opportunities with customizable furniture, storage and space-planning support.
The conversation begins with the growing need for furniture designed around STEM education. Safco’s TechWorks industrial benching line can be configured for laboratories, maker spaces, higher education institutions and community colleges, giving distributors another way to support customers whose requirements extend beyond a traditional classroom.
Vonnie also explains how familiar storage products are finding new applications. High-density systems that were once used primarily for paper or medical records can be customized for school equipment, musical instruments, government evidence and other specialized materials. Colors, configurations and intended uses can be tailored to the organization rather than forcing every customer into the same standard solution.
For distributors, the opportunity starts with asking better questions. Safco’s space-planning team can help assess the need, develop a layout and show customers how the finished environment will function. That support allows sellers to bring expertise into the project without having to manage every design detail themselves.
The discussion also covers Safco’s broader assortment, including training tables, case goods, organization products, trash receptacles and ancillary solutions that can help complete a room or building through one manufacturer. Vonnie notes that several applicable products are manufactured at Safco’s Milford, Iowa, facility, creating another consideration for certain government purchasing opportunities.
Distributors serving schools, colleges, municipalities and government agencies will find practical ideas for identifying applications, involving manufacturer experts and presenting a more complete solution.
