B&Q – Sales through Service solution for store teams

B&Q had redefined their brand manifesto as “THE Helpful Home Improvement Company” which meant a significant behavioural change for the store staff and they approach customer service. There was also a need to focus on driving sales conversion rather than number of sales leads.

B&Q selected First Friday to design a flexible modular training solution using an internal advocate model, which would gain commitment to change and deliver new service skills and behaviours.

‘Putting the Helpful into Service’

First Friday created the ‘Putting the Helpful into Service’ programme which included designing engagement briefings, delivering Train the Trainer to internal advocates, developing bite-sized service skills workshops, and producing an in-store toolkit of learning resources designed to embed and sustain the new skills and behaviours.

The Train the Trainer workshop enabled selected advocates to cascade the service sessions to managers and colleagues alike.  Learning was brought to life with toolkit elements such as manager’s coaching sessions, skills practice cards, and self- directed learning cards and observation forms with the aim of empowering managers to have open and honest conversations with their team members around service.

The Results

Over 100 advocates successfully cascaded the programme to teams across the country.

“The sessions have gone down very well and have received applause once finished! My delegates all seem to have light bulb moments. The exercises have been received in a very positive manner as they add true meaning to our message – ‘the icing on the cake’ as I put it” B&Q advocate

“First Friday were highly professional yet very down to earth which was perfect for our business.  They are experts in both retail and L&D, and work very closely with you to ensure they are aligned with the business vision and the L&D vision. Their experience in other large retail organisations gave us insight and provided a different way of thinking, and the solutions First Friday designed had a great balance between innovation and sustainability. I would definitely recommend First Friday to other retail organisations” Core Development Manger, B&Q


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100+ advocates trained to be trainers

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First Floor, Fairway House, Rear of 64-68 High Street, Great Missenden, HP16 0AN, UK



First Friday Ltd. is registered in England and Wales with Companies House.
Company Registration No.04293694

Registered office: Lower Hollises, Rignall Road, Great Missenden, Buckinghamshire, HP16 9AJ, UK

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If you would like to get in touch, please call or email us
or alternatively, send us a message below

+44 (0)1494 867106

First Floor, Fairway House, Rear of 64-68 High Street, Great Missenden, HP16 0AN, UK

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