The modern approach to sales support, which involves performing a professional installation service, is impacting not only companies in need of such solutions but also the service market in this area. Installation alone is not enough; you need a strategy and a goal for it. This is undoubtedly building good brand visibility and supporting sales.
In this context, Krzysztof Staniszewski, Installations Business Unit Director at Fulfilio, shared his extensive experience and presented the company’s customized approach to installation projects. With its innovative solutions and comprehensive offerings, Fulfilio effectively addresses the contemporary needs of the PPOSM —sustainable sales support materials.
What installation services does Fulfilio offer, and what sets us apart in the market? Can you tell us about our specialties, such as installing conference booths and sales support materials?
Fulfilio’s installation service is unique. Why?
Our offer does not focus on the installation service alone. We also offer an equipment maintenance service at the point (service), maintenance (improving the aesthetics of the material), and a refurbishment service (refurbishing used equipment and bringing it back to market). Based on our years of experience, we also often advise on many issues related to the organization of the entire process (from production to assembly). By combining these things with warehousing and logistics services, we provide the comprehensive approach our customers seek in the market.
The business line for which I am responsible fills a particular niche in the market. It is the result of companies’ general approach to sales support materials. With the cooperation of marketing departments and POSM specialists, designs are visually and informatively appealing to the end user. Everything is fine when the material produced fits in the trunk of a sales representative’s car and only needs to be taken out of the box and placed at the point of sale. However, challenges begin to arise when we start dealing with larger dimensions and a high degree of complexity in assembling such a product. How do you get it to the point of sale? How can the product be placed safely in the sales area? How to quickly rectify unexpectedly appearing defects? We address these and other challenges by providing our services. We specialize in installing conference and exhibition stands, installation and service of permanent sales support materials (PPOSM) and equipment used in digital signage service.
The key value we bring is qualified and experienced personnel. These specialists often have years of experience, technical skills, and relevant certifications. Each fitter undergoes six months of training to gain the freedom and independence to carry out projects. As a result, our employees:
- They excel at point-of-sale without causing damage or disruption.
- They are technically skilled—they operate tools freely, are familiar with materials, and have the necessary authorizations to do so.
- They are not afraid of physical labor, essential for large-scale installations.
- They excel in soft skills – they maintain a professional dialogue with clients and often act as advisors, not just contractors.
Above all, our business is focused on narrow specialization, so we offer solutions that are not available from standard labor or advertising agencies. We deal with complex installations that require knowledge, skill, precision, and experience—our professionals are “golden handyman”-type specialists who undertake difficult installations and find effective solutions even in unusual conditions.
Our services directly impact sales—we don’t sell directly. Still, we provide materials and solutions that help our clients effectively improve communication with the consumer, ensure better visibility and accessibility of their products, and build trust in the brand, which translates into sales increases.
What are the main benefits of outsourcing installation services for clients?
Outsourcing installation services is a solution that brings many benefits to companies in terms of cost optimization and project execution efficiency. By cooperating with Fulfilio, customers can access specialized installation teams that perform standard installations and technically challenging projects. Outsourcing eliminates the need to create and maintain in-house assembly structures, significantly reducing operating costs and providing greater flexibility.
Key benefits of outsourcing installation services include:
- Cost flexibility—Customers pay only for orders actually completed, which means there are no fixed costs associated with maintaining in-house installation teams. This model allows for better budget management and alignment of spending with current business needs.
- There is no need to hire and train in-house teams. Recruiting and preparing specialists for installation can be time-consuming and expensive. Our clients don’t have to get involved in recruiting, training, or providing equipment or certification for employees.
- Safe and efficient execution—Our specialists guarantee a high standard of installation, which means that customers can count on precision, timeliness, and minimizing the risk of errors or damage. We work according to the highest quality standards, ensuring the installation’s safety and compliance with brand guidelines.
- Comprehensive service – Customers can commission us not only for the installation itself but also for maintenance, servicing, and dismantling. As part of the cooperation, we also offer storage, transport, and disposal of PPOSM components, allowing companies to focus on their core business instead of managing complicated processes.
What processes do customers most often entrust to us, and why is it profitable?
Companies that choose to work with Fulfilio often outsource the management of all installations related to their business to us. Part of our core business is delegating installation teams to handle display furniture, exhibition stands, or dedicated point-of-sale build-outs. This allows customers to effectively present their products in stores, trade shows, and events.
Customers often opt for PPOSM service (maintenance) and maintenance (aesthetic improvement) as part of our services. Our tasks then include regular inspections, repairs, and upgrades of the components, which prolongs their life and avoids additional costs associated with replacing equipment.
Regarding the maintenance of PPOSM materials, our teams are also prepared to accept orders to renovate and recycle display elements damaged during operation. This is a big savings for clients because instead of producing new materials, they can have us refurbish them. Of course, this entails a significant cost reduction and a more sustainable approach to resource management.
Let’s not forget the possibility of ordering a dismantling and logistics service. This is behind moving displays to new locations and storing and disposing of unneeded items.
What technologies or innovations do we use to make our services more efficient?
Our customers can expect a holistic service for the installation process—from concept to implementation. This means that we take care of the planning, manufacture some components, handle logistics and installation, and focus on ongoing equipment maintenance. As a result, customers do not need to engage additional parties, which speeds up implementation and minimizes the risk of errors.
We provide safe transportation and materials logistics. Our well-developed logistics strategy and process allow us to manage deliveries and eliminate downtime precisely. Optimized transport routes and tracking systems ensure on-time delivery and operational efficiency.
We use mobile applications to plan and report on the progress of our work. Customers can get real-time information on the progress of the installation with photo documentation.
In the interest of cost-effectiveness for clients, we offer refurbishment instead of replacement, which allows for refreshing and reusing display elements. This approach generates savings and supports a sustainability strategy by reducing waste.
In addition, we are implementing voice bot technology to handle requests related to equipment problems automatically. This solution improves service, reducing response times and providing immediate technical support.
What makes customers choose Fulfilio over the competition?
First, we have been operating in the market for many years, which has allowed us extensive experience in various installation projects. We focus exclusively on services that require precision, knowledge of the specifics of commercial and event spaces, and the ability to work with advanced technical solutions. Our teams have an excellent understanding of effectively installing advertising, display, and trade show-building elements while taking care of their aesthetics and functionality.
Fulfilio operates in the market with a transparent and easy-to-understand billing model, which assumes that we are rewarded on a success model, not a readiness model. This causes our team to focus on reliable implementation of the assigned task.
Above all, we are distinguished by our approach to each project and high operational flexibility. We know that every customer has different needs, so we offer solutions that allow us to tailor the scope of services to the requirements of a particular installation.
Thanks to this, our customers can ensure that their orders are carried out by experts who will perform the installation and ensure its aesthetics, durability, and functionality.
What challenges do companies face when installing sales support materials?
One of the main problems companies face is store resistance to planned installations. In such situations, flexibility in the approach to installation is key. Our teams adapt to local requirements, proposing solutions that meet marketing goals while not interfering with store policies.
We offer standardization of installation materials to streamline the installation process and minimize technical difficulties. This allows us to unify the solutions used at different locations, resulting in greater efficiency, shorter lead times, and lower production and installation costs. Standardizing the components used also makes servicing and possible modifications simpler and faster.
Let’s not forget the important aspect of minimizing interference with store space. Traditional installation methods often require time-consuming and invasive operations that can disrupt store operations and inconvenience customers. At Fulfilio, we use the least invasive installation techniques, allowing for quick and efficient implementation without taking the retail space out of service.
Perhaps most importantly, our clients are also keen to optimize costs and the time it takes to perform the service from the moment it is ordered.
Can you give an example of a successful installation project? What were the key elements of that project?
One key project that confirmed our position in the market was our support of Philip Morris Poland in installing and servicing their PPOS materials in the early 2000s.
In response to the client’s needs, we created the PPOSM ambulance service, with specialized installation teams ready to intervene instantly in installing and servicing sales support materials. This solution significantly increased efficiency and shortened the time needed to implement new items at points of sale while applying cost optimizations on the client’s side.
Our effectiveness led to winning a nationwide tender, which initiated the development of a team providing installation services to a broader portfolio of customers, offering attractive prices and lead times.
We are still observing the effects of cooperation today. We are still creating a business partnership with Philip Morris Poland based on a mutual understanding of needs, experience, and the high quality of the expected services delivered.
What trends in installation services are we seeing in the market?
The market is constantly changing. Customers seek installation services, comprehensive support, flexibility, and cost optimization. Therefore, Fulfilio adapts its services to these changes, focusing on the industry’s key trends.
This is heavily influenced by regulations, significantly impacting retail marketing opportunities. Examples include the tobacco or alcohol industries, which have been modernizing their PPOSMs over the past few years as regulations change and directives come into effect.
Consumer habits are also changing, and companies are trying to influence shoppers’ choices by offering new products. Thus, the assortment of sales aids is changing, or shared spaces/boutique areas are created where one can peruse the product in a quality environment of PPOSMs and specialists advising on which choice to make.
The list of retail stores is shrinking, and the number of discount or convenience stores is increasing, which also imposes different working conditions on our principals and installation teams. The chains have their proven, duplicated formats of furniture or fixtures. Today, they are looking for new solutions in PPOSM which will still fulfill their role in the limited space and will not be lost in the clutter of a colorful background.
Customers are constantly modernizing their exhibition and conference material facilities, looking for modular solutions, but not leaving out bespoke/tailor-made building elements, which still provide them with a unique effect at trade shows or conferences. However, this requires expert technical support, where Fulfilio finds itself ideally as a supportive partner.
They are also changing the ways they communicate with consumers through the use of increasingly digital solutions. Digital signage services are gaining importance, allowing the displayed content to be dynamically tailored to the needs of potential customers.
