Photo caption: Ray & Susan Plagge, owners of Montpelier Stove and Flag Works in Montpelier and Williston, VT, look on as a Morso DK employee demonstrates handcrafted wood stove construction.
Ray and Sue Plagge eagerly embarked on the Denmark dealer trip journey to, once again, partake in the ultimate hearth education adventure and fabulous Morso DK hospitality.
As returning guests, it seems that these Montpelier Stove & Flag owners have mastered the art of selling Morsø wood stoves, however this was not always the case.
As Ray recalls, they were at first reluctant to even carry the Morso line in their Montpelier and Williston retail stores because many of the stoves did not burn the standard 16” log. However, in time the persistent reps at Hearthlink hammered home the Morso benefits and now Montpelier Stove & Flag displays at least 9 different Morsø wood stoves and have achieved high enough sales levels to earn several Morso Denmark incentive trips.
While one might think the cold and woodsy green mountian location would make it easier to sell a Morso wood stove, Ray describes a more difficult sales environment that requires a patient sales approach, education, good consistent service, and great retail locations.
“In a cold state like Vermont where homeowners are acustomed to large wood stoves, we have to re-educate our customers so the discussion is not about the log size but the right stove for their particular situation”, explains Ray. “While many folks still want a large traditional stove that uses larger logs, we also serve plenty of bed and breakfast customers and home owners who recognize Morsø and like the selection.”
When asked what sets Montpelier Stove & Flag Works apart from other Vermont hearth dealerships, Ray confidentially states that his full-service Montpelier Stove & Flag Works store has been around since 1976 and good service gets noticed.
To learn more about Montpelier Stove & Flag Works vist www.stoveandflagworks.com
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