Training Benefits From Distributors And Manufacturers Reps

As stated in prior articles, each player in distribution has a key role to fulfill in providing you, the end user, with a quality/productive product at a competitive price and support and training after the sale.  The key to maximizing the benefits is to be on the short list for training and support on regular basis.  This suggestion applies to both equipment, chemicals and even tools.  I have often observed pieces of equipment setting on the side dirty and not in use simply because the onsite staff were never trained on how to use or maintain it.  What a waste of time and resources when you witness a floor person damp mopping a floor (oftentimes with dirty solution) while an expensive auto-scrub is sitting in storage. 

Not only is the building service contractor losing money due to the cost of the equipment but they are also far less productive resulting in higher labor costs, increased chance of injury, worker fatigue and of course, unacceptable results.  The manufacturer’s rep and the distributor’s rep should periodically tour your accounts looking for ways to reduce labor costs.  This may result in simple repairs, repeat training or other professional guidance that you actually are paying for but not necessarily receiving.

Of course, they cannot go where they are not invited and oftentimes are hesitant to appear to be meddling since it is easy to offend and difficult to explain your way out of some situations.  I highly recommend you stress to your “partners” who provide chemicals, equipment and tools that you expect them to provide an ongoing level of support that includes walking accounts and volunteering guidance without any negative repercussions to their business relationship. 

If you are paying for support and service but not currently getting it, you may need to look elsewhere for it with another consultative distributor in the area. 

Your comments and questions are always welcome. I hope to hear from you soon. Until then, keep it clean…

Mickey Crowe has been involved in the industry for over 35 years. He is a trainer, speaker and consultant. You can reach Mickey at 678.314.2171 or CTCG50@comcast.net.