Asking Your Distributors and Manufacturers Reps For Help

If I were to offer you support staff that would help you with your inventory control, customer billing, product consumption, equipment purchase/maintenance, conduct regular training sessions, provide documentation for certifications and problem solving services, you would probably ask “How much is it going to cost me?” and “When can they start?”

I respond to your first question with another question: “If your local distributor could provide this for free, would you be interested?”  In hopes that you would say yes, I then would schedule a face-to-face meeting with your distributor to determine what services they provide to their customers.  

Following are some points to consider:

• What product lines (chemical, tools and equipment) do they provide?

• Will these product lines satisfy your needs in providing the best custodial services possible at the best price?

• How qualified and stable is the local distributor?  This may include staffing (sales rep), repair techs, delivery system, etc.

• Are they connected with quality manufacturers who provide support and training after the sale?

• Are their prices competitive (not necessarily the lowest) for comparable products?

• Do they have staff (or have access to) expertise in areas such as OSHA, equipment operation/maintenance, chemical usage/safety, training, bidding/estimating, supply consumption and other areas vital to your business?

• Does your local distributor conduct scheduled workshops/classes where you and your staff are exposed to new technologies without high pressure sales pitches?

• Is your local distributor a partner in your growth and success or simply a salesman trying to make a quick buck?

Of course, the answer to the second question will have to be answered by your local distributor.  If you have a working relationship with your local distributor you can focus on growing your business and let them be good at what they do as to support and training for a win/win outcome.  

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.