Jan/San Salespeople and BSCs Must Work Together

By Ron Segura

The role of a distributor salesperson is invaluable for a cleaning contractor, particularly in the early stages of their business. I still vividly remember my time as a distributor salesperson, where I devoted countless evenings to introducing new cleaning products and troubleshooting and providing effective solutions for my building service contractor (BSC) customers. There were instances when customers would reach out to me on weekends, urgently needing an additional stripper for a last-minute job or facing an unforeseen issue that demanded immediate attention. In those moments, it was clear that I had become an integral part of their team, a reliable partner dedicated to helping them succeed in their operations. 

As a BSC expands, the distributor plays a crucial role by providing the BSC with its initial line of credit. In exchange, the BSC demonstrates its loyalty and reliability through timely payments, highlighting the distributor's importance. Even when the distributor struggles to fully meet the BSC's growing demands, the BSC continues supporting their original supplier, who had extended credit and offered assistance after hours. Building a strong relationship with your distributor can be a game changer for the growth of your cleaning company. Below are some reasons why this connection is essential. 

Access to Premium Products  

A dependable distributor typically offers a wide selection of high-quality products and supplies that can significantly improve the standard of your service offerings. By utilizing these top-notch materials, you can deliver exceptional results for your clients, setting yourself apart from the competition in the marketplace. This competitive advantage boosts your reputation and builds client loyalty and satisfaction. 

Competitive Pricing  

Developing robust distributor relationships can significantly enhance an organization's pricing strategy, resulting in more advantageous agreements and discounts. By partnering with a reliable distributor who thoroughly understands the organization's specific business needs and objectives, one can negotiate terms that substantially improve profit margins. This collaboration contributes positively to the organization's financial performance and cultivates a partnership grounded in mutual understanding and shared success. 

Training and Support 

Numerous distributors offer comprehensive training sessions and engaging product demonstrations designed to meet your organization's specific needs. By leveraging these invaluable resources, your staff can thoroughly understand the most recent techniques and innovative products available in the marketplace. This commitment to continuous education empowers your team and fosters a heightened sense of confidence in their capabilities, thereby significantly enhancing the overall quality of service provided to your clients. 

Investing time and effort into nurturing this partnership can unlock a world of mutual benefits. As you and your distributor work collaboratively toward shared goals, this strategic alignment can improve your cleaning business's efficiency, heightened customer satisfaction, and profitability. 

Ron Segura is the founder and president of Segura & Associates, a consulting firm for contract cleaning companies as well as building managers in North and South America.