CASE STUDY: Arming Distributors With The Right Tools To Help Customers
Some experienced distributors encounter situations like this: the manager at a facility would like to make a change in the types of cleaning products used but they are “afraid” to take their decision up the ladder.
The usual reason, according to Brian Peters with Peters Supply, Elmira, NY, “is that they don’t have the facts and figures they feel they need to support their decision.”
This is not unusual. Just as evaluating cleaning tends to be subjective, selecting cleaning products can also be a subjective process. However, today when many facilities are trying to cut or control costs and many others are focused on implementing a Green cleaning program, making subjective decisions no longer works, especially in the C-suite.
However, Brian says there are now analytical tools, such as the eLev8 system from AFFLINK, that provide the facts and figures necessary for managers to make a product selection and the supporting evidence to qualify their decision.
The way the eLev8 system works is actually quite remarkable for the professional cleaning industry. This is a web-based tool, which can be compared to an electronic dashboard. The distributor imputes data into the system - such as all the cleaning products currently being used in a facility - and then allows the system to suggest alternatives.
“These ‘alternatives’ may be products that are more cost or performance effective or can be used as a green substitute,” says Brian. “And this applies to much more than just cleaning products, it can apply to liners, paper products, and many other products used in a commercial facility.”
As an example of how the system helped one client, a healthcare facility, the system recommended a different sized liner in the facility. “By switching from 60 pound liners, currently being used, to 30 pound liners, as recommended by the eLev8 system, the client was able to cut costs and promote sustainability, which is high on their agenda.”
Overall, Brian indicates that using the eLev8 system helps him align his marketing efforts to address his client’s specific needs. “This helps managers select products, higher ups understand why they have been selected, and helps us partner with our customers like never before.”
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