Distributors Find Value to Training Offerings

In the competitive world of jan/san distribution, offering comprehensive training as a value-added service is not only something end user customers desperately want, it’s a strategic move that can enhance the reputation of distributors and aid in sales efforts. 

Jan/san products often come with complex applications, usage guidelines and safety considerations. By offering training, you're empowering your customers to use these products effectively and safely. Proper training reduces the risk of accidents and product misuse, ensuring customer satisfaction while safeguarding your company's reputation. 

In addition, end users are more likely to choose a distributor who invests in the knowledge and skill development of their frontline cleaning team. By using training to demonstrate this commitment to customer success, you can build loyalty, repeat business and gain a competitive advantage over the competition. 

Unsure of where to begin? Our cover story breaks down nine steps you should consider when developing and/or evaluating effective training programs for your end user customers. Beyond that, all you need to determine is the frequency. This should be based on several factors, including the complexity of the products being sold, the specific customer needs, and the pace of industry advancements. However, there are some general guidelines worth considering: 

• Initial training should be done when a customer first purchases a new product or technology, or implements a new process solution. This is crucial to ensure that customers start using the products correctly and safely from the beginning. 

• Periodic refresher training frequency depends on the product complexity and the turnover of staff, but will help reinforce proper usage, address questions or challenges, and keep customers up-to-date with best practices. 

• As the industry evolves, training should educate end users on the latest trends, advancements and changes in regulations. 

• Some customers may have specific needs or unique challenges that require tailored training sessions. Be responsive to such requests and offer customized training when needed. 

• In addition to in-person or on-site training, consider providing online resources such as video tutorials, webinars, and written guides for continuous learning and easy accessibility. 

Providing training as a value-added service strengthens customer relationships and loyalty. It is a key driver for success, differentiation, and continued growth in this competitive market landscape. 

Corinne Zudonyi is the Editor-in-Chief of Sanitary Maintenance and has been in the cleaning industry for 17 years. She also oversees CleanLink.com, Facility Cleaning Decisions magazine and Contracting Profits magazine.