Education is important for distributors hoping to break into the sports facility market. Anyone can sell on price, so it’s important distributors learn how to set their businesses apart from every other vendor.

“Salespeople can be order takers, or they can be consultants who actually help the facility meet its various goals,” says Ashkin. “To do that, they need to educate themselves on the nuances of the building, not just go in and sell the same way they would a school or an office building.”

Distributors can learn more about the sports market through resources like the Green Sports Alliance. Another good idea is to visit sports stadiums and arenas while they are being cleaned to see firsthand the unique challenges the crews face during different events and weather conditions.

Doing homework allows a distributor to bring relevant solutions to the table and forge a good relationship with the facility’s decision makers.

“Instead of just showing a catalog, good distributors understand a client’s challenges and customize solutions based on needs,” says Schneringer. “Some distributors are just there to push a green product, and some are there to find a solution.”

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