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2007 Management Conference Distributor Forum
Distributor Forum
The 2007 CTDA Management Conference featured a Distributor Forum, inviting distributor attendees to participate in a series of roundtable discussions centered on 3 questions (I-III) below. Each question is followed by the various responses from each roundtable. Please note that a number (1-5) beside a group of answers refers to the table providing those responses.
I. What are you doing to maximize sales and minimize expenses during this economic slowdown?
Answers:
1. Expanding on commercial sales, packaging. Re-establish contracts with services provided and general overhead of business. Developing better processes throughout all business aspects. Hard focus on 80-20 rule. Fix up showrooms by utilizing space.
2. Owners to customers stores – mailers. Question what customer needs are. Keying specific accounts, smaller customers with more potential. More service. Showroom update. Checking for dead weight. Cutting overtime. Internal structure – more efficiency. Samples and displays – making sure they are not wasted money.
3. Attrition without replacement. No free sample board. Eliminate company cars. Updated showroom. Training. Email database.
4. Utilize showroom.
5. Reduce staff, stronger emphasis on time management, tighter control of AR accounts. Analyze fit charges, look for efficiencies. Analyze product mix. Move domestic production. More attention to inventory turns. Adapt to changing market opp. Adding value through up selling. Education of current employees. Empowering people to take ownership.
II. What attracts people to your showroom and what keeps them coming back?
Answers:
1. Knowledgeable – customer service, know your customer, constant update – vignettes sell. Ease of navigation segment by color, style, room. Follow up – call back. Gimmicks. Keep showroom clean. Friendly environment – clean restrooms. Curb appeal. Send thank you cards.
2. Designer staff knowledge. Current products. “Wow factor”. Samples in showroom at display. Sample replenishment. Accessories – chairs, tables, ‘homey’ feelings, open – not cluttered. All showrooms maintain standards. Lighting, advertising and in store events.
3. Tags on showroom samples. Avoid clutter. Sticker slip can be a good thing. People! Coffee bar and play room. Meet CEO. Green/LEED friendly.
4. Honest and educated sales people. Showroom feel like home; room vignettes, function. Kitchen more of a furniture look. Have a diversified look. Delivering on customer expectations.
5. Create a positive experience. Accessorize showroom. Offer trend information. Romance the product. Cater to space. Fire installation advice. Send thank yous. Cater to women. Greeter. Get customer feedback.
III. What are your biggest challenges with regard to employees and how do you overcome them?
Answers:
1. Accountability – set up. Knowledgeable personnel – cross train, better involvement. A good fit – constant evaluation. Simple rewards – letting them know they are important.
2. Attitudes – good, problem – work with? Personal problems, question employees. Regular performance reviews. Knowledge, skills – give training to improve. Lots of turnover? Are we asking right questions and early enough. Hiring practices – 2+ people review before hiring. Reference calls, personality tests, background checks. Document. Meetings will continue until attitudes improve.
3. Commission based program vs. salary and profit sharing. Spifs every Friday. Employee review/pay reviews. Health fairs. Workoff/Friday afternoon BBQ’s.
4. Being flexible about schedules. Team up younger salespeople with older. Reward your employees for going beyond. Post daily sales by salesperson identify strengths of employees and put them in a place to succeed. Time management – Truck drivers GPS – sales force GPS.
5. Find correct employees/strong interviews. Communication. Identify weak employee and let go quickly. Time management – focusing employees on key customer. Maximizing time. Finding time to educate.
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