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If you’re a Jan/San Distributor, it can feel like you’re climbing an uphill battle these days. You want to get more customers, sell more product, make your customers happy and go home with a little more money in your pocket… but how?
Your customers! What they truly think of your prices and service can tell you all you need to know about what you should be doing.
A June 2007 MFI phone survey with 200 purchasers from the hospitality and contract cleaning industry reported these statistics:
- 92% use two or more sources to purchase products and equipment
- 78% consider retailers
(Costco, Sam’s Club, Home Depot, etc.) as one of their supply sources
- 15% of your clients buy products online
- 81% of your clients say they would buy more products online
if their distributor offered that option and/or incentive to do so
- Only 43% of your clients are given guarantees on products they
purchase
- Only 13% of them receive contact from their distributor three
times or more
When asked what clients want out of their distributors and sales representatives, the top five responses were:
1. "Listen to me."
2. "Don’t waste my time."
3. "Help me. Don't just try to sell me."
4. "Be honest."
5. "Do what you say you are going to do."
Everyone talks about how great their services are. How will you express it differently?
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