CM/Spotlight: Training Your Distributor: A Training Resource Tips for partnering with your supplier for a successful training program. By: Josh Brown S Josh Brown is an outside sales representative for Northern Colorado Paper, a Denver-based JanSan distributor. He was recently selected as a “Top Sales Leader of 2011” by Sanitary Maintenance magazine. For more infor-mation, e-mail Brown at [email protected]. Since the economy bottomed out in 2008, our industry has seen a major shift in focus. For years, the emphasis was on products — end users had larger budgets at their disposal and often wanted the best products to do the job. However, with shrinking budgets and a reduced workforce, the attention has transitioned to produc-tivity and results. This has led to a refocus on training and finding better — and smarter — ways to get the job done. Unfortunately, many companies have not set aside additional budget dollars for anything, let alone a new training program. But, the good news is that this isn’t necessary. There are a lot of great distributors out there who will provide training for you at no additional charge as part of doing business with them. conclusion of the training and what will they receive for completing the program? ■ How will you monitor and track training? Interview Potential Partners Once you have a good understanding of the pro-gram’s scope, the next step is to interview your suppliers to identify the resources they can offer. Most distributors offer free and ongoing training as a value-added resource to their customers. Others provide such services as an enticement to win your future business. When you interview the distributors, share your current challenges, goals — both short-term gains and long-term objectives — considerations for the program and a timeline for implementation. During this process, you will be able to quickly identify the companies that can help. Training and support is something that all dis-tributors talk about, but few do it well. Have them identify specific resources that are available and the credentials of their trainers. You should also ask them to give you examples of training classes and programs they are currently providing and a list of references. Here are six keys to a successful program: 1. Presenting the program No one wants to hear they are not doing their job correctly, so it is important to position training as an opportunity for all involved. To introduce the program, provide an orientation session to outline the schedule, the areas that will be covered and employee expectations. When discussing the program, highlight the over-all benefits, such as improving the way workers perform their jobs so they can work safer and more efficiently. Define The Program When looking for the right partner to help implement and manage your training program, there are a few things you should take into account. First, write down a list of goals and expectations for the program. Do you want to train frontline staffs once or should it be a “train the trainer” program that empowers your managers to conduct routine train-ing on an ongoing basis? Once you have identified the goals, list any addi-tional considerations, which can include: ■ How should the training be conducted? ■ In which areas should employees be trained; is there any specific training that needs to be conducted for compliance regulations? ■ When should the training program kick off and how often should training be provided? ■ How will employees become certified at the for more info Visit www.cmmonline.com and type in search keyword: Education . For more information on related products, visit www.cmmonline.com , select SUPPLIER SEARCH from the main navigation bar, and enter keyword: Training . 28 CM/Cleaning & Maintenance Management ® • August 2012
CMM – Archives August 2012: 28
