Adams stressed a keen eye. “Distributors have got to be observant and see what products the customer is using.” Being able to gain a clear picture of a customer’s procedure and potential ways to improve upon it is vital for a distributor.
“Also, all sales people need more product training,” Adams said. His company regularly brings distributors to the plant to better understand the processes involved. This allows them to ask more poignant questions of the customer and reduces problems down the line. There is significant work well before a project is ready to become a reality. Adams stated, “We ask a lot of questions and that’s why we have very few quality problems.” Some examples of questions to ask include: What kind of job is it? What features will the job require? Are there bleeds? Is the client going to affix plastic cards to carriers? Under what circumstances will the product be stored? What is the turn-time? What software does the client use?
- People:
- John Adams
- Kim Sanders