www.inddist.com January/February 2017 / INDUSTRIAL DISTRIBUTION 21
pick up a lot of repeat business if your organization can
provide a steady flow of outstanding training.
If you pass out an evaluation sheet at the end of every
class along with additional training topics asking the
students which class they would prefer to see next you will
get a solid consensus on what should be your next topic.
Success breed’s success and you will soon be the leader in
your marketplace for training.
Train Your Local Technical College Students
You might ask why would I spend the time to train
students at my local technical college? The answer is that
these graduating students will become future customers
providing you with new business — plus you are helping to
train new recruits entering into our industry. The students
that you train will seek you out upon graduation especially
if you are providing additional training on an ongoing
basis to your customers.
The students are anxious to continue with their education even after they have graduated and entered into the
workforce. Today’s students are tomorrow’s service technicians so you would be wise to donate your time and to
help educate these youngsters. I have had people come up
to me years later and tell me how much they appreciated
that I had taken the time to come out and speak to their
class. I have also been informed that these former students
had been doing business with our supply house ever since.
You never know sometime where customers come from. I
didn’t even know or remember these students, but evidentially they knew me. More importantly, they knew what
supply house I worked for, so we gained new customer.
I would also suggest sitting on the advisory board for
your local technical college. The board typically will consist
of a few large contractors, maybe a local union rep, and a
few representatives from supply houses. You want to make
sure that you are one of those representatives so you can
help to develop the curriculum. The more you can help
your community the better off you will be.
Create Loyal Customers
The last and probably most important benefit that you
will receive from training your customers is that they will
become loyal to you and your supply house. If you have
helped a customer grow his business, he will reward you
with his loyalty. If you can teach someone how to increase
their business and make it more profitable you will have a
friend and a customer for life, but don’t think that that can
be accomplished with just a class or two. You will need to
consistently deliver classes that will assist contractors with
The type of classes that will be of value is teaching
customers how to use today’s technologies such as selling
using tablets, placing orders online using a smart phone,
how to use HVAC apps on your smart phone, showing the
value of flat rate pricing or teaching basic business classes.
All these classes are designed to help your customers grow
their business while making them more profitable, and
who wouldn’t love that?
Darrell Sterling is a regional sales manager at Johnstone
Profile Shears Offer Curved Blade Configuration
Kett Tool Company (Cincinnati, OH) introduces the KD-446L
Profile Shear, featuring a curved blade configuration for maximum
maneuverability when making tight curved cuts in profile and
flat materials. Professionals working in the construction, metal
building, metal fabrication, roofing and other industries will
appreciate the flexibility of the KD-446L thanks to its lightweight
design and ability to cut corrugated and flat metal, as well as soft
non-ferrous metals at a radius as tight as three inches. At only 15
inches long and weighing just five pounds, the KD-446L provides
the versatility to make complex curved cuts while maintaining
comfort and control. The KD-446L features a powerful five-amp pistol grip, variable speed motor that allows users to
control speeds from 0 to 2,500 RPMs. The shears easily cut profile and flat materials up to 18-gauge cold-rolled mild
steel, soft non-ferrous metals like aluminum, copper and brass (up to .09 inches thick); wire mesh and many other
sheet materials — all at speeds of up to 28 feet per minute. The cutting blades are made from high-quality steel, heat
treated and precision ground for extended operation.
>> www.kett-tool.com; 513-271-0333 >>