Need Help? (888) 742-5060

In The News:

Tip: Offer Proactive Customer Training to Deepen Relationships

April 2, 2014

To build their customer base, distributors need to do more than just sell product or offer a standard service, according to LeRoy Burcroff, vice president of Bearing Service Inc. Helping customers solve their own problems through end-user training results in lifelong partnerships, he said in Case Study: Preempting Problems.  

By training customers to solve some of their own problems, distributors bring a higher level of service to the marketplace. Distributors have a better chance of maintaining their relationship with a customer if the end-user is equipped with the information needed to solve their own issues, Burcroff says.

Additionally, this proactive approach with customers enables distributors such to identify customer’s unique problems and demonstrate how training can help them. Burcoff says, end-user training results in the distributor becoming “not just people who sell parts”.

Read more about how this power transmission distributor improved customer and manufacturer relations in Case Study: Preempting Problems.

© 2019 Gale Media, Inc.

Please do not reprint MDM's content on your website without MDM's express permission as it is copyrighted material. To gain permission, email us, or call 1-888-742-5060. For information on PDF or print reprints, visit MDM welcomes inbound links from your site. Please cite Modern Distribution Management.

2018-top-distributors-listThe 2018 Top Distributors List

This free PDF includes lists of top distribution companies across 14 sectors.

You will also receive MDM Update, our daily distribution e-newsletter & other distribution-focused content.

Download the Free PDF now >>

MDM-UpdateMDM Update: Daily Newsletter 

Sign up to read the best source for news & trends in wholesale distribution, MDM Update. Delivered daily to your inbox. 

Sign-up for MDM Update >>

Post a comment to this article

Partner Center