How sellers are ensuring they will safely meet demand through the coronavirus
Sellers have the elements and personnel to maintain the nation going. Whereas it’s tempting to focus on the speedy now, the actual fact to depend on probably the most is “this too shall move.”
However first, sellers should consider conserving their staff and prospects protected through the COVID-19 coronavirus outbreak. Listed below are a few of the greatest practices sellers have shared in my peer group:
Calling your prime 50 prospects and sharing adjustments in your operations and processes.
Selling digital communications, comparable to ordering elements over a web site or telephone, setting elements exterior for patrons to choose up, utilizing textual content messaging to replace prospects on service work orders and video chats.
Establishing screens within the elements showroom for patrons to view because the counterperson seems up or orders their elements from a protected distance away.
Lockers exterior for elements decide up labeled with customer-designated numbers.
Having half of the elements counter folks working remotely to scale back human contact.
Utilizing digital signature packages for elements and repair invoices.
Ensuring elements and repair staff put on gloves.
Placing movies put in your web site to clarify widespread points that operators face.
Throughout this time, elements managers want to remain in touch with their mainline suppliers to make sure that orders can be shipped. Now isn’t the time to over-order and drain the provision channels for different sellers and their prospects. Talk with different sellers in your teams about how one can assist one another once you want a component they’ve and how are you going to can work collectively to fulfill an finish consumer.
I encourage sellers to have a look at their elements gross sales historical past for the previous 24 months for all of their areas. Filter the report back to solely present elements with greater than 4 gross sales in that point interval. Then have a look at your most energetic gross sales by half quantity and ensure you have an satisfactory stock. Should you discover you don’t have sufficient in inventory, verify your different areas to see if a switch would possibly work. Use your stock first. This can assist your flip and in addition assist the well being of your steadiness sheet.
Take a powerful have a look at your web site. Take a look at it via the lens of your buyer and ask whether it is straightforward to navigate, order elements or talk with the service division. Can customers simply depart a message – and the way lengthy does it take them to get a reply?
As we navigate via the unsure days forward, additionally know that they’re as stuffed with alternative as they’re with challenges. I’ll take a deeper dive into these in an upcoming column.
Wayne Brozek has been in product assist on the vendor degree for the previous 30 years. In 2014 Wayne started doing consulting work with elements and repair managers in North and South America. You may contact Wayne at [email protected]