In most cases a distribution company's primary contact with large customers is the delivery driver. When our company introduced an incentive/training program for those drivers...the extreme success story came from Seattle. The driver that delivered to that sales center's largest retailer (nine stores) had earned such a positive reputation with all of the chain's store managers that they awarded him THEIR 2010 "Vendor Rep of the Year" award. This award is normally given to the manufacturer, independent or distributor salesperson who does the most to "grow the business and smooth the process" for this retailer powerhouse. It was the first time ever that a truck driver was given the award and it helped to prove how critical that relationship can be. Keep your driver in the loop, make him/her part of the sales effort and reward for extraordinary contribution.
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