February 2020

View all on this date written articles further down below.

How to Onboard a Distributor

Total Door Onboarding Header Image

 

Just as there are things you can expect from Total Door Systems, there are things we expect from you, our sales reps. Perhaps the most important expectation is that each sales rep is expected to onboard a number of new distributors within your area and maintain those relationships.

The onboarding process varies from territory to territory, because each territory is unique in markets and distribution. On top of that, territory structure is ever evolving by the nature of changes to the market and changes to distribution. This is why you are so important to us. You are the ones who know your territory best. We are counting on you to understand the different nuances that make your territory unique and to help us evolve the structure of distribution.

Already we’ve evolved from an exclusive distribution model to one where you are encouraged to get multiple quotes for each project. Since everyone will get the same price from TDS, this creates healthy competition among the distributors on the final price to the end customer.

Let’s look at the onboarding process. You start with your core distribution and methodically build it from there. Look to add distributors who give you good market and geographical coverage. But, try to avoid market conflict.

When choosing which distributors to add to your base, look at what types of construction projects in your territory are in progress or slated to begin. Is it trending towards more commercial high rise, multi-family units, hospitality buildings, healthcare or some combination? Then, look at what is needed to penetrate these markets and which distributors serve these markets.

Once you’ve put that list together, which distributors fit the Total Door Systems profile the best? Areas to look at include sales and installation, their aftermarket focus, do they offer a broad “one stop” service approach, do they have access to the right markets and do they have the ability to influence product selection within their markets.

This is a brief look at how we view the distributor onboarding process. If you have other tips to add or any questions, don’t hesitate to let us know.

Jack Robbins Training Tour Update

 

As you know, we kicked off an educational tour with Jack Robbins planning to visit each sales reps team for a four-day training session. This consists of two days with the sales rep team and two days with your designated trainers. At this point, Jack is about a third of the way through our sales reps list.

One area of focus during these training sessions is a review of the tools we’ve developed recently to make your jobs easier. But, tools are only good if everyone knows how to use them. In these sessions, you will gain everything you need to make these tools useful to you and your team.

So far, the response to these training sessions has been great. After Jack leaves, each team has people fully trained to be able to effectively onboard and train their distributors. The momentum for using these tools after the training session has really been going strong. A number of rep agencies have really embraced it and are making full use of the tools and taking them to the streets.

Thank you to all of you who have completed your training with Jack. For those of you still on the schedule, we think you really have something to look forward to that will give your team ways to operate more efficiently and effectively.

DoorBuilder Tool Tip #1: Building Columns

 

By now, most of you have worked with our new DoorBuilder tool and discovered it’s the fastest, easiest way to configure Total Door Systems and deliver a quote. Here’s a tip to make using this tool even easier.

Did you know you can add or subtract the columns you want to review on your quotes page within the DoorBuilder tool? All you have to do is click on the three dots in the upper right-hand corner of the page and then select or deselect which columns you want to see or not see.

 

 

Some of the columns you might want to add include: Net Price, Forecast Date and Probability of Sale. Once you’ve chosen which fields you want on your quote page, you can move them into what ever order makes the best sense to you. All columns can be ordered by clicking on the column name and dragging it to where you would like it to be placed.

 

 

 

Contact

Total Door Systems 6145 Delfield Dr, Waterford, Michigan 48329
Ph: (800) 852-6660 | Fax: (248) 623-6866 | customerrelations@totaldoor.com

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