Training

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.

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.

 

 

 

Video Series Details Installation Process

Total Door Systems is expanding our training and service resources with a series of videos that detail every step involved in installing our integrated door systems, and making simple part replacements.

The video series, available in March, will launch on YouTube, and at TotalDoor.com to give installers working in the field quick visual guidance.

The video series comes as Total Door readies to launch its in-field training program. That program will deliver installation training to distributors’ locations across the nation.

Mentoring Program Preps Next Generation Talent

Mentoring Program

At Total Door Systems, we make no small – or short-term – plans. That thinking is what drove the creation of a mentoring program to help a newer generation of workers get the skills and mindset that they need to succeed.

Mike Beels, a lean program manager for the Michigan Manufacturing Technology Center, is working with Total Door to provide one-on-one development programs for young talent. The work means that employees find practical ways to sharpen their skills, cross-train or train up. Before too long, the employees come up with their own ideas on how to improve performance, and put them in action.

Mike pointed to Nick Waters, a maintenance technician as an example. Nick took the initiative to teach himself how to create Total Productive Maintenance documents after a mentoring session.

The mentoring program is key to ensuring that Total Door has the talent and insight it needs to drive momentum forward, says CEO Patricia Yulkowski, and it’s a core part of Total Door’s philosophy to ensure that everyone has the tools and support they need to continuously improve performance.

Total Door Installation Training Hits the Road

Total Door Systems’ training pros are hitting the road to take our proprietary installation and sales training to distributor locations across North America to help make their teams more efficient, knowledgeable and profitable.

The new program augments the existing two-day training process that takes place monthly at our headquarters. Using animation, graphical information and some hands-on experience, the training provides a rigorous overview of the product and markets we serve. Distributors, sales people, project managers and installers will be able to take a refresher course, or learn about our product in their own offices to help them perform at the top.

The traveling training is a key way we are working to get the right information to the right people at the right time.

Tell us what you think at: sales@totaldoor.com

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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