Greg Hissey, Sales Manager at Onduline Building Products, talks about the importance of in-store training, and the positive impact this can have in helping to keep merchants on top.
We all know the constant challenge faced by merchants in order to develop and grow their business. We are all also aware that professional development is key when it comes to having skilled and well qualified team members that can take the business to new heights. But what are the benefits of merchant training?
Knowledge is power
Really, it’s a no-brainer. Keeping up to date with industry best practice, plugging gaps in knowledge and refining skills are all essential elements that will give any merchants the edge in today’s competitive market. Training is a win-win — not only for the merchant looking for professional development but, ultimately, the end-user.
Merchants are often the source that professionals will turn to for trusted guidance, so having employees that are able to recommend the most suitable solution for the job is a real plus.
Training provides merchants with the opportunity to learn about new developments and products, not only giving them a competitive edge but also helping them to boost sales. By expanding their knowledge of products, merchants will gain the confidence to provide customers with sound expertise, helping to grow their reputation by acting as a trusted advisor and building strong and positive relationships with customers.
“Keeping up to date with industry best practice, plugging gaps in knowledge and refining skills are all essential elements that will give any merchants the edge in today’s competitive market.”
Positive impact
Providing product training for staff can have a positive impact in many ways. It can give team members the product knowledge they need to improve productivity. It can work on enhancing selling skills and soft skills for better performance, and it can also improve confidence and motivation.
However, knowing where to start with training advice can be daunting and that is why Onduline is proud to offer product training to merchants and staff — this includes in-store hands on training, advise and best practice while using Onduline products.
Commenting on the value of product training and how Onduline’s training has impacted sales for the business, Daniel Hill, Head of Sales at specialist roofing merchant Southern Sheeting, said: “We pride ourselves at Southern Sheeting on knowing our products inside and out, so if we’re taking on a new product we always find it beneficial to get the manufacturer in to talk to the team about it and for us to then have the ability to ask any questions we may have.
“Having hands on training has a real positive impact on sales. The team retain the product information so much more than when simply reading about it from a book, and this then makes them confident when it comes to talking about the specifics and technical aspects of that products. In turn, this gives customers the confidence to buy from you rather than a competitor that didn’t know the answer first hand.”
Daniel added: “I think the key element when it comes to product training is allowing the sales staff to get a good look and feel for the product, find out the pros and cons, how it can be used and what projects it’s best suited to — this really gives them the ability to talk about it confidently and gives them the edge when it comes to making a sale.”
To conclude, training is of vital importance if a builders’ merchant wants to increase sales. Arming sales staff with the knowledge they need to be able to offer customer’s the right solution for their needs is invaluable.
Click or tap the link for further information on Onduline’s range of lightweight, eco-friendly and durable roofing solutions, in addition to discovering more about the company’s training offer for merchants.
