Industry Snapshot: Industrial Distributor

What's the difference between a good and bad sales associate? It's knowledge. Either a person has little or no knowledge of industrial products and simply takes orders, or they know enough about manufacturing to understand customer needs and provide real solutions.

The problem is that there's a lot to learn, and time is precious. Industrial distributors need to find a way to train their people on a wide range of manufacturing topics without disrupting the day-to-day jobs of their people. The answer is a blended approach to training that targets specific knowledge requirements for each sales role.

Tooling U-SME is proud to work with multiple companies that specialize in industrial distribution. If your company is in this industry, we want to share with you some of our successes and demonstrate how we can support job training in your company.

Our Top Industrial Distributor Customers

   DeLeon Thompson
   McMaster Carr
   Morris Group

   Texas Screw Products

Customer Spotlight

The Company

A publicly held U.S. industrial distributor.

The Challenge

  • The company wanted to ramp up the knowledge of its sales associates, but training resources were limited to face-to-face instruction.
  • Geography and time constraints limited the access of training for associates.
  • New hires had vertical knowledge in product lines but lacked general knowledge required for cross selling.

The Solution

  • Job-specific training packages of online content built around industrial sales.
  • Training initially targeted to a pilot of 200 individuals at multiple levels in the company (not just new hires).

The Result

  • Online content immediately had an impact on training consumption.
  • Key stakeholders expressed seeing a benefit in consistent instruction across all locations.
  • Training expanded to 3000 associates.