Product training: a competitive edge

By Jack Keough -- Industrial Distribution, 3/1/2000

Product knowledge has never been more important for distributors. In fact, in a recent survey, buyers said that product knowledge is one of the most important services that distributors provide. At the same time, these buyers said their distributors needed additional training. Many manufacturers provide some

form of product training to help their distributors, but many distributors say they need more assistance when it comes to products.

To help distributors obtain basic product knowledge, the Industrial Distribution Assn. and Industrial Distribution magazine have joined together to produce a series of product training manuals. These manuals are designed for distribution professionals who are new to our industry as well as for those who want to brush up on specific products.

The first manual, covering saw blades, was published in January. The 32-page manual includes basic product information, specifically: how saw blades are made and used, safety tips, how to sell saw blades, a glossary of terms and a history of the product. In addition, the manual includes some tool tips, suggested hands-on activities, quizzes and a final test to determine product comprehension.

A second manual on cutting tools is being published this month followed by another manual on abrasives. Other product manuals will cover: hand tools, power tools, machine tools, tool and die supplies, chemicals and lubricants, maintenance equipment, material handling equipment, quality control products and safety products.

The response to the first manual has been phenomenal. We've received requests for these manuals from distributors, manufacturers, technical schools and universities serving the distribution community. It's apparent that product training is a hot topic.

The Industrial Distribution Assn. deserves credit for sponsoring these manuals. It's certainly a service to the industry and we're delighted to work with I.D.A. on this important project. If you would like to order one or several of these manuals, please contact Alice Yu Miller at (617) 558-4504.

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