Issue link: http://read.dmtmag.com/i/184881
Training Glynn General Extended Protection Plans Your Competitive Advantage in a Competitive Market location. What are the safety rules for locating parts according to the height off the ground and the weight? Who is responsible for monitoring compliance? These are important things to know and comply with. Safety is a critical element in any job. In the parts office, how about expediting methods, inventory control rules – when to stock and deduct from stock and the dramatic impact this has on inventory levels. With the current technology and lead times now normally at one week, inventory turnover should be well in excess of 12 times a year. Where do you stand? Translating that into time, with a lead time of seven days and a turnover of 12, you would have 24 days of safety stock. That should be sufficient, don't you think? Do your parts personnel have the skills and knowledge to be able to implement this type of concept? Have they had specific training on inventory control? What about the work environment? What is the lighting like? What are the foot candle readings at the work station? What is the lighting like in the warehouse? Errors and fatigue are directly impacted by the work environment. Look at the advances in LED lighting, which not only provides good work light but extends the life of the product and reduces electrical needs dramatically. On the counter and on the telephone there are critical skills that are required. Along with understanding all the systems for your business and your manufacturer, these folks have to have selling skills, product knowledge, and competitive knowledge. How often do you offer selling skills training to the instore personnel? Have you ever offered sales training? Then there is product knowledge. This means features and benefits, works and wears of the products you sell. How often do you have training sessions for all of the parts employees? I normally recommend eight 90-minute sessions every year for all parts employees, with a breakdown of: one half-hour on product, one half-hour on process, and one half-hour on whatever is important at the time. Often, I have employees themselves put on the product training. There is something very special about the preparation done by an employee when they know they will be presenting to their peers. They want to get it right. Then we come to the Product Support sales team. They need all of the above training, as well as specific salesmanship training. And they need negotiating skills. Opportunity is the meeting point of preparation and perspiration. But it's no sweat when people have the skills, knowledge, tools and training. Training is not a one-off event. It is ongoing. But the responsibility is shared – learning and knowledge are matters of personal responsibility. Good training and continual learning create "walking assets." There's so much to be said for reading. In our training classes I always ask for a show of hands about individuals reading business books. The number who have never read a business book – something that will help them professionally – is astounding. Too many people think that when they leave school their learning stops. But that's when real learning should begin! Experts agree: There is a direct correlation between employee satisfaction and customer satisfaction. Employee satisfaction comes from knowing what to do and having the tools and the systems available to do it – it couldn't be more clear. And companies that get that will be the winners. The time is now. n Ron Slee (ron@rjslee. com) operates a consulting firm that specializes in dealership operations (R.J. Slee & Associates, est. 1983) and a management and operational training business (Quest, Learning Centers, est. 1994). You can find more specifics at www.rjslee.com, or follow him on Twitter: @RonSlee or his Blog: learningwithoutscars.com. Glynn General Benefits n GGC's underwriting partner is AmTrust International which is A rated by AM Best with over 100 years of collective underwriting experience in the Construction and Agricultural Equipment global markets. n GGC has over 27 years of experience administrating extended protection plans. This ensures competitive premiums while also providing fair and reasonable claims reimbursement. n GGC's knowledge and experience allows for the creation of tailor made programs to meet any need you may have. n An internet accessible administrative system that is efficient and user friendly. n GGC reimburses parts at customer list price and labor at shop rate on all approved claims. n GGC's program provides peace of mind for your customer knowing that their equipment is protected. Coverage Types/Coverage Terms n GGC offers extended service protection plans for New and Used Equipment n Power Train, Power Train + Hydraulics, and Full Machine n Used Equipment terms available from 3 months to 2 years n New Equipment terms available from 2 years to 5 years GGC's Administrative System via the Web n GGC offers superior administrative capabilities via the internet through our user friendly website: www.glynngeneral.com. n Immediate turnaround of quotes. n Confirmation of the terms and conditions for all available service contracts. n Efficient enrolling of units with automatic invoicing. n User friendly claims processing resulting in satisfactory claims reimbursement. n Account access allowing for constant monitoring of your warranty program. Contacts in your Region GGC administrative/claims office located in St. Simons Island, Ga Vice President Operations Slade Rowland 912-638-4320 Vice President Sales Rick Stacy 404-791-9382 Eastern Territory Manager Greg Schultz 678-697-2715 Midwest Territory Manager Ryan Carter 847-226-6265 Western Territory Managers Jeremy Cockroft 970-946-8132 Brian Freitag 970-946-8133 October 2013 | Construction Equipment Distribution | www.cedmag.com | 35 ggc_ad.indd 1 32_Slee_Feature_KP.indd 35 12/9/11 2:01 PM 9/26/13 3:27 PM