AIA CONVENTION REPORT: 10 BEST AND 10 WORST LIST FOR JOBBERS

Speaker and regular Jobber News columnist Bob Greenwood provided attendees with the 10 Best and 10 Worst things jobbers do, according to an ongoing survey of installers.

First, the 10 worst list:

1. Reps making cold calls

2. Only offering gimmicks and special offers

3. Weekly visits by sales reps

4. Incorrect pricing on bills

5. Slow credit handling

6. Nasty counterpersons

7. Unhelpful drivers

8. Sales reps using the business phone lines to make their other calls

9. Keeping counterpersons who continually screw up

10. Promoting “whitebox” vs. quality parts

Now, the 10 best things jobbers can offer:

1. Consistency in service and quality

2. Fair and open policy concerning defects

3. Knowledgeable and helpful staff

4. Going the extra mile in pressure situations

5. Correct billing and fast credit turnaround

6. Displaying a genuine concern for my business

7. Leveraging their resources to help my firm succeed

8. Advantageous purchasing terms

9. Partnering in special promotions and advertising

10.Technical assistance