Most Read
Most E-mailed
E-mail Article
Print Article![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
For instance, he feels typical jan/san salespeople are knowledgeable about many cleaning tools, products, and equipment. They are reliable and will provide efficient, accurate customer service. However, "advanced" reps will take this a step further. They become BSC specialists, thoroughly understanding this market segment and its specific customers very well. They are often viewed by their BSC clients not as distributors but actually as consultants, even "one call" problem solvers. Furthermore, they get to know facility managers and often can help secure new business opportunities for their BSC clientele.
But most important, they develop a firm, unwavering mind-set about their BSC customers. They want to see them succeed and do well above all else. And as the BSCs do well, so does the jan/san distributor, making this effort well worthwhile.
Katherine Hinkebein is a writer for AlturaSolutions Communications, a Chicago based communications firm. She may be reached at info@alturasolutions.com
