Customer Development

Many suppliers of construction products and equipment have re-engineered their distribution process to develop a stronger alliance with a smaller number of distributors, dealers, and/or contractor customers in their channel. This partnering type of relationship can pay significant dividends to the supplier and its customers.

For the manufacturer, one key to success with this strategy is the development of a strong, well-managed group of channel partners. FMI has worked with a number of industry suppliers in the development and implementation of customized training and development programs to build the skills of their targeted customer base.

By building the business management, marketing and sales, and leadership skills of these customers, you build customer loyalty and provide greater differentiation from the competition. The customer learns skills that enable them to grow and prosper in their market and to develop a competitive edge. The supplier creates a partnership with a better-managed customer base that sells and buys more product from their preferred suppliers. A true win-win relationship results.

FMI's industry focus and experience provides a variety of creative delivery options for strengthening a supplier's distribution channel. Each customer development program is unique and crafted to meet the specific needs of our clients.

Typical delivery methods are national sales meetings, FMI-facilitated regional and local training programs, and a variety of packaged development programs. Example training areas to enhance customer performance include:

• Sales Skills
• Performance Benchmarking
• Negotiating Skills
• Productivity Improvement
• Target Marketing
• Ownership Transfer
• Strategic Planning
• Business Process Re-engineering
• Market Plan Development
• Customer Satisfaction
• Financial Decision Making
• Leader Development

For more information on FMI's Customer Development services, please contact Cynthia Paul.