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July/August 2017 29 FEATURES • Replaces inefficient incandescent bulbs • Instant on – Rated to -4ºF to +140ºF (-20ºC to +60ºC) • Senses mo on in 16 range from 8 ceiling height • Energy saving LED - 50,000 hour life • Brighter workspace IDEAL FOR • Walk-In Freezers/Coolers • Dry Storage Areas • Locker Rooms • Stairways • Garages • Closets To view our full line of walk-in and reach-in LED products go to www.keilhardware.com/FEDA ©2017 Component Hardware Ditch the switch and the electrician! 1. Unscrew existing bulb 2. Screw in Keil ® LED Motion Sensor bulb* *Refrigerated applica ons using our VXS Series fixtures also require a globe enclosure. Ditch the switch and the electrician 1. Unscrew existing bulb 2. Screw in Keil (-20ºC • Senses ceiling • Energy • Brighter IDEAL FOR • Walk-In • Dry • Locker • Stairways • Garages • Closets To view our full line of walk-in and reach-in LED products go to To view our full line of walk-in and reach-in LED products go to INTEGRATED MOTION SENSOR If you want to create a lasting impact, make sure you're not the only one teach- ing. I have always believed that hand- ing out teaching assignments is one of the best ways to insure retention. Each week, have a different team member teach about an application. Give them a little time to prepare and coach them on how to present the material. If anything, the instructor will become highly-skilled in selling the whole application. In addition to training focused on complementary selling, many of our dis- tribution software packages have the ability to suggest add-on items during the order-generation process. Although many users know about the feature, very few maximize the capability. The function relies on the company setting up the complementary item database. This means that relationships need to be documented in the software. Similar to the earlier challenge with product train- ing, the sheer enormity of creating this complementary database often scares off most users. Work smarter, not harder. Don't try to create complementary item relationships for your entire stocked data- base. As mentioned earlier, just focus on the high-hit items. If you can focus on cre- ating complementary items for the top 200 or 300 items, you will be off to a great start. As an additional teaching opportunity, invite your cus- tomer service people to create the list of complementary items. As suggested earlier in the article, I strongly encourage you to determine the current average lines per order. Create the benchmark and set a goal of improv- ing that by half a line. Monitor this num- ber every month and break the metric down by customer service person. I rec- ommend that you use this information to discover coaching opportunities, not pit your team members against each other. If you do decide to reward improvement, consider a team-based event. You can kill two birds—creating a per- formance reward and providing an opportu- nity for team bonding. If you need help get- ting started, just reach out. My mission is to make you more profi t- able. About the Author Jason Bader is the owner of The Distribution Team, a fi rm that special- izes in helping distributors become more profi table through strategic plan- ning and operating effi ciencies. For more information, call 503-282-2333 or contact him by email at Jason@ Distributionteam.com. Also visit The Distribution Team's website at thedis- tributionteam.com. How Often continued Many of our distribution software packages have the ability to suggest add-on items during the order- generation process.