WINTER 2016

110 THE DISTRIBUTOR’S LINK
ROBERT FOOTLIK NOT SURE IF THIS WORKS, BUT..... from page 12
Combining a group of parts into one prepackaged kit
can benefit everyone. Working backwards, a kit will help
the assembler control their workspace and if properly
designed insure that nothing is omitted. If there are 22
washers in the kit then there better be zero left over. With
an ergonomically designed presentation method those
parts can simplify the workstation and enhance
productivity. Along the way there are fewer receiving,
storage and picking steps for the customer’s stockroom
and less handling for your warehouse. How the kit is
assembled will be covered later in this article. If a properly
designed reusable container/tote/pallet is incorporated
there are even environmental benefits.
Repair and Maintenance customers are somewhat
more complex, but even here standard kits for common
operations make sense. This is especially true for
industries where removed fasteners are never reused.
Aircraft and life safety related operations come immediately
to mind. Pre-kitting the products will help insure that
nothing is omitted or irresponsibly incorporated. In your
warehouse items that are placed into a standardized
shippable container means that slow periods during the
day can be utilized to save time during peak operations.
Construction projects that are on tight sites, with
limited budgets and strict schedules are another ripe
candidate for pre-kitting the parts, with an added time
dimension. Typically “J-bolts” are shipped and installed
days or even weeks before anything is installed. Then
washers and nuts are used to fasten structural
components to the foundations. Creating job specific kits
and shipping them for just in time use has real value on the
construction site because this reduces storage and hunting
time for the crews. An added advantage is that it also
helps insure that the washers are actually used to prevent
catastrophic failure at a later date.
Smaller contractors and tradesmen are harder to pin
down and often need the most help. Trying to reach them
individually is a waste of time and effort, but there are still
avenues available for Synergistic Sales. Focus groups,
customer advisory boards or just sitting down with the more
creative and open minded people should generate valuable
input.
With this background it should be clear that the
Synergistic Sales concept has merit. And if you still doubt
whether affinity sales and pre-kitting makes sense just go
shopping on Amazon. Any item that you click on will bring
up a list of other items that people, or you, also purchased
on the same order.
Making Synergistic Sales Work In Your Context
If you have followed this logic so far then the next
question is how to actually get the customers involved.
The same Purchasing Agent you are currently working
with might be your best ally. Ask them to set up a
meeting with the production/assembly/crew chief and
others who directly supervise the work of the company.
Don’t try to corner them on the phone or on the job.
Offer to buy the lunch, dinner or even just coffee and get
their attention by asking, “How can my company help
you?” The essence is that you are there for them and
are sincerely looking for ways to save them time, money,
manpower and aggravation. This should get some
attention once the initial shock passes.
Bring with a catalog of solutions to initiate the
discussions and prime the creativity pump. This could
be some of your own thoughts or an actual catalog from
U-Line (www.u-line.com) or a materials handling and
storage equipment source. Bend down the pages that
you think might have merit and pass the book around
asking for opinions and alternatives. This is a departure
point for additional inspirations and ultimately even
experimental products, tools and techniques.
A good place to start is with some alternatives to the
traditional cardboard shipping carton. A reusable,
returnable tote might make sense in any context. It’s
environmentally sound and can shift tons of cardboard to
recycling instead of landfills. The automakers have done
this for years and so can you. There are plenty of ways
to do this using a variety of materials. Starting with a
cheap corrugated tote and graduating to plastic
corrugated (think Postal tray) or heavy duty plastic totes
is an easy progression for experimentation before
financial commitment.
Within these totes separators, dividers and reusable
dunnage can complete a solution. For example, “Zip
Lock” bags are more expensive than just thin plastic
produce bags, but with multiple use and reuse the
pricing actually will reverse. Plus there are other benefits
that will be discussed later.
Standardized packaging also provides opportunities
for enhancing the plant floor or job site. The
psychological and morale benefits alone may make this
into a winner, especially with a customer who is working
against an ISO or other certification. Being more
organized is definitely going to save the customer time
and effort. This translates to loyalty that goes beyond
pricing.
CONTINUED ON PAGE 156