PFC’s Practical Pointer #4

Welcome to the fourth edition of PFC’s Practical Pointers. Check the site often at www.pfc123.com as new pointers will be made available from time to time. Since we are now up to #4 they will be dropped from the website periodically to make room for new pointers. We hope that you find them useful and, if they had an impact on your business, please let us know.

Pointer #4- The Greatest Gift: Knowledge

Many business owners ask how they can reward their associates for a job well done. Should they send them on a vendor trip, give them some paid time off, perhaps a dinner or some other token of appreciation?

Really, the greatest gift is knowledge. Not knowledge provided for personal interest. Rather, knowledge that the associate can apply to their position or their personal life to gain in both areas. For those earning commissions this is even more critical, because as you give them knowledge you are rewarding them with an opportunity for a pay increase.

So, where would you begin?

This will surprise you. The place to start is really WITHIN your company. You simply must determine the knowledge that is reflective of your business. This starts with the owner and the senior management team. Yet most companies have no way of internally sharing knowledge. This is why we recommend that each company develop an education and training plan, which in operations lingo is a “knowledge transfer system”. You can begin by internally sharing knowledge at a scheduled place and time and the topics can vary depending on the position. This can be a fun, exciting and hugely profitable way to give the greatest gift.

Next, what about outside training? Well our first observation is that most companies have virtually eliminated their training programs. Many of those that still provide training have moved to their vendors for support. This is because our vendors stepped-up (with great intentions) and said that they can provide FREE training. However, if you review the supply channel, you are moving in the wrong direction to entrust any real comprehensive training to a vendor. Why? First, you are becoming more distant from the end user. Second, they have little or no experience in your portion of the distribution channel (yet many times they feel they do). Third, they have an agenda- sell their own products. Fourth, they simply cannot factor-in your company’s culture. They can only provide the features and benefits and technical specifications of the products that they sell. To be sure, product training is important and must be part of your educational program, but product training does not address selling and management, services, trends, fashion, pricing or many of the other critical factors for your business.

To complement the product training, sales and management knowledge can only be provided by educators that have “lived in your shoes”. Not in a simulated fashion, but in a real sense. This is the PFC Services, Inc. advantage, although we are not the only place to obtain this training- we are just the best. Why? Most of our educational initiatives come from owners, managers, sales associates and administrative personnel with the actual knowledge that we are wishing to transfer. They are best practices, leading-edge tips or areas to avoid that have been battle tested. But this isn’t the best. The best is that we are willing to help you implement. We don’t just make observations and walk away. We can be with you as you transfer the knowledge, interpret, implement and reap the benefits. This is the huge and, to the best of our knowledge, unique advantage of PFC Services, Inc.

So, what about the greatest gift? Why not reward your manager or sales associate with the gift of educational sessions designed to make them more productive. It will make your company more productive as well. Everyone wins! The training does not need to be with us. The point is, reward them with the greatest gift which is knowledge!

We hope that you found this article useful and if we can be of any help, let us know.

Wishing you all the best!

PFC Services, Inc.

Announcement- After 25 years of experience and 6 ½ years of development, PFC Services, Inc. has redefined the home décor industry and announces the total training experience! Sales Training for Home Décor and Advanced Sales and Management Training for Home Décor will now be offered periodically or can be customized and provided to your company! Information about our programs is updated continually on the website. Give the greatest gift- the gift of a PFC Services, Inc. training program!