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Distributors typically look at training as a necessary evil -- so it is something they do reluctantly for their customers. The training that is provided is usually uninspired, therefore the class may not be well attended, which goes to confirm that distributors believe very few contractors are really interested in training. This of course is simply not true. The key to a successful training program is to design training that is irresistible to your contractors. If you provide a class focused on an important topic to your local product community, your class will sell out and the folks who attended will be impressed with what your supply house can do for them.
How To Develop Training
The best way to develop interesting training is to listen to your customers. They will tell you where they need help as long as you ask the right questions. You'll want to ask your contractors where do you see your service technicians struggling? What types of service calls are routinely misdiagnosed? If you ask enough of the right questions, you'll find that the same topic keeps coming up and everyone in your area is probably struggling with the same service problems.
The key is to zero in on the problems your customer base is experiencing so that when you go see your next customer, you can ask them if they would benefit from a training class. I have presold classes before I have set the date for the class. I have...