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Supplier Module
Program Product / Equipment, Orientation & Training Module One of the key values that Franchisors bring to their franchise system is the search for, evaluation of, and ultimate approval of product and equipment suppliers. A number of factors play into this assessment: product quality, ability to deliver, support services and price value. Franchisees that use suppliers recommended by the Franchisor generally have more success than franchisees that choose sources on their own. When franchisees don’t use the preferred supplier program, everyone suffers a little. Franchisees risk customer dissatisfaction, lost customers (inferior product or availability) and poor operating efficiencies (volume price advantages). The Franchisor faces lost royalties and brand reputation as a result of customer dissatisfaction. And the preferred suppliers must consider price breaks when sales do not meet expectations. Solution: You enjoy a captive audience when franchisees come to your University for training. Ask your Suppliers to “support” the creation of online training modules that demonstrate the features and benefits of their products, and how franchisees can implement the program in their own facilities. Participation in the online training/sales method is much more engaging and effective for the franchisees than the dry reading associated with most product web sites or brochures. Course usage and responses can be tracked in the LMS and the data reported to the Franchisor and its Supplier(s). Results: Franchisees make better- informed decisions and increase their profitability. Franchisors add value to their franchisee support, and can gain additional royalties from more successful franchisees. Suppliers develop a loyal customer base, leading to improved sales. Case Study: Outdoor Lighting Perspectives utilized this exact strategy as they were launching online training in their franchise system. They went to their supplier of lighting fixtures and ask them to “support” this effort, the supplier agreed to help with creating modules specifically around their product. Outdoor Lighting Perspectives’ VP Scott Zide says that two thing are key to seeing this happen. First you have to “ask” the supplier to do so, this seems to be a given but is often an overlooked first step. Secondly he said ask the supplier to “support” this effort, not pay. He felt this was better received by supplier. |
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