Driving Bottom-Line Revenue

They’ve got the CDL and passed the HazMat testing, but do you trust these hard-working men and women to increase propane-related sales in the field? You may have one or more drivers who are “efficient.” They prefer quick stops at a delivery site, pump the gas, and roll again to the next stop, avoiding contact with your customers. Whoa — potential lost!

Efficiency is desirable, but it can feel impersonal. The only contact your organization may have with clients could be that driver. If they have the pump-and-run attitude, your company’s image might be just an invoice at the door.

If no one’s home, perhaps your “rolling representative” could leave a promotion piece with the invoice. Important — have the driver scribble something personal on that flyer or pamphlet.

Sometimes, the homeowner or business manager will come outside during the delivery, ostensibly to watch the gallon meter. Drivers (and service technicians at a customer site) should greet them pleasantly and start a brief, propane-related conversation. Depending on the customer response, your driver or service tech might ask, “Oh, are you using a propane water heater or electric?” If they respond that they’re using an electric heater, the driver should make a mental note and see that your database is updated.

It will take a little training to direct your “rolling representatives” to leave brief notes and have helpful conversations and follow-ups. The ultimate goal is to build a solid bottom line by increasing the number of active burner tips while forging long-term client relationships. To your success!

This article is an excerpt from a more extensive article by Scott Slocum, Director of Marketing at Propane Resources. It was published earlier this year in the exclusive?Leadership Guideposts?newsletter, a Propane Resources, LLC service.

Propane Resources has been a leader in propane supply, marketing, human resources, consulting, and business sales since 1992. For questions or more information about this topic, call Scott at 913-262-8345 or email him at [email protected]. For more information about Propane Resources, please visit our website: https://PropaneResources.com