Signal Group from Camberley near London has launched a new scheme to motivate its network of international distributors and reward good performance.
As a specialist manufacturer of gas analysis equipment, Signal relies on distributors to service its customers around the world. Managing Director James Clements says: “In recent years, we have expanded our number of global partners, and we are keen to ensure that we help them in every way possible. Equally, they need to be pro-active in their local markets, so we created an ‘Authorised Distributor Scheme’ to give them the tools that they need, and to incentivise positive action.”
Those distributors that sign up for the scheme will become eligible for a range of benefits, some of which are dependent on performance. For example, over a 12-month period each distributor will be assessed and graded into one of three categories: Gold, Silver and Bronze. Those achieving the Gold level will receive a 3% (of annual sales) credit on their account, with those in the Silver level receiving 2% and Bronze 1%.
The distributor evaluation criteria will include: training, either in the UK or in webinars; audits focusing on People, Processes, and Product representation; engagement with customers; commitment to the Signal Group brand, and of course sales.
By joining the scheme Signal’s distributors will unlock a suite of benefits designed to accelerate growth and improve the levels of service in their domestic markets. Enrolled distributors will be listed on the Signal Group website, and be provided with access to regular training webinars, marketing collateral, and priority in service, sales and marketing support.
Summarising the scheme, Signal’s Simon Corrigan says: “The ultimate goal is to deliver the best possible products and services to our global customers. To achieve that we need to ensure that our distributor staff are highly trained and equipped with the latest information on our gas analysis equipment. This will give them confidence to be pro-active in the market and to be able to respond quickly and effectively to customer needs.”
