Hello, LinkedIn friends, Adon here. In the last video transcript, I talked about the five categories of the janitorial industry, and I called them sanitation, paper, chemical, miscellaneous, and equipment. I also pointed out that Equipment sales are essential, but to have a competitive advantage over your competitors, you need something repeatable and constant. If you haven't seen the video or read the first transcript, I will advise you to do so as it will further enhance your understanding.
In this video transcript, I will be analyzing the data from the ISSA distribution survey of 2012 and 2014. One thing I found fascinating about the ISSA distribution survey was the study on end-user satisfaction. According to the survey, the end user satisfaction has three specific categories:
This survey also showed that the percentage of those who were extremely satisfied with their present distributor was only 17% and those who were satisfied (not totally but they feel like they receive some value for money spent) amounted to 26%.
This made me realize something astronomical. If 17% are delighted and 27% are pretty okay with the service provided by their current distributor, that leaves 57% of customers in the market ripe of the picking - 57% dissatisfied customers looking for better delivery.
Now the question is, what can you do to enhance and articulate your value proposition? What can you do to steal those customers from their current distributors? Because if 57% of customers say their rate of satisfaction hangs on average, this means that 57% of the market currently needs change. Take hold of this opportunity to grow your business, make more money, and expand your reach.