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The Warehouse Checklist: A Tool for Sales and Safety

When a dealer or distributor misses a sales opportunity, that isn’t just money out of their pocket––it’s a missed opportunity to help the customer upgrade their equipment to improve efficiency and safety. 

Luckily, there’s a simple and effective solution: The Warehouse Checklist.

The checklist not only ensures that you are making as many sales as possible, but that your clients are aware of any safety problems in their warehouses that could result in worker or inventory damage. The checklist also provides a baseline of quality control, meaning that no matter who on your team is speaking to a customer, the customer is being offered the product across all IWS brands that best meets their needs.  

How to Use the Checklist

Step #1: Make it a habit. 

Always pull up the checklist if you’re walking through a warehouse, no matter what kind of call you are on. 

Step #2: Look around. 

As you walk through the warehouse, make an effort to pay attention to your surroundings. You’d be shocked how often people walk right by a sales opportunity. 

“In 100 paces, you might walk by three things you could be selling, replacing, or upgrading, but you can’t do that if you have blinders on because you’re focused on what they called you to look at,” says Nick Jerome, Director of Marketing. 

Look for three things in particular:

  1. Safety. As always, safety is the first priority. Anything you see that could injure a person, damage inventory or other equipment, or damage to the building is an immediate “red” on the checklist.
  2. Damaged equipment that needs replacing.
  3. Opportunities to streamline efficiency and ergonomics. 

For example, let’s say you returned from a fairly standard call at a client’s warehouse. Immediately upon entering you saw a dock that was not secured with a barrier gate, which is a safety hazard. You had the checklist open on your phone, and you marked “Safety Barrier Gates” as red, meaning it is urgent. 

Later, you saw an employee moving a heavy drum on a hand truck, which you know to be a possible occupational hazard. You checked the yellow square for “Drum Trucks”––meaning they may need attention. 

The only other thing you noticed was how busy the warehouse was. That’s a good thing. They had a great flow of work happening. But, you thought, maybe they could use another dock or a mezzanine. You marked “Mezzanines” as yellow.

Step #3: Send it to yourself. 

As the sales call came to a close, you entered your own email address into the checklist and sent it to yourself. 

Step #4: Follow Through.

Later, when you returned to your desk, you wrote your client your standard follow-up email pertaining to your visit. But, you also included some suggestions based on your checklist:

“Earlier today I noticed a dock in urgent need of a barrier gate. I recommend the FALL-STOP™ SAFETY barrier gate. We can have that to you by [date] for [quote]. 

I also saw an employee transporting a 100-lb drum on a hand truck rather than a drum truck. This can be physically straining and can lead to worksite injury. Here’s our line of drum trucks that are designed with ergonomics and employee safety in mind.

Lastly, I was impressed to see how busy your warehouse was! Have you ever considered adding space with a mezzanine? This expansion could increase your storage and efficiency. . 

Let me know how I can help.”

That’s it!

The Warehouse Checklist is your guide for additional solutions, quotes, and proposals. By using the checklist, you not only improve your sales numbers, but you show the customer that we’re paying attention to their safety and efficiency needs throughout the warehouse or plant. 

Make sure to use the checklist and to share it with your team. 

 

 

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