NEWS EXTRA
TRAINING FOCUS IN BREAK-OUT SESSIONS
The BMF Members’ Day afternoon sessions looked at the various training offered to merchants by the BMF to help them train their staff as well as themselves and ultimately improve their business.
The ‘How a House is Built’ training is led by John Allison, who has 35 years of experience in the industry and a calm but visible enthusiasm for being able to bring such an extensive training course to merchants across the UK. In basic bullet-point terms, the training aims to:
• Help merchants increase sales and margin. • Improve customer conversations and relationships.
• Drive cross-sales, link-selling and develop the product mix sold.
The idea behind this training course, Allison said, was that if a member of staff knows more about what it takes to build a house, they will be able to understand their customers’ needs and feel more secure
in their own knowledge. Through group activities, team-building exercises, thought activities and individual knowledge tests, those taking the course learn the various phases of a house-build alongside what could be influencing the choices of the architect, the site manager and the builders on site. Each part of the build includes a few short installation videos to show exactly what goes where and why. These also teach trainees all the terminology involved with these sections of the build and this knowledge is then put to the test with an activity in which they much ‘Think like a Tradesman’.
Allison said that most often, getting staff to put themselves in their customers’ shoes really opens their eyes to the issues they face and
the help they might be looking for in-branch, making them more likely to feel a connection to their customers and be able to make use of the knowledge from this training. The final activity is another active one, helping the new information stick and showing what they’ve learned by creating an advert in groups with their colleagues. This can then be shared on social media by the merchant as a fond memory of the training for their staff and a reminder of everything they now know about how to help build a house. According to Allison, this training is completely customisable to each merchant and their requirements, as well as open to all staff from all levels of the business who may wish to attend. BMJ
BMF AWARD WINNERS CELEBRATED
12
www.buildersmerchantsjournal.net October 2019
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