Introduction: |
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The Sales Team Induction Programme is designed to provide a new sales team participant, whether joining the team from inside or outside the company or industry, with the necessary knowledge of all aspects involved in the provision of a quality textile rental service. It is intended where possible to give actual hands on experience of the physical work involved by each department, section and employee in providing service throughout the full supply chain cycle. It is not intended to be a period of learning by "watching others do the job" but of actually carrying out each job function themselves. This is so he/she fully understands the physical effects those making the "Sales Promise" to the potential customer, commit the rest of the AUS team to, on an ongoing basis.
Before commencing the Programme the Sales Manager should notify the various Department Heads, well in advance, of their input requirements, and provide them with a copy of the relevant parts of the programme showing the detailed requirements from their department. Training Schedule |
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Week1
Day1 Monday Step1 . Meet with State GM. Welcome and introductions to Department Managers, Supervisors and key employees. Step1 Objective To help new employee feel welcome and part of the Australian Uniform Service Team. Responsibility Sales Manager/General Manager ---------------------------------------------------------- Step2. Attend weekly sales meeting. Step2 Objective To Introduce newcomer to existing sales reps, to observe and participate, to gain early awareness of the importance of weekly meetings and training programs. Responsibility Sales Manager ---------------------------------------------------------- Step3 Discuss Sales Executive remuneration, sales territories, company vehicle responsibilities, sales reporting and minimum required daily sales activities. Step3 Objective To build an early understanding of the key job requirements. Responsibility Sales Manager ----------------------------------------------------------- Step4. Tour the plant and briefly discuss procedures of each department with the introductions to the key personnel. Step4 Objective To give the salesperson a quick overview of the plant activities, work-flow and how each department contributes to the laundering process. Responsibility Sales Manager/Production Manager ------------------------------------------------------------ Step5. Report to the Office Manager for a quick overview of the various administration functions and to fill out all necessary employment documentation. Step5 Objective To make sure the employee has an understanding of the key administration functions and has all paperwork in order. Responsibility Sales Manager/Administration Manager ------------------------------------------------------------ Step6. Meet with the Sales Manager to review and sign contract. Step6 Objective To make sure the salesperson fully understands their commitments and obligations prior to signing their contract. Responsibility Sales Manager ------------------------------------------------------------ Step7. Discuss in detail company structure, giving details of the department functions, Department Heads, responsibilities and outputs. Discuss how a salespersons actions and promises can effect each departments performance, costs and ultimately customer satisfaction. Step7 Objective Will enable new employee to identify Managers and Supervisors. To understand the company structure and duties of key personnel, and the effects his future activities will have upon the whole AUS team. Responsibility Sales Manager ------------------------------------------------------------- Step8. Discuss in detail the Company and Industry history. Discuss how the experience and background of the owner and the senior management team can be used as a sales advantage. Discuss the importance of AUS being locally owned, how this differs from our competitors and how this can be also used as a sales advantage. Step 8 Objective To stress the important market differentiation that Australian ownership give AUS when compared to our competitors Responsibility Sales Manager ------------------------------------------------------------- Week 1 Day 2: Tuesday Step1 The New employee will work in the various work stations learning how each task is carried out, then actually preforming the function for a minimum of one hour under the supervision of an experienced worker. a) Garment countin and classification. b) Soiled cloth towel unrolling, tying etc. c) Work in washroom and experience washing mats, garments and linen (min of 2 hours). d) Experience loading/unloading dryers with garments and linen. e) Experience Cotton Cloth Towel processing. Feeding the towels into roller etc. f) Experience Cotton Cloth Towel rolling, tying and packing. g)Experience folding of Teatowels and other smalls, linen etc. Step1 Objective To ensure the new employee gains a full understanding of the physical effort that goes into each function in the work-flow, and an understanding of work-flow scheduling. At this point he/she should also gain an understanding of the importance of accurate weighing, the correct wash loading, chemical use, water levels, counting and productivity rates. Responsibility Production Manager ---------------------------------------------------------------- Week 1 Day 3 : Wednesday Step1 The New employee will work in the various work stations learning how each task is carried out, then actually performing the function for a minimum of one hour under the supervision of an experienced worker. a) Work in the linen packout section, preparing route loads. b) Work in the mat packout area laying out then packing mats for route load (min 2hours). c) Work at the steam tunnel loading garments. d) Work at the steam tunnel unloading, sorting and packing for route load. e) Work at tea towel, hand and shower towel folding. f) Work with serviceman loading delivery vehicles. Step1 Objective To ensure the new employee gains a full understanding of the physical effort that goes into each function in the work-flow, and an understanding of work-flow scheduling. At this point he/she should also gain an understanding of the importance of quality inspection for each product, quality standards, replacement policy, repair policy and outgoing presentation and appearance, Responsibility Production Manager -------------------------------------------------------------- Week 1 Day4 Thursday Step1 The New employee will work in the garment store learning how each task in this department is carried out, then actually perform each function for a minimum of one hour under the supervision of an experienced worker. He/She will gain an understanding of how orders are processed and gain general product knowledge, whilst observing the quality of garments and type and colours available. a) Gain an understanding of the paperwork flow concerning the issue and return of documents to the store. b) Gain an understanding of the function of the National Textile Centre. ordering procedures etc. c) Gain a knowledge of the various garment types, categories, stock holding, reuse, purchase procedures and the benefits to the customer and AUS in selling standard garments. d) Gain a comprehensive knowledge of garment tracking processes. e) Learn how to use barcode printing and heat press machinery. f) Gain an understanding of Logo design, procurement, paper flow and time constraints. Step2 Objective Ensure the new employee gains a full understanding of the effort that goes into each function in the garment store, and an understanding of the critical nature of accurate paperwork. At this point he/she should also gain an understanding of the physical nature of the job and the nature and use of the National Textile Centre. Responsibility Textile Personnel ----------------------------------------------------------- Week 1 Day 5 Friday Step1 Meet with the Production Manager. Review the days spent in production. Discuss OH&S issues within the Plant. Question the Manager for his input on the responsibilities of the sales department. What are his major irritants. What would make their job easier? How can the sales team help? Step1 Objective To gain a management perspective to the production unit and to gain input on the ways the sales team can improve overall productivity, profitability and customer satisfaction. Responsibility Production Manager ---------------------------------------------------------------- Step2 Review with the Sales Manager the difference between product features and customer benefits and discuss the individual features and potential customer benefits of: a) Frontier Dust Control Mats. b) Entrance Mats. c) Safety Message Mats. d) Anti Fatigue Mats. e) Managed Garment Rental Systems. f) Customers own goods processing. g) Cotton Cloth Towel Service. Step2 Objective To commence to gain a perspective on the benefits AUS Services provide its customers. Responsibility Sales Manager ------------------------------------------------------------------ Step3 List and discuss the market competitors for each of our services, noting the weaknesses and strengths of each competitor in each product sector. Discuss strategies involved in combating our competitors and discuss the unique benefits a client receives when switching to AUS services. Step3 Objective To commence to gain a perspective on the benefits AUS Services provide its customers. Responsibility Sales Manager ------------------------------------------------------------------ Step4 Gain a practical knowledge of all "On Route" documentation including the Route Book. Examine each form used, demonstrate its use and multi functions, fill out each form demonstrating its correct application. Step4 Objective To prepare the new employee for his next weeks training "on route". Responsibility Administration Manager ------------------------------------------------------------------- Step5 Towards the end of day 5 schedule a brief meeting with the new employee and the State GM to review the weeks activities. Step5 Objective To keep the GM up to date with the new employees progress and to demonstrate the GMs ongoing commitment and interest in the training process, Responsibility Sales Manager, State GM |
