Wholesale & Distribution International - Spring 2017 - 46
JIS, DIVISION OF JERGENS INC.
Founder Jack Schron Sr. (right) started the company in 1942,
pictured here with his parents, Christy and Ruth Schron.
ward equipment, because some of this is
the latest and greatest [technology] that
hasn't hit the street yet," Matt says.
When a company strives to become
a resource for customers and vendors
alike, its salespeople must also have extensive knowledge beyond the industry
norm. JIS looks for salespeople who
have a background in manufacturing
and understand how tools are used and
applied. The salesperson must be a true
product specialist, able to tour a customer's facility and identify the right
type of cutting tools, carbide inserts,
coolants, abrasives, drills, MRO solutions for their applications.
JIS's sales team is designed to create
lasting relationships built on offering
value, not just transactions. As such, the
company wants its salespeople to remain
salespeople. In an effort to trim costs,
some competing distributors have asked
its salespeople to take on added roles,
such as delivery. But JIS sees those exten46 www.wdimagazine.com Spring 2017
sions as a distraction. Instead, the company is committed to having dedicated consignment workers who are responsible for
filling vending machines and monitoring
inventory levels, leaving the sales team to
focus on customers' goals of cost reduction and productivity improvement.
The company further supports its
salespeople by developing custom applications that can be accessed via a tablet computer to view tracking data and
live information on sales transactions.
"We're continuing to find new tools we
can customize for them," Matt says.
The newest tool is a digital shop floor
that gives salespeople and customers
a virtual view of JIS's product lineup.
The app is designed to look like a manufacturing floor, divided into vertical
machining, secondary operations, MRO
and other areas. By clicking on a department the customers can see all the tools
that might fit the related application,
helping salespeople pitch complemen-