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DSR Training Program - FHS

Name – Start Date

Phase I (Sales Exposure and Department Training):

- Day 1:
o Attend branch orientation and complete employment paper work. General Office Training
o Report to branch Sales Development Manager. o Orientation
o Go through trainer’s orientation course. o PK #1
o Set up General Office training dates. o PK #2
o Get introduced to the different departments.
 Get a general idea of their job function within the operation.
 Get a general introduction to their personnel.
o Objective:
 Get a general understanding of the branch, departments, and personnel.
- Issue a laptop:
o Setup email account.
o Introduce KPS and issue practice exercises.
- Weeks 1:
o Report to your assigned DSM.
o Spend a week learning all the aspects of our program accounts.
 Identify what customers qualify as program accounts.
 How we put their programs together.
• What margin schedules do we use and why.
• How we gather manufacture deviations and programs.
• How contracts are setup and maintained.
• How and when to utilize GPO’s.
 Identify which technology programs and tools are regularly utilized.
o Get trained on what an operator’s goals are so candidate can be a better consultant.
o Objective.
 To be exposed to how we approach, capture and maintain program business.
- Computer training:
o Give full training with exercise tasks on Microsoft Outlook and Excel.
o Introduce KPS and issue practice exercises.
- Week 2:
o Spend a half day working with each of the following departments.
 Operations
 Purchasing
 Credit
 Transportation
 Marketing
 Accounting
o Objective:
 Learn the functions and objectives of each, and the roles of each position.
 Develop a working relationship with each department’s personnel.
- Week 3-4:
o Ride with a number of different DSR’s.
o Objective:
 Get a feel for what a BEK DSR does and be exposed to the different styles each DSR uses.

- Test and Evaluation
o Take test to determine retention of topics from this phase.
o Meet with Trainer and AGM to go over test results and determine readiness for the next phase.

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