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Many suppliers fall into two
distinct categories; those that have good prices, but bad service and
those that are just the opposite wonderful, knowledgeable staff and prices
that could choke a horse. The funny thing is, many supply houses go either
way, depending on whom the customer is. You don’t have to be the largest
outfit in town to have suppliers eager to service your account. What’s
needed is a basic understanding of human relations and the willingness to
be flexible in your business dealings. Follow these suggestions and you’ll
find your business getting not only excellent prices, but excellent
service as well.
Make YOURS the finest account in town.
This one is easy. Pay your bill before the due date. In fact, pay the
day your material is delivered. Granted, this isn’t always possible, but
more times than not, you can pay before the date shown. Most suppliers
work on paper-thin margins and know the payment habits of their clients.
By following this practice, your name will quickly go to the top of the
list as a customer worth keeping. Consider this practice a deposit into
the goodwill account. It will come in handy when you need an item
immediately, on a Sunday no less.
Introduce yourself to the owner or manager.
Set yourself apart from the crowd by letting the boss put a face to
the name. After all, businesses cannot offer truly personalized service if
they do not know the person.
Know the staff.
We’re all human and we’re all more likely to go out of our way for someone
we like, even casually. Take the time to learn the salesmen’s name and let
him or her know what your preferences are. If time is your absolute
biggest consideration, make sure they realize it, in a friendly way, of
course. Perhaps you’re willing to pay slightly more if they will guarantee
delivery of your items at a specific time. Or, just the opposite, maybe
the supplier is willing to give you a price break if time isn’t a problem
and they can stick your delivery on a truck heading your direction next
Tuesday.
Keep the relationship win-win.
Developing good relationships with suppliers is not an overnight
process. However, by making every transaction one that is mutually
beneficial, you’ll soon find yourself on the receiving end of “special
pricing consideration,” rather than being put on hold for twenty minutes
when you call.
Help your supplier grow as well.
As your business increases, don’t forget to let people know whom it is
you use for your materials. This type of public relations is simple, easy
and free and will repay itself a thousand fold in the goodwill generated.
Remember, price isn’t the only consideration
Excellent supply houses will always strive to give you a fair price.
But more importantly, they’ll also strive to keep your business when you
run into an emergency and need the material yesterday…something cut rate
suppliers probably won’t do. People breed loyalty, not lower prices.
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