Tips To Best Utilize Your Vendor

The distributor will always be tempted to sell at the highest price and provide the least amount of service and support due to the simple fact that when they are dealing with an established customer that are missing opportunities to reach new prospects.  Sometimes that window is very small due to some companies only negotiating once per year for locked in pricing.  

There are some factors to consider when you utilize your vendor for support and service:

• Remember that although you may be a big customer, they have others to support and new prospects to identify.

• If you request training or support, be as specific as possible to allow him/her to focus on the issues that you need addressed.

• Beware of the possibility that they may try to switch you to another brand or process since the company has changed manufacturers.

• Recognize that most distributors will have private label chemicals, tools and even equipment that may be “just as good” as the products you have been using but provides a better profit margin.

• Remember that most successful distributors have a close working relationship with one or more manufacturers who have a vested interest in your success as well.

• Don’t hesitate to request support from the actual manufacturer’s rep along with the distributor sales rep in order to get better product knowledge.

• Make sure that as the distributor provides new “solutions” to your challenges regarding training, productivity, costs, etc. that they do not end up with a hodge-podge of different chemicals and systems that can become confusing and frustrating over time.

• Verify with the local distributor rep who is responsible for warranty work as well as loaner equipment (either free or at a reduced rate). 

A key player in all your dealings with the local distributor is the manufacturer’s rep. 

Your comments and questions are always welcome. I hope to hear from you soon. Until then, keep it clean…

Mickey Crowe has been involved in the industry for over 35 years. He is a trainer, speaker and consultant. You can reach Mickey at 678.314.2171 or CTCG50@comcast.net.