Being Cautious Of Distributors

Every idea usually has at least two sides.  In a prior article I covered some of the benefits of partnering with a local distributor who had close ties to quality manufacturers so that you could receive consultative marketing instead of the spiff of the month hard sale.  Your distributor earns his/her keep by providing you with timely support/training/tools/equipment/certification that is appropriate for the challenges you face.  For instance, if you are starting up a college or school campus with various outbuildings, you would need different tools and equipment than if you were dealing with a small doctor’s office or automobile dealership or bank or ?????

Beware of distributors who are only focused on making a quick buck and providing as little support as possible.  Of course, you need to keep any distributor honest by periodically checking the costs/prices for various products; however do not abandon a great distributor for a mediocre one simply to save a few pennies per gallon or a few dollars on equipment.  Always look at the total cost/benefits involved which includes delivery, maintenance, durability, support, training and other factors that can easily be missed by a greedy end user trying to squeeze the last penny from the local distributor.

Also, remember that the local distributor can be tempted to substitute his/her generic brand for the name brand since they usually have better profit margin for the product.  In many cases, the generic brand may be “just as good” but does not come with training, laminated cards, videos, web site support, chemist support and other “extras” that the name brand usually has as a matter of record.  You may not save very much in the long run.

Cheapest is not always the least expensive.  Go for overall value; not just lowest price. 

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.