Writing off the Cheap Talk
7) Build Relationships
Emphasizing your marketing skills and knowing your product inside and out may be enough to avoid price problems, but it's also important to remember that our industry is one based heavily on customer/buyer relationships. A strong relationship with a supplier can be worth a lot in a tight pricing situation. "Don't forget people like doing business with people they like—whether it is the supplier/distributor or distributor/buyer relationship," said Fleming. "Distributors that develop a personal relationship with the right pen supplier can guarantee their orders will be given the care they deserve." This "care" could be anything, from a few cents or a few days shaved off an order, which could be just enough to win over a tough client.