Tagged 'Question'

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Color Confusion

Color Confusion

A supplier asks: Where is the demand for full-color printing? For a nominal increase in cost, branded products look so much more vibrant in full color. Are other suppliers seeing a lack of demand for full color? Distributors, what’s preventing you from recommending full-color to your clients? Read More »

Question: Marketing To Millennials

Question: Marketing To Millennials

A Distributor Asks: As a Baby Boomer, how can I best engage with Millennial buyers? What specific communication and marketing strategies have other distributors found that work best with this generation? And is there anything I should absolutely avoid doing? Read More »

Question Column – March 2016

Question Column – March 2016

A Distributor Asks: My wife and I run a small distributor company from home and are having a hard time separating our work from our personal lives. We talk about the company all day long, even on the weekends. We also work into the evenings during the week and most of the time put in a few hours on the weekends too. All of this does not leave much time or energy for anything else in life. We feel burnout coming on. How are other small-business owners finding a work/life balance? Read More »

Product Responsibility Step By Step

Product Responsibility Step By Step

A Distributor Asks: As a small distributor, I feel a bit overwhelmed about product responsibility and where to start with a product responsibility program. It seems like there’s so much to know and I’m not sure where to start or how to scale up, and I can’t afford to hire someone specifically for this purpose. How have other small distributors approached or started product responsibility programs? Read More »

Social (Media) Anxiety

Social (Media) Anxiety

I’ve heard a lot about how social media can help a small business by helping to build our brand and further relationships with our customers. However, our company is small and I have no one who can take this on, even part time. If I’ve only got a couple of hours a week to devote to promoting my company through social media, where should I spend my time? What activities are most important? Read More »

Color Clash

Color Clash

A client wanted tote bags in their brand color for an event, so I placed an order with a reputable supplier that I’ve used many times, specifying a Pantone match to the brand’s color. The color on the resulting bags did not match the Pantone number specified and the client was—and still is—angry. When I contacted the supplier, they disagreed that the color was off and said that the best they could do was to run another order at half price, but I would still have to pay full price for the original order. I’m in a no-win situation. My client wants me to replace the bags with bags that are the correct color, but the supplier says they are already the correct color. What can I do to fix this problem without having to come out of pocket for goods my client and I believe were incorrectly produced? Read More »

Turn Up The Heat On Cold Calling

Turn Up The Heat On Cold Calling

Walking into a large business cold is one of the most difficult tasks for our salespeople. What are some effective ways to approach front desk staff and successfully connect with the right decision maker? Read More »

What’s Your Preference?

What’s Your Preference?

A Distributor Asks: I’ve heard and read that some suppliers have a circle of customers they call “Preferred Distributors.” What is the advantage for selected distributors and what is the process for being invited into that circle? Read More »

Sample Savvy

Sample Savvy

A Distributor Asks: Here’s a situation I haven’t seen addressed in this column before. My client is not happy with the product she received. The imprint is fine but we did not examine a product beforehand. She simply showed me a photo of the product in a catalog and told me she wanted to order it. The supplier is not willing to help in any way. I’m uncertain how to deal with this now. Also, how can I avoid this problem in the future? Read More »

Shipping Dilemma. Who Pays?

A Distributor Asks:
If a job has been pre-paid and the end user refuses to pay for the shipping, even though the order stated “plus shipping,” what is the recourse for the distributor? Is the shipping deducted from the salesperson’s commission or does the distributor write it off as a loss? Read More »

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