Tagged 'Question'

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Supplier Surprise

Supplier Surprise

A Distributor Asks: I had a meeting with a newer contact at an established client. This person was new to the role of business line marketing manager, so we were discussing additional opportunities to work together. I knew that her department did Lucite® awards and that there could be an opportunity for our company, since we have been doing Lucite for other departments as well as for other clients. The client was open to it but said it would have to be down the road as they had just signed a contract with a supplier for the year. The name was one that rang a bell for me. When I returned to the office, I looked up the name and confirmed that it was a promotional product supplier that we have used. I contacted them and received the explanation that the supplier did not sell direct to the end user but they did have a division that did. Is that different? Should that matter to me as a distributor? In some years we did $100,000 in business with this supplier and now they are my competitor. What would you do? Read More »

Securing Suppliers

Securing Suppliers

A distributor asks: As a small distributor who is relatively new to the industry, what’s the best way to go about choosing promotional products suppliers? Read More »

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 »

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