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This situation happens to everyone
I’ve ever known in my 20-plus years in
this great industry. It’s not fun for sup-
pliers to convey this news and it’s worse
to receive this news. No product in
hand means no products for your
client’s event and a lost sale at the min-
imum; at worst, a lost relationship.
By no means are my suggestions
perfect or applicable in every case, but
here are a few suggestions I’ve learned
from my own experience and from
working with such industry greats as
SALES
GROW
MARCH 2015 •
PPB
• 55
AVE YOU EVER HAD A
supplier promise an
in-hands date and then call at the last minute
to say the shipment was not going to make it?
H
NO PRODUCTS, NO SALE
WHEN A SUPPLIER MISSES YOUR IN-HANDS DATE, THESE STEPS CAN SAVE THE SALE
BY DAN AHERN, JD