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QUESTION
Craig Dickens
VP/Sales Manager
Suntex Industries
UPIC: SUNTEX
As a supplier we offer our preferred
distributors the opportunity to apply for
the Suntex Select Program. This program
gives end quantity pricing (EQP) on about
90 percent of our line which in turn gives
the distributor an opportunity to earn a
better profit, or pass the savings on to the
end user, and hopefully land more sales.
We do have minimum qualifications,
but I will waive these for one year if I
feel the distributor has the potential to
increase sales with Suntex Industries.
David J. Hawes, MAS+
Brand Architect
Geiger
UPIC: Geiger
Suppliers identify distributor cus-
tomers they believe are good candidates
to help them grow their business. The
qualifications include a relatively modest
annual sales volume, and the distributor’s
willingness to develop a mutually benefi-
cial, long-term relationship with the
supplier. Loyalty definitely plays a part.
It is very similar to the relationship a
successful distributor wants to develop
with their end-buyers.
The advantages for the distributor
can include EQP pricing, discounts on
set-ups, and rebates. Some suppliers
offer special incentives, additional edu-
cation, personal sales calls, and advance
previews for new products.
Q
A Distributor Asks:
I've heard and read that some suppliers have a circle of cus-
tomers they call “Preferred Distributors.” What is the advan-
tage for selected distributors and what is the process for being
invited into that circle?
WHAT’S YOUR PREFERENCE?
OCTOBER 2015 •
PPB
• 19
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