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Vicki Clayman
President
Partners N Promotion (UPIC: vickic)
Olathe, Kansas
Nominator and supplier partner: Michael Dustman,
vice president, sales, Meridian Metal Works
Nominator Michael Dustman has worked with Clayman for
15 years providing a large quantity of custom holiday orna-
ments for a client—an audience comprised predominantly of
men who hold blue-collar positions. “She has to sell them on a
new ornament concept every year,” says Dustman. “She’s
always tapping us for new ideas and, as a result of her efforts,
Vicki has created an incredible annuity for 15 years and count-
ing.” He describes Clayman as a strong and very knowledge-
able businesswoman, “but her smile brightens up a room
because she knows how to enjoy life, as well,” he says.
Clayman also has a solid, mutually trusting relationship with
her customers, he adds. “As a supplier, I know right where I
stand with Vicki on every project we do because there are no
gray areas left after we receive her input on design
concepts/renderings for specific projects.”
48 •
PPB
• DECEMBER 2015
GROW
A Conversation With Vicki Clayman
PPB:
What are the most important qualities in a good
business partner?
Clayman:
As a distributor, one of the most important pieces to
the puzzle of being a great customer is paying your vendors’
invoices in a timely manner. We are always asking for special
favors from our vendors to rush orders or to give us a better price
on a large quantity, free spec samples or virtual artwork. Those all
cost the vendor money either in man hours or their product costs.
Our responsibility is to make sure we treat our vendors the way
we want our customers to treat us. It is the Golden Rule of busi-
ness, and the respect both the vendor and the distributor deserve.
PPB:
What do you do that sets you apart from other
distributors in the way you work with suppliers?
Clayman:
We pay on time, have reasonable expectations, show
up at every vendor meeting and we listen and take notes. When
we order samples, we show them to multiple customers. Our sup-
pliers love that we give them feedback good or bad—if they are
really giving us great support or if there is something extra that
could be done. Don’t misrepresent an order if you are looking for
a better price, trust is key on both sides.
PPB:
Is there something Michael does that makes it easy
for you to provide exemplary service to him and his
company?
Clayman:
Michael is a true partner in the industry. Everything
he does for us is custom. I can be very picky when it comes to the
final product. When I have a vision in my mind of the way a
design should look, Meridian goes to work to ensure the quality
and creation of product have met my vision.
PPB:
What advice do you have for other distributors
who want to achieve a true partnership with their
suppliers?
Clayman:
Be kind and courteous even when there has been a
mistake. If you are not getting results from the staff you are work-
ing with, go higher up in the company or get your local sales rep
involved. I have never had anyone who did not want to fix or
replace a product if I took the time to explain what the issues were
with the order. Vendors want your repeat business just as we want
our customers to keep coming back. It is just Customer Service
101. Sometimes you have to work through tough issues, but once it
is over don’t hold a grudge. We are all here for one purpose and
one vision. Be professional.