PPB July 2016

IF A SUPPLIER HAS A DIVISION

that sells direct, then they are a

distributor's competitor to

watch. There is not much you

can do after the fact. The ques-

tion to ask is, how did this sup-

plier-distributor get to this

client? Maybe distributors need

to market their businesses more

proactively and be a step ahead.

Gloria Lafont

President/Owner

Action Marketing Co.

UPIC: A656637

ALTHOUGH ANNOYED UPFRONT

with the information presented, I

would merely turn the tables on

your client and ask what they

might do if one of their competi-

tors was doing this to them.

Remain calm and further explain

your identification with their

firm for all these years and ask

what you might do to assist them

20 •

PPB

• JULY 2016

INNOVATE

QUEST

ION

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 opportuni-

ties 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 suppli-

er 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?