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Magnapalooza 2005

Magnapalooza 2005. Being A Value Added Distributor. Remaining Competitive. To remain competitive, distributors must : help customers solve their problems be responsive to their customer’s needs be personable and approachable leverage relationships establish networks.

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Magnapalooza 2005

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  1. Magnapalooza 2005 Being A Value Added Distributor

  2. Remaining Competitive • To remain competitive, distributors must : • help customers solve their problems • be responsive to their customer’s needs • be personable and approachable • leverage relationships • establish networks

  3. Solve Customer Problems • Talk with customers. Get to know their business. Then when they face a problem and need a product for a particular process or situation, you will be able to aid them in researching, and supplying, the best possible product for them. • You can become their much needed R&D team. • For example, a customer needed a method to tether together a temporary floating barge to be used as a platform for sandblasting. The supplier suggested improvising a solution by cutting conveyor belt to size.

  4. Be Responsive • When a customer calls needing your help, either with a question or needing a product, be available and ready to do whatever it takes to meet their demands. • At the end of the workday, one supplier got a call from their local sewage treatment plant about a spill into a nearby creek. Instead of saying ‘we can get you the hose tomorrow morning, but we’ll have to charge more’, this supplier got them the hose within the hour. They made the pieces and brought them to the spill as needed. They didn’t wait to finish the entire order.

  5. Be Personable and Approachable • Nothing will replace going out and making sales calls, shaking a guy’s hand and listening to their problems and helping them solve them.

  6. Leverage Relationships • Develop a strong network of business partners such as joining organizations like NAHAD (The Association for Hose and Accessories Distribution), IDA, & NIBA. These organizations allow for you to pick up new suppliers and build on existing channel partner relationships. • By doing this, you may be able to offer a more diverse product offering with better prices for your customers. It will give you a chance to meet suppliers which relate to your customers specific needs.

  7. Establish Networks • Use other suppliers, and drop ship, as a way to increase your product availability to your customers without having to stock the items yourself. • This benefits both companies by providing one company with an expanded product offering, and the other picks up sales to customers they may never have time to call upon.

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