In an industry that relies on someone else doing the selling of products, promotional products industry suppliers are a wealth of knowledge and expertise. If you haven’t been leaning on your supplier’s bank of ideas for your customers, you are missing out. Suppliers have the products, but without the buyers, the products mean nothing.
Here is why they are invested in you:
- Good suppliers think through all of the uses of their products for end-users and industries before they bring them to market.
- Suppliers have little influence over the sales process through distributors but the more they can affect change, the better they can control their sales cycle.
- This is one small way the supplier can influence the selling process when it is seemingly out of their hands.
“As a business philosophy, we are invested in the long-term success of the distributors we serve, rather than just valuing the transaction. As a result, one of the areas we can add tremendous value is by providing sales resources and ideas. Promotional products aren’t anything special just on their own. What makes them magical is when they are used in a way to effectively drive a call to action, invoke emotions, or shape attitudes. To accomplish this at the highest level, it requires experience, expertise, and creativity. The most successful suppliers and distributors going forward are those who embrace this. By working together, there is the potential to provide end-users with returns and outcomes that surpass any other advertising medium available,” explained Nate Robson of industry supplier, Raining Rose.
Why suppliers are better at bringing ideas to the table:
- As distributors, we have thousands of products we represent. With so many products to choose from, how could you possibly be the expert for all of them?
- Suppliers know why each product was introduced and what market it is targeted for. They know how it’s unique features can solve your customer’s business problems.
- Suppliers help a diverse group of distributors all day with those specific products and know how they are working best for individualized markets. Why reinvent the wheel if you don’t have to?
Here is a simple way you can get started:
Be proactive. Take the industry you sell to the most and schedule an appointment with yourself for 15 minutes each week. In those 15 minutes, make a folder with that market, compose a personal email asking a supplier to help you generate ideas for this specific market or industry. Send the email to your favorite suppliers until your time is up. That’s it for now unless you can find more time. As you get responses, throw the ideas in the folder you created. Next week, you will go to the folder and find your favorite ideas, start sending them to clients and potential clients with a nice personal email.
Sometimes, nothing will happen. Sometimes, you may prompt an order or another opportunity with that client. You never know, but really, you are only out 15 minutes which you might have easily wasted away… binging potato chips or browsing through your favorite shopping site? From the supplier side, they know the value of bringing you ideas with their products, if they do a good job of telling the story, you will get an order and that means…they will get the order. Win. Win.
“I like to use the phrase ‘one-stop-shop’ when it comes to acting as a liaison for project requests. I personally enjoy working on projects from the ground up by suggesting products that fit provided guidelines and then seeing the project all the way through. That includes the initial product recommendations, creating and providing mockups, providing price quotes, processing the order, and providing tracking once completed. This is especially helpful for distributors who are unfamiliar with our products; seeing a website with loads of products may be overwhelming to start but we are able to easily eliminate products that are not a good fit for a given project. Additionally, since Origaudio is now part of Hub Promotional Group (HPG), we are able to combine our product offerings with other companies within our group. For example, a client needs a speaker and a water bottle: Origaudio may be a good fit for the speaker but we only carry one water bottle; we can loop in our sister company. It’s best to provide the water bottle and have everything fulfilled at one facility on the back end to take the burden off of the distributor,” shared Bryan Woods with Origaudio.
What are you waiting for? You can see suppliers are anxious to help you and do what they do best! Let these partnerships take you to the next level.