Working with manufacturers and importers.
WHAT SUPPLIERS WANT
Volume Payment on time Coverage of the territory Their brand represented properly Market information
WHY MARKET INFORMATION MATTERS TO THEM
They cannot see the market without you.
WHAT PROVIDING IT BUYS
Better terms, support and priority.
WHAT TO PROVIDE
Sales data Competitor activity What customers say Where demand is growing
WHAT TO NEGOTIATE
Buy price and volume breaks Payment terms Delivery frequency and cost Support for promotions Returns of damaged goods Notice of price changes
WHY NOTICE OF PRICE CHANGES
It lets you buy ahead or adjust your own pricing.
WHAT TO ESTABLISH ABOUT SUPPLY RELIABILITY
Their lead times and whether they are met What happens during shortages Whether you are prioritised
WHY SHORTAGES MATTER
Out-of-stock on a leading brand loses customers to competitors permanently.
WHAT TO TRACK
Order fill rate: what proportion of what you ordered actually arrived.
WHAT A LOW RATE INDICATES
A supplier you cannot build a business on.
WHAT TO ESTABLISH
Alternatives, for any critical line.
WHY
Single-source dependency in distribution is dangerous.
WHAT TO AVOID
Depending on one supplier for most of your revenue.
WHAT TO MAINTAIN
A relationship beyond transactions.
WHY
Allocation during shortage goes to distributors they know.
