10 Simple Ways to Increase Your Importance to Key Vendors
• Demonstrate key products or concepts. Most factories offer generous incentives if you demonstrate their products in your showroom or in a model home. They believe that if customers can experience the products, they’ll buy. Custom installation products can be difficult to explain since they’re primarily lifestyle-oriented, but if you can demonstrate the A/V lifestyle, you can make the sale. It’s good business for you and for your supplier, and it goes a long way towards becoming important.
• Be a brand builder. Building a brand is more than just demonstrating product; it involves the entire scope of your business. From the logos on your trucks to the quality of your installers to the cleanliness of your showroom, the better you represent the factory’s brand, the more important you naturally become.
Frank K. Sterns is president of Niles Audio.