Advertisement

AFFLINK’s Elevate Your Effectiveness: What Do Customers Really Want?

TUSCALOOSA, AL—Jan/San and other distributors need to know exactly what their customers and potential customers are looking for in a supplier. And it may be far more important for the customer than many distributors realize.

According to James Morgan, who has written extensively on purchasing and distribution issues, “For a surprising number of procurement organizations, suppliers (distributors) have become their secret competitive weapon, their hidden resource, [and] their competitive edge.”

So what are some of the things customers should look for in a distributor? According to Michael Wilson, vice president of marketing for AFFLINK, a leading sales and marketing organization, the following are some of the most important:

Commitment to quality. Without offering quality products, there is no way a distributor can get to first base with a client.

Cost competitive. Competitive pricing is a huge factor, “but customers, especially large customers, are often willing to pay more for a higher quality product, a Greener product, or one that results in improved worker productivity.”

Communication. While email has become the communication mode of operation, customers also want a distributor that can be reached quickly and responds promptly; difficulty reaching a distributor when an issue has to be dealt with can become a deal breaker.

Access to knowledge. With hundreds of product offerings in every product category, it has become virtually impossible for distributors to know which products are most effective and will address the needs of each client. However, distributors with access to web-based analytical tools or “dashboard” systems can compare similar products based on cost, effectiveness, environmental considerations, etc., allowing both the distributor and customer to make thought-based purchasing decisions.

Perks. Customers truly appreciate distributors who make themselves available for after-hours training or inventory support.

Reliable delivery. According to one purchasing agent, reliable delivery is at the top of what we expect from our suppliers. “[But] delivery doesn’t have to be instantaneous…it just needs to get there when they promised it would be.”

AFFLINK
AFFLINK (www.afflink.com) is the global leader in supply chain optimization, providing clients with innovative process and procurement solutions to drive efficiencies in today’s leading businesses. The eLev8 system helps organizations uncover never-before-seen opportunities and quantify their value to enhance their overall image, promote a healthy workplace, decrease total costs, increase productivity, and satisfy Green and sustainability objectives.

           
Posted On May 12, 2015
Topics
 

Also in Business and Management

Global Cleaning Industry Weighs In on LEED-EB Version 5
November 4, 2024 Stephen P. Ashkin

Global Cleaning Industry Weighs In on LEED-EB Version 5

October 28, 2024 Kathleen Misovic

Freeze Out Your Competition, Not Your Clients

October 24, 2024 Jeff Cross

Compensation Strategies for Field Operational Leaders

October 24, 2024 Jeff Cross

Positional Succession Planning: What’s Your Next Move?

Sponsored in Business and Management

Sara Porter
October 7, 2024 Sponsored by Spartan

Transforming Clean: An Inside Look at the Healthy Green Schools & Colleges Program

October 1, 2024 Sponsored by Advantive

Operation Headache: How to Overcome Supply Chain Inefficiencies

September 13, 2024 Sponsored by Nilfisk

How Nilfisk Helped Jani-King Unlock New Revenue Streams

September 13, 2024 Sponsored by Precision

Supercharge Business Growth With Data Insights and Analytics

Recent News

hurricane damage

FEMA Approves Over $2.4B in Recovery Efforts Following Hurricanes Helene and Milton

Register Today for CMM’s Free Webinar: Building Tomorrow’s BSCs

ISSA Names 2024 Achievement Awards Honorees

Labor Department Discovers South Carolina Cleaning Service Misclassified Workers

AFFLINK’s Elevate Your Effectiveness: What Do Customers Really Want?
Share Article
Subscribe to CMM