It’s the worst nightmare for every salesperson who works in the manufacturing industry: Meeting with the purchasing manager of a potentially major new retail client; offering a better product, service— maybe even a better price than the client is currently getting.
But the client won’t budge. Why?
• Resistance to change
• Change means work
We are, by nature, creatures of habit that do not accept change readily—especially if we’ve become used to doing something a certain way for a long time. Changing a supplier can seem like a mountain of work. Existing contracts have to be cancelled and new ones negotiated and signed. Departments in your company need to be informed of the change and computer systems will need to be updated. Then there are the new faces and contacts at your new supplier you need to get to know, as well as different systems they may need your team to familiarize themselves with.
But it doesn’t have to be this way.
Whether you’re having issues with a current manufacturer or not, it pays to keep your company’s options open. By following three simple strategies, you can ensure that when you need to change your manufacturer, it can be achieved with the minimum of fuss and upheaval for you and your customers.
1. Do your homework
Even if you are happy with your current wood furniture component suppliers, take a look at other manufacturers: Contact them to ask about the services they provide and ask for client testimonials.
2. Set up an account
It doesn’t hurt to do all the background work in setting up an account now—while you are still working with your current manufacturer. That way, if something does go wrong, you are already primed to begin trading with your new manufacturer
3. Test
New products, custom projects—use opportunities such as these to test a potential new manufacturer. This way, you’ll be able to assess them without shifting all of your business over to a new, untried supplier.
Newport Furniture Parts can pass any test and become your preferred contract furniture supplier of furniture chair parts. With a comprehensive range of services including, CNC wood milling, assembly, upholstering, fulfillment and distribution, Newport Furniture Parts are a leading U.S. manufacturer. For more information, contact them today.
