21 replies to this topic

[wadayaneed]

ScottH said:

You just want any free spec samples you can get? Why?

Why take up the time and resources of suppliers making up samples of things the client may not even be interested in, or may not work for their situation?

I see your point but here's a few things to think about.

We're always amazed at how clients will say they want one item and then change at the last minute to something completely different. You never really know what they're going to like. You can use your experience to suggest items but the final decision is the clients.

One challenge we're always facing is communicating to our clients the vast scope of items and solutions we offer. Clients will tell us they just ordered 3-ring binders, for example, and then say "I didn't know you did those!" when we tell them we do.

So we try to show a little bit of everything at client appointments.

An old mentor of mine calls this "The Dog And Pony Show". He also had a saying: "You sell what you show!" and it's true, if we're not showing the suppliers' line, we're not selling the suppliers' line.

This particular client is in the top five in sales, we don't do this sort of presentation for just anyone or for a "cold call", so the time and resources of suppliers is well spent. We're not demanding spec samples, just giving suppliers the opportunity to get their line in the hands of the decision makers at a Fortune 500 company we've been working with for years.

[3Koi Maui]

I agree that with a qualified client, samples sell.

Sometimes it's easy to forget that the client hasn't been inundated with email blasts, catalogs, and trade shows. They don't (hopefully) read these threads and usually don't have the time to page around on our website or through a catalog. But if we hand them a sample during a presentation, or give them a spec sample as a bonus gift with order, then they really pay attention.

The following is a general statement, not intended to reflect on any of our fine DT members...
Some distributors never seem to give out anything to their clients or prospects. It makes me wonder, since we are in that very business, why not? Of course I bring up that point to the prospective client!