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Strategies & Market Trends : ajtj's Post-Lobotomy Market Charts and Thoughts
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Lou Weed
To: robert b furman who wrote (46346)12/10/2021 11:06:26 AM
From: ajtj991 Recommendation  Read Replies (1) of 96774
 
Another thing I did when I dealt with customers was to make sure the products they wanted to buy were the right ones for their business.

If they wanted something I knew would not sell for them or was a poor selling item, I would tell them straight up that they didn't want that, it won't sell for you.

I had such a hard time with outside sales reps because they would not do this for customers of ours. They just wanted the commission and didn't care what happened to the product after it was sold.

I cared. If we sold something that was not a good fit for the customer, they'd be stuck with that product. It hurt my reputation and tarnished our relationship. I wanted things that would sell in the hands of them, not things they'd be stuck with. It's simple math. If it sells, it turns, and you turn that money into more sales. If it doesn't sell, the velocity of the money is zero.

It got to the point where some national chain store buyers would just let me choose which items would be in their lines. I would select my items and the ones from competitors that would optimize the returns on the program while giving the best selection for their targeted customer.

I don't know of a situation where anyone else did this for an entire chain store department. It happened with me all the time.
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