Cultivating Accounts That Must Have You

978 views

Published on

Based on his book, How to become the Preferred Vendor, Tom Shay outlines ways a manufacturer or wholesaler can develop a stronger bond of loyalty from their retail accounts. www.profitsplus.org

Published in: Business, Economy & Finance
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
978
On SlideShare
0
From Embeds
0
Number of Embeds
54
Actions
Shares
0
Downloads
0
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Cultivating Accounts That Must Have You

  1. 1. www.profitsplus.org Presented by Tom Shay of Profits Plus Solutions 727-464-2182 tomshay@profitsplus.org
  2. 2. We need to recognize we have more than a vendor’s interest in these dealers Without them, we become rack jobbers to the boxes and chain stores Profitable education of dealers is essential to our existence www.profitsplus.org
  3. 3. While manufacturer’s displays may be nice, we need to teach how to display Dealers should be incentivized for their efforts to improve themselves – by the manufacturer and wholesaler www.profitsplus.org
  4. 4. 1. Show them how to promote It costs $20 to attract a new customer, And only $4 to retain a current customer. Advertising is talking to the public; promoting is talking to your existing customer How much is that customer worth?www.profitsplus.org
  5. 5. www.profitsplus.orgwww.profitsplus.org Chris Zane: Reinventing the wheel
  6. 6. www.profitsplus.org
  7. 7. www.profitsplus.orgwww.profitsplus.org
  8. 8. 2. Share a success Use your smart phone to take a photo of the businesses that look great. www.profitsplus.org
  9. 9. www.profitsplus.org
  10. 10. 3. Help them create better displays Displays in the front of the business should be changed every 3 days to maintain a fresh impression. www.profitsplus.org
  11. 11. www.profitsplus.org
  12. 12. www.profitsplus.org
  13. 13. www.profitsplus.org
  14. 14. www.profitsplus.org
  15. 15. www.profitsplus.orgwww.profitsplus.org
  16. 16. Direct mail Twitter Facebook Foursquare LinkedIn Pinterest YouTube Blog Cause marketing www.profitsplus.org
  17. 17. www.profitsplus.org
  18. 18. www.profitsplus.org
  19. 19. www.profitsplus.org
  20. 20. EZ Cashflow (TM) Cash Basis For Month Ending: 1/31 2/28 3/31 Cash Balance, Beginning of Month P/C 17,500 9,445 (14,627) Net income (Loss) C (4,585) (9,400) 4,465 Add: Cost of Goods Sold C 39,370 41,275 44,450 Less: Inventory Purchases of Previous Month P 42,000 54,850 47,500 Freight In of Previous Month C 840 1,097 950 Principal Payments on Loans P - - - Cash Balance, End of Month C 9,445 (14,627) (14,162) www.profitsplus.org
  21. 21. 1 Profits+Plus Open to Buy © Month 1 Month 2 Month 3 Month 4 2 Inventory - Beginning of Month E/P $155,000 $149,250 $151,930 $156,880 3 Anticipated Sales E $47,000 $48,000 $50,000 $50,000 4 P.O. # P.O. Written To: 5 Purchase Order #1 E $1,000 $2,000 $2,500 $1,000 35 Purchase Order #31 E 36 Purchase Order #32 E 37 Purchase Order #33 E 38 Total Purchases P $24,800 $33,400 $37,200 $32,000 39 40 Inventory Available for Sale P $179,800 $182,650 $189,130 $188,880 41 42 Gross Margin E 35.00% 36.00% 35.50% 37.00% 43 Cost of Goods Sold P $30,550 $30,720 $32,250 $31,500 44 45 Inventory (Actual)- End of Month P $149,250 $151,930 $156,880 $157,380 46 47 Desired Inventory - End of Month E $150,000 $152,000 $157,000 $157,000 48 49 Open to Buy for this Month P $750 $70 $120 -$380 www.profitsplus.org
  22. 22. www.profitsplus.org
  23. 23. 23
  24. 24. www.profitsplus.org

×