Go Big or Go Home
He also recommended creating a dialogue with operations in addition to purchasing to determine what can be improved upon to create operational efficiencies.
Rogge urged distributors to go after the big orders. "Some distributors have a problem calling on the big accounts in their territories," he noted. "To sell jumbo rolls, you need to build confidence and a good business relationship. Ask a lot of questions of your customer and your manufacturing partner."
In Toscani's opinion, distributors need to offer a clear value equation to end-users. He asked, "What makes them unique? Is it innovative solutions, customer service, other attributes? They need to position these differences."
Rogge instructed distributors to deliver quality, availability and price. But he warned, "Believe it or not, as the old saying goes, 'if you can only have two of the three, price should be dead last.' If all you are doing for your customer is throwing a price at them, you will lose." ￼