Is Your Supplier an Order Taker or an Order Maker?

By Debbie Nicholson, Think-to-INK!

Before visiting a Wide-Format Printing client, I asked the production manager to schedule back-to-back (on-premise) appointments with their top three rigid and flexible substrate suppliers.  I wanted to spend 40 minutes “interviewing” each supplier.  (And, if the suppliers passed each other in the hallway -- that was okay with me!)

My Wide-Format discussion topics during the supplier “Interview” process

• Have you, within the last year, conducted a “Customer Review” with us
• Do we have your most recent Price List(s)
• Are you knowledgeable about our production capabilities
• Do you know the types of projects we complete for our customers
• When was the last time you introduced us to “new” materials & processes
• Would you organize a lunch/learn product educational series for our staff
• Can you supply us with small samples of your rigid and flexible substrates
• What is your procedure for rush orders & deliveries
• Do you provide samples for in-house testing (free of charge)
• What is the complete list of your ready available rigid and flexible substrates
• Have you incurred a tariff increase  --  if so, how does that affect us
• Who are your “Supplier Partners”
• Do you extend Consignment for high-volume usage
• Will you consider “Early Pay Discounts” if paid – say…Net 10
• Is it common for you to “replace” a specified Brand product with a house sheet (and keep it a secret)?
• Let’s talk about a “Price Increase Agreement.”

One discussion topic I didn’t mention above – (I thought it deserved a shout-out here)…

• “How has business been lately?”
   

Suppliers’ Unanimous Response:  Awesome! -- Wide-Format is our Largest Growing Market!!!

We can’t demand suppliers to know what is expected – if we don’t tell them! 

Working closely and openly with suppliers allows us to experience a deeper consultative relationship.  We desperately need knowledgeable suppliers who are “motivated” to inform us of the best use of materials and new materials coming to market.  Leveraging suppliers can be a valuable extension to any Company. 

Wrap-up!

When the meetings were over, each supplier representative thanked us for the time spent and the quality of the shared information.  Again, I witnessed a more profound commitment than I experienced when the meetings began. 

So, is your supplier an Order Taker; or an Order Maker