More Than Suppliers

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Many sales people serve the golf course community.  Reps come to visit with a vast array of goods and services.  They come to sell you or your people, looking to add shirts, fertilizer, a new mustard, or the hundreds of other items your property uses on a daily basis.  Rep: that word to many in our community, draws up the image of a used car person, looking to grab the close with the least amount of time and effort.  If that is the attitude of your decision makers, I can tell you, they are costing you money.  Most reps work hard, real hard.  For that they should earn the respect of every buyer.  Sales people also have a vast rolodex.  They know people, and they know things.  It is time to elevate the relationship you and your team has with the rep community at your club.  It is time to give them equal footing, to allow them to come through the front door.  To respect them and to treat them as the asset they could be for you.  Here are 5 thoughts on the reps who serve the golf community:

  1. No matter the category or supplier, work hard to give each rep appointment time.  Too many buyers miss this real chance to learn
  2. Sales reps are like bees.  They travel from club to club, picking up information.  You want to hear what they know
  3. Be sure to dig through the catalogues of the area reps, searching for the few items that can add to your daily sales and experience.  Try new stuff, and not just the tried & true
  4. Be certain to take their calls, to see them quarterly if possible.  The bee effect might just help you in your business
  5. Have a supplier appreciation tournament once a year.  When your club is the one in the territory showing the love, who do you think will see that love in return?

It is time to get smart about the club-supplier relationship.  Sure there are a few reps you really do not want to spend a lot of time with, but overall this group can and will help your business, beyond the supplies they sell to you.  Information is critical, now more than ever.  Begin to provide some honey, and watch the bees show up.  When they do, be ready with all of the right questions, and a few purchase orders.  You just might be glad you did.

Jack Dillon writes the highfives series.  Jack is a long time buyer.....now supplier, who has seen both sides.  Jack is a speaker, a retail expert, and one who understands the woman consumer.  Contact Jack today for things you can put into place today.  Jack understands operations and player development.  Call Jack at 407-973-6136, or highfives81@yahoo.com.  Thank you.

Comments

This is true - sales reps are a lot more important than people give them credit for. I'll have to keep this in mind in the future. Nate http://www.threedgolfcar.com/

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