Cultivating Accounts That Must Have You
•
0 likes•481 views
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
Recommended
More Related Content
Viewers also liked
Viewers also liked (20)
Similar to Cultivating Accounts That Must Have You
Similar to Cultivating Accounts That Must Have You (20)
More from Tom Shay
More from Tom Shay (17)
Recently uploaded
Recently uploaded (20)
Cultivating Accounts That Must Have You
- 1. www.profitsplus.org Presented by Tom Shay of Profits Plus Solutions 727-464-2182 tomshay@profitsplus.org
- 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. 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. 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
- 8. 2. Share a success Use your smart phone to take a photo of the businesses that look great. www.profitsplus.org
- 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
- 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. 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
- 23. 23