VENDOR RELATIONSHIPS
Vendors, whether repair shops or parts suppliers, might be the difference between getting the route done that day or not. In the picture above, I was able to get back on the road and finish the route thanks to my awesome welder and wrecker companies.
Have you ever wondered why it seems like your equipment is always the last to get worked on when you drop it off at your local repair shop? Does it seem like you are not getting the best prices on your parts? Let’s talk about vendor relationships.
First off, notice I say “relationships.” These are important people in the life of your business and should be treated as such. Imagine how your spouse or significant other would react if you only paid attention to them the moment you needed something and demanded action immediately. Hmm, hits kind of close to home. Hold one moment while I go order my wife some flowers… I’m back.
So how do you build a healthy relationship with your vendors? Well, just like any other relationship, you spend time getting to know them. Stop in at the repair shop or dealership where you want to send your equipment or already are and talk with the service manager and techs out on the floor if possible. Get to know them and their flow of work. Bring doughnuts once in a while just for the fun of it. That will go a long way to endearing you when you need them. When a truck with a particularly difficult issue is resolved, have a gift card ready for the tech, if that is acceptable with the shop management, and personally thank them. Talk with them about how they resolved the problem, and it can save you costly downtime in the future. Most importantly, don’t “cry wolf” every time you bring in a truck. What I mean by that is if it is not an absolute emergency, don’t portray that to the service manager. When it is, then let them know. If you work with them, they will work better with you. It’s the give and take of any relationship.
When it comes to parts suppliers, the same principles apply. Talk with them about your most common parts and how best to keep them stocked. Work with them on how best to find the parts that are in short supply. If you have a primary source for your heavy-duty supplies, don’t drop them if a competitor comes in a couple dollars cheaper. Be open and honest with alternative quotes. Present them in a non-threating way and let them know you have options and ask if they can match competitors’ prices. I have found the most surprising discounts come when you simply ask. That can also save you from distancing yourself from a preferred vendor over a few dollars.
So do yourself and your company a favor and spend some time building relationships, both on the job and off. We all need each other!
If you would like more information, please contact us at:
Van Tholen & Associates
Ed Dryfhout
616-813-6600
vantholenassociates.com
616-813-1657