Two common problems when you want to find a good supplier
I'm afraid they'll drop me.
If you're dealing with a "star" supplier this is a real problem. There are some suppliers who have so much leverage in an industry that they're not above pulling their product line from one business if they're unhappy with it for some reason or another.
If you're an expert on the needs and wants of your supplier then you'll have a sense whether or not they're happy with you. If you don't already have that expertise, start acquiring it as soon as you sense there could be something amiss. Then, develop a memo outlining all the things you will do to repair your relationship. Just keep your fingers crossed that you still have time to act.
Having researched your supplier's needs and wants, and having uncovered that you're not meeting them, you need to work hard to reestablish trust. Using all the trust-building techniques you can muster, make it clear to your supplier that you value them as a partner and are willing to do whatever it takes to make that partnership mutually profitable.
In this case, the entire process is an appeal, whether you've actually been dropped or not. Even if you just have a hint of trouble, or hear a rumor, you must react with the same urgency as if you'd been dropped. The new facts you're offering as grounds for reconsideration are your new knowledge and understanding of what the supplier needs, and your redoubled efforts to make sure the relationship works.
A competitor of mine is getting special treatment.
Anytime a competitor is getting an unfair advantage will impact your bottom line.
This is a single problem if there's only one type of special treatment¡ªsay they're being allowed to return goods with alacrity. However it's a cluster if they're being offered a number of different types of special treatment.
The difficulty here is that your information probably comes from an inside source who needs anonymity, or from someone who has heard a rumor but has no facts to base it on. Clearly, your competitor won't come clean. Still, despite the sketchy nature of your information, all you need to do in this type of situation is plant the seed. If it's true, you won't be asked for documentation of a shady deal.
Express your disappointment. Say that you thought you had developed a relationship of trust with the supplier but have heard rumors that your competitors are receiving a special deal. Treat this not as a business problem but as a personal affront, and you'll get a quick response.
Either the supplier will be embarrassed and admit the situation is true, or they will deny it. If it's true they will either promise to end the practice or extend it to you as well. If they deny it, they're likely telling the truth, since they don't know how much information you actually have, and being caught in two lies would spell the end of your business relationship. In either case there's no reason to appeal.
tags: supplier
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