In tough economic times, smart conservative business methods trump safe conservative non-approaches that become self-inflicted reproaches.
Smart means identifying ways to differentiate for an advantage. Safe means wait and see or retrenchment, and that’s problematic.
Retrenchment is stagnation in the bright shadow of ordered, risk-taking growth rules, and that requires the courage to challenge vendor representatives to work smarter.
If they want your business, challenge the commission-minded reps to be your enterprising eyes and ears in the market, not your compliant order takers.
Especially now, hungry reps need insight and a powerful stimulus — a real kick in the ask — to be smart intelligence gathers.
What’s trendy or attractive in one place may not in another. If it’s hot in Portland, Oregon, it may be cool in Portland, Maine. Believing hot is hot everywhere can be not, and the wrong state of mind to predict a favorable mercantile weather report.
If vendor reps want more business, give them an ongoing assignment: Ask, make that, request of them to find discernable ways to identify market trends and detail how they can help you benefit from those trends with a merchandising approach excitedly different from others.
The operative word is merchandising, and that means the difference between a peddler retailer and a market connected merchant!
Merchants are keenly aware, discovering all ways to fulfill the needs of people wanting to live comfortably and maximize their disposal income. That’s not selling, that’s marketing!
One way I shared recently with engaging and insightful Susan Dickenson of Home Accents Today is the home fuel of accessories, a cost-effective way to initiate delightful change while preserving capital.
Who’s fueling whom? Merchants drive more business, going the extra mile with trendy ways to add zest without being a costly pest, and that’s with home accents and decorative accessories.
The road to transporting consumers to case goods and upholstery is lined with table top, lighting and wall décor, the high mileage elements that will fuel lasting relationships.
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