The distributorship won Home Depot's business as a result of a mistake by Linke's previous provider, who failed to supply materials for the company's Saturday children's workshops. The distributor, who had called on the company's purchasing department for a year, pulled together all the details, including sign-up sheets, posters, banners, pins, certificates and aprons. When targeting vertical markets, paying attention to details is crucial. United's employees didn't catch the mistake immediately, and many of the company's clients filled out forms that couldn't be processed in their states. Making matters worse, the agency had already agreed to its sales representatives' commissions.
End users appreciate distributors who act as forms consultants.
When she meets a distributor, Otto looks for genuine enthusiasm about the forms business and a problem-solving mindset. I want someone who is eager to look at my forms and help make them better. But then you lose some of the intimacy between you and your vendor. Part of consulting is involving end users in choosing specs. McLean recently needed 5,000 monthly inspection records for fire extinguishers at Williams Gas Pipeline's construction sites and compressor stations.