Heybach competes by adding value to his envelope orders. Once we have an account like that, they pretty much stick with us. Heybach helps his customers with envelope design, inventory management and warehousing for large orders. I'm a little bit surprised sometimes when I talk to customers and hear that their current envelope supplier refuses to do any warehousing for them. Often, that's a great lead-in.
Distributors can also offer value and service through their knowledge and expertise.
Clients are usually counting on you to be the expert. Asking questions is a big part of service, says Hart. Heybach offers value to his customers by giving them advice on the cost implications of new designs, including paper weights, colors and envelope sizes, and helping them with equipment and material problems. Offering Some Tips Learn from those who know. Almost everything I've learned about envelopes, I've learned from my vendors.