There is much to be said for contractors who understand the value of open communication with their distributor. It is all a matter of keeping the lines of communication open and working together to make sure that there is open-ended communication on the particular job that is being conducted. Whether it means coming in on a Saturday to get an extra shipment of material out to them, or running something over to them in your car at the end of the day-these kinds of extras make a difference. Many distributors offer services to their contractor customers such as product training, job leads, business management, financial support and other special features. Establishing good relationships has to be a mutual effort, by both distributor and contractor.
Most contractors are very willing to enter cooperative relationships.
If a distributor shows that they are concerned with that contractor's overall business and not just selling a job, a very good relationship begins to develop. By spending extra time with the contractor and training a field sales force to deal with the needs of the contractor beyond price, loyal relationships are established. Who Will Remake the Industry on page 97. Building on a dream on page 28.