We said earlier that sometimes a rep comes along who really does deliver good service and quality at a better price. However, it is truly rare to be able to cut your costs on anything by more than 30 percent, so be skeptical of anybody offering really big savings. What purchasing goods and services is all about is equaling or improving upon your current level of quality and service, while cutting your costs. You must decide how much of a cost savings will make it worth the effort necessary to switch suppliers. For instance, if a sheet goods dealer can save you only a penny or two per foot for material which is equal to what you are currently buying elsewhere, it may be more trouble than it's worth to make a switch.
Vendors do have a tendency to reward loyalty.
If you're confused, don't be. Vendors will often go to great lengths to win your business. Just remember that the true measure of a good relationship with any vendor is whether it provides room for honesty above all else. Hold your vendors to the same standards you hold for yourself, and you'll be on the right track. The Business Forum is co-sponsored by ISWonline and is moderated by Anthony Noel.