Wholesale Buyers Versus Retail CustomersWritten by Michael Michaelsen
Are wholesale buyers and retail customers really different? Frankly, there are two answers to this question: yes and no. Yes, because they are different from buyers and those selling to buyers' point of view and no, because principles that apply are same for both types of buying.There is only one real difference, aside that one buys at wholesale prices and other at retail prices, and that is that wholesale buyers are looking for a selection of items to fill a space or their customers' needs, while retail buyers are looking for one item to fill a space or need. When there isn't any space that needs filling either now or in future, customer won't be interested in what you have for sale, which means zero sales. Both wholesale and retail buyers are looking for things that can be either complementary or in contrast to what are doing or they already have. It is rather a combination of two (contrast/complementary or complementary/contrast) than a case of complementary or contrast. Contrast/complementary means it's different to what they are doing or they have, but will fit in with other things, while complementary/contrast means it's like what they are doing or already have and yet it's different. If there is a high contrast and it doesn't fit in or if it's exactly what they have, they most likely won't buy. There are two things you will have to do to determine if buyers are in a contrast/complementary or complementary/contrast buying situations. First of all, listen to what customers say and think about these two things: why they are asking question that way and where they got idea that generated question. This is called "listening between lines". Often, through their questions, customers will tell you what they are looking for. In case they don't, ask them yourself. It helps you by showing interest in what they are doing and their answers will help you make your presentation. Plus, since you know that they are looking for something to fill a need or hole, it becomes much easier to relate to customers' needs.
| | Offshore Outsourcing Best Practices Increase Your Profit MarginWritten by Rich McIver
When your company is forming long-term offshore outsourcing relationships with another company, foundation of success of this venture should be laid during negotiation period itself. The centerpiece of this negotiation period is Service Level Agreement.The aim of outsourcing is to gain value for host organization. There are several contrasting views however regarding how to maximize value and minimize risk by outsourcing. The following best practices can serve as a guide when structuring your SLA, and then implementing and maintaining a relationship with chosen provider. Five Golden Rules For Offshore Outsourcing 1. Develop enduring relationships between key management personnel. The usefulness of relationship between key management personnel of both teams depends on good understanding and strong working ties between them. Studies on outsourcing success stories have demonstrated that working chemistry in management and peer friendships among employees have proved to be important determinants in forming long-term relationships that yield real value. 2. Present a Quantifiable Objective. A useful performance criterion includes quantifiable objectives and clarifies expectations of quality of service. If you can get ahold of SLAs for comparable projects, they will serve as reasonable starting pointsóbut remember, these are negotiable. In any event, ensure that exact objectives and expectations are included in SLA and are understood by both organizations prior to implementation.
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