Companies that manufacture industrial parts often have the luxury of long-term contracts. Once a design engineer selects the supplier for a particular part that fits a project’s need, it is “designed in” to the product. Until the product gets redesigned, or unless the supplier really messes up, the manufacturer will likely be the preferred vendor for some time.
This is an ideal circumstance for a sales rep or distributor of industrial parts, since their role in this scenario is simply to fulfill repeat orders and continue to service the account. However, when your competition has long-standing relationships with their vendors and customers, it can be a challenge to land new business.Read More