Industry News: Distributor Deals Are Found In Every Stage Of The Sale


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Industry News: Distributor Deals Are Found In Every Stage Of The Sale

Issue: 2009sep

From shipping bargains to discounts on popular products to items that end users can try before they buy, promotional products suppliers are offering deals for distributors that can save them money and help suppliers gain and retain business.

Stan Breckenridge, MAS, of Toledo, Ohio-based supplier Sabina (UPIC: SABINA) says his company wants to help lighten the load for distributors through freight costs. As a result, Sabina has designated five locations in the U.S. as freight equalization points.

“Sabina equalizes the freight costs to the final shipping destination from either Toledo, Ohio; Las Vegas, Nevada; Orlando, Florida; Dallas, Texas, or Pittsburgh, Pennsylvania,” says Breckenridge. “And, our Orlando and Toledo locations offer warehouse pickups.”

How does this program work, exactly? If a shipment is destined to ship to New Orleans, Louisiana, for example, Sabina will “equalize” the freight cost as if the shipment originated in Dallas, according to Breckenridge. “The freight savings are significant,” he says.

He adds that all LTL shipments would benefit from the service because the five cities serve all states in the regions where they reside.

When some products are tried-and-true winners, suppliers may offer special pricing to get even more value for their distributor clients. Supplier Bullet Line is one example of a company offering lower prices on its top sellers. Miami, Florida-based supplier Bullet Line, LLC (UPIC: BULLET) released a catalog of 52 top sellers that distributors can utilize now through December 31.

“As the economy begins to stabilize, we see a great amount of opportunity in the thir and fourth quarters within the industry,” says Bob Herzog, president of Bullet Line. “This catalog offers distributors our best products at special prices for the rest of the year.”

When distributors’ clients need to see how a product works before they commit, Carrollton, Texas-based supplier Maestro (UPIC: MAESTRO) believes its concierge card service provides the extra bang for the distributor’s buck.

“Our service extends a company’s brand into the client’s life,” says managing director Adam Alfia. When distributors court prospective clients, Maestro provides them with trial concierge service accounts that can be branded to the prospect. This is trial is complimentary for the client, allowing them to see how the personal assistant service works.

“We tell the distributor that every time the product is used they’re tracking the interest level of a prospective client,” says Alfia.

He adds that this kind of service has been well received in recent months, when people are cutting back on luxuries. “We get a lot of comments about the product increasing a perceived standard of living, by giving access to a personal assistant,” he says.

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