Why should I incorporate contracts in my sales approach?

Contract selling is selling your client on a three-to-five-year contract with the stability of price, quality, and delivery. Of course, there is much more to this agreement, but the basis is to avoid having to sell your clients each year. This allows you and your sales staff the time to expand your business in the area of sales without any additional salespeople.

This same principle can be applied to buying from our suppliers. I suggest going to your prime supplier; I qualify a prime supplier as one you buy the vast majority of your raw products from. This idea is not for every supplier you have, but those you do the most business with annually.

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Stephen L. Capper

Stephen L. Capper, along with his wife, Nora, and their daughters, Jami and Toni, owns and operates A-1 Awards, Inc. in Indianapolis. He has been associated with the awards and recognition industry for over 45 years, and has given numerous seminars since 1979.

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