How Can Independent C-Stores Negotiate Better Supply Contracts?
Appreciation, being a good partner and building key relationships will get you further
Small and medium independent convenience store chains may not have the buying power of large chains, but that doesn’t mean they can’t negotiate for the best deals possible.
The key is to make win-win deals, where those on both sides of the table walk away with something that they want, while working to create beneficial relationships with your vendors. Because at the end of the day, it’s the relationships you build with these key players that make all the difference.
Appreciation
To that end, vendor recognition and appreciation can go a long way toward building a mutually beneficial relationship. For example, one 15-year sales veteran was facing a situation where the company required the sales force to re-apply for their positions. My vendor presented them with seven ‘Sales Rep of the Year’ letters from me that he had received over the years. He was not asked one question and kept his job, while many other sales reps lost their positions. As you can imagine, come negotiation time, he ensured we achieved the best possible deal.
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