Supplier representatives often tell small business retailers how good a product is performing. The most successful are able to do this in a way that they are always believed and not called to account.
Our advice this Sunday is for small business retailers to use their POS software data to hold suppliers to account. Next time you meet with a sales rep, have the latest data indicating the performance of their product printed ready for the discussion.
Do a year on year comparison for the supplier. Compare the supplier with other similar suppliers. This data is gold on showing the supplier rep that you know your stuff and prefer to focus on facts rather than spin.
Good retailers using good POS software have excellent power in dealing with suppliers. The key is too leverage the power to guide and encourage suppliers to deal more effectively and successfully with you.
Tower Systems helps retailers to understand the opportunities in its POS software for better leveraging supplier relationships.