REDBAND: Cultivating Vendor Relationships That Benefit Your Business by Todd Anthony Puma

We all have relationships in our lives that really matter, and then there are other relationships that we treat as more transactional, such as those with our suppliers—be it distributors, manufacturers, or reps. I think, however, it’s important to make your supplier relationships as strong as your other professional relationships because this can help you solve problems when you’re out in the field.

We got a call from our NuVo rep recently because a customer had contacted their headquarters concerned with the poor performance of their media server and that the system was continually lagging. Unfortunately, their integrator had moved out of state so they had nowhere else to turn. I could tell right away that the problem sounded software-related and that server needed to be updated and subsequently hard-rebooted. It was not a huge job, but as I’ve said before, you never know what can happen with these small troubleshooting jobs. And I also wanted to support NuVo and help them retain a customer, because I value our business relationship.

I scheduled time to personally go to this customer’s home in the SoHo neighborhood of Manhattan. It was a beautiful apartment, owned by an accomplished producer and talent manager in the entertainment business. The apartment was outfitted with a NuVo Grand Concerto 8 Zone system, multiple iPod docks, a projector in the living room, and an 80-inch TV in the bedroom. While fixing the NuVo system (the problem was exactly what I thought, and it now works great), I chatted with the property’s caretaker and now have the opportunity to maintain and upgrade the system as necessary, run new coax lines for their recently added DirectTV service, re-mount the bedroom TV on an articulating arm, and possibly upgrade the projector and screen. What started out as a quick service call as a favor to a great vendor partner turned into a client worth tens of thousands of dollars in future billings…

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Todd Anthony Puma is the CEO & Founder of The Source Home Theater. Check out his  website at The Source Home Theater and follow him on twitter at  @ToddAnthonyPuma .

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