Distributor/Contractor Relationships

J-Peffer

I'll will try to keep this fairly brief and to the point,

In my area, we only have a few "good" local distributors for roofing and siding materials.

What is considered, to be the best one, I go too.

I'm a younger guy, and a younger guy manages the place. He's right around my age (28).

My sales are the 2nd highest there, and I've not received a referral from them in over a year.

My concern here is:

Another contractor, frequently has parties at his house. What he does, is his own business, but he's known as kind of dipping his nose in things he should not. The manager of the distribution company, is frequently at these parties, and likes his drinking.

It's a really small community here, and I know a lot of people...that know each of them.

The old manager, owned the distribution company, but sold to a larger one. he stuck around, managed it for awhile after, and he was the only one who refereed me as we do high end work and he was known as a experienced, high end sider in the community and respected by home builders. Since, his parting with the company, i've not recived a single lead from my distributor, and I still get leads from the old manager.

I don't have a problem with other guys getting leads, I'm not hurting for work. But I am thinking of going to another company, as I don't like the store manager out partying with my competition. It's not like it's an ugly competition between the 2 of our companies, but money is money and business is business.

I certaintly am not going to go out and start drinking and doing drugs to gain leads.

Reccomendations? It's a corporate store, call the owner? or just switch companies? I'd have to go to a box store probably, but can get the same products cheaper there for the most part.

silvertree

I think you should get referrals. But if the manager likes his booze you won't get a nod from him unless you take him out drinking, then there's your choice. Drinking is drinking and business is business. Do you want to join his party or just keep on being a pro?

Wait it out, but I would bring it up, why not? I'm guessing things will change at the supply house in the future so why not stay tight with the guy who is your age. Then when you get older some other 28 year old guy will have to earn the referrals.

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J-Peffer

Thanks for the feedback,

and I'm certainly not changing my life style to a partying life style to gain leads.

What bothers me, is there is a lot of potential for them to invest in me. I'm 28, and very ambitious. We really do top notch work, that's why the original owner of the company, always referred me, and still does.

My sales are 2nd, and I'm in this business for 4 years now. I buy all my materials from them....and am not getting any referrals since the original owner parted with the company.

But I plan on doing like you said, I'll bring it up in a friendly joking manner and wait it out.

I know the company is already hurting a little from last years shingle prices, if they lost my sales, it would be pretty bad for this store.

dan-o

Why beat around the bush? I directly approached my main vendor, had him show me my sales in relation to the competition and then we worked out pricing and service standards which would keep my business. If they're responsive to your requests, great. If not, take your numbers to the other supplier and see where that leads you. People won't offer to give up margin if you don't ask. Once you quantify what they have to lose (their #2 customer) you might break through the alcohol haze. If not, and you can find similar quality materials elsewhere, F em.