The Supplier Relationships You Need to Be Cultivating
/
Few things are more valuable than a great relationship with a food supplier. For caterers, the relationships you build influence more than just the quality of food and services — they also directly impact your profit margins.
And in a time when high demand meets inconsistent supply chains, your must protect your bottom line at all costs.
It’s easy to see why relationships matter in such precarious circumstances. After all, a great supplier can alert you to market trends, pricing expectations, supply updates, and more. They’re also mindful of your expenses, as a profitable client is a long-term client in their eyes.
Those out to nickel-and-dime caterers will inflate prices, obscure upcharges at the bottom of your invoice, and fail to meet quality standards for service and inventory.
You may have ongoing relationships with many suppliers who provide you with:
Bulk ingredients
Fresh produce
Meat and seafood
Non-alcoholic beverages
Alcoholic beverages
Kitchen equipment
Restaurant and catering supplies
Or, you may work with a single distributor that offers everything you need. Regardless, you must nurture your established relationships if you want to see the benefits of having a supplier on your side.
If you want to cultivate your existing supplier relationships, these tips will help you build trust and develop a mutually beneficial partnership that lasts for years.
Be a great client.
As fellow service providers, you know the difference between a great client and one that is more trouble than it’s worth. Don’t be that person! Always be respectful of your distributor’s time and give as much as you take. For instance, consider agreeing to a minimum order amount to secure multiple deliveries each week. As a result, you get fresh inventory on a reliable schedule, and they get regular payments from a gracious retainer client. Win-win!
Make referrals.
There’s no denying the value of a referral, so don’t hold back from sending other caterers and foodservice professionals to your supplier. Not only will they appreciate the extra business, but it will demonstrate your satisfaction with their service. Plus, if they have a referral program, you may be able to earn extra revenue. If they don’t, consider suggesting it as a way for them to expand their customer base!
Consider them a friend.
There’s a lot to be said about a professional connection that evolves into a meaningful friendship. You likely have those relationships in the hospitality industry already, so why not follow suit with your distributors? Behind the brand name, they are people too! Follow them on social media to stay updated on their latest happenings, add them to your holiday mailing list, or reach out just to say hello during slow seasons. Friends treat friends well, so you’ll always be top of mind when something noteworthy arises!
Get comfortable negotiating.
Many people shy away from negotiating because they don’t want to sour a relationship by questioning their rates. But don’t worry – effective negotiation can actually enhance your relationship! If you believe your prices are higher than market value, reach out to discuss with them. If they aren’t willing to listen, consider it a red flag and start looking for a supplier with your best interests at heart.
As with every side of business, your relationships are everything. But, if negotiation isn’t your thing and you hardly have time to focus on industry relationships—let alone with your service providers—consider joining a GPO and outsourcing the process.
A trustworthy GPO will negotiate on your behalf to secure the best prices without added costs, so you don’t have to worry about a thing. Ready to enroll? Book a call with us!
Clint Elkins is the V.P. of Sales for SB Value, a Group Purchasing Organization that helps culinary professionals save an average of 16% on every food order. Membership is 100% free. No hidden fees. No extra work. Just extra profits. See how much you can save on your next food order when you become an SB Value member. Request a quote today.
