Setting Your Supplier Relationship Up for Success
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It’s not what you know but who you know. Such words should ring true for catering professionals who understand the value of a strong network. From local venue managers to past clients in a position to refer business, there’s no denying the importance of a meaningful relationship. But of all the people in a caterer’s orbit, perhaps the most important connection is the supplier.
Your supplier influences every aspect of your business, from the timeliness of your deliveries to your company's profitability. A great provider who has your back can make life much easier — but an unreliable one can lead to busted profit margins and disappointed customers.
Needless to say, your supplier(s) should be at the top of the list when it comes to cultivating relationships with intention. If you’re looking to enhance the caterer-supplier bond (or you simply want to save some money), here are a few ways to invest in your connection and reap the benefits.
Claim ‘favorite customer’ status
Want to be the caterer that your supplier can’t wait to share new deals and inventory? Recognize your relationship as a two-way street, and be sure to give as much as you take. Every business owner appreciates a retainer client, so commit to regular purchases of your kitchen staples. Even better, consider agreeing to a minimum order amount in exchange for a set delivery schedule each week. And if you’re happy with the service, don’t be shy about referring fellow foodservice professionals to your supplier.
Establish a professional friendship
The best business connections blend work with a personal closeness, so treat your suppliers like more than just another service provider. Ask questions to get to know them better, and stay top-of-mind by engaging with them via email and social media. Add them to your holiday mailing list if you have one. It often takes only a few thoughtful touchpoints to make a lasting impression!
Embrace the practice of healthy negotiation
Many people view negotiation as contentious or even destructive to a relationship, but that simply isn’t the case. If anything, it can open up productive conversations about market pricing and lead to more trust between two educated industry professionals. Good suppliers want the best for their clients, so they will remain open-minded and ready to work toward a solution. Avoid accusations and, instead, approach them with kindness and curiosity to find a middle ground that meets both parties’ needs.
Cover your own bases
While it’s undoubtedly advantageous to form a neighborly connection with your supplier, don’t lose sight of your duty to your business. Ultimately, every business owner is responsible for their company. So keep your guard up and protect your interests by conducting market research and reviewing your invoices closely. If something doesn’t feel right, speak up — or if there are egregious wrongdoings, walk away and find another provider. After all, you can’t have a successful relationship with the wrong supplier.
As with any personal or professional relationship, treating others respectfully and supporting their interests is key to satisfying both sides. But if nurturing supplier relationships feels like one more thing on your already-overflowing plate, consider joining a GPO to leverage pre-established industry partnerships and skip the schmoozing.
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.
