People who have the profession to influence a Long-term buyer to stay??? Please help me?
Working in Agriculture – required to build strong relationships with growers, co-product customers and colleagues.
In the process of securing sales of the Animal Feed co-product when you receive the news that one of your biggest customers are considering sourcing this from an alternative supplier. You understand that the reason this farmer may be considering a change is that the other company is selling the product at a reduced price due to surplus stock, and has made a commitment to hold the price static for the following 12 months. As one of your key buyers of Animal Feed, you do not want to lose the contract, which is vital if you are to meet your sales target.
What would you do in this situation to retain the contract with the farmer?
• How might you influence them to continue purchasing Animal Feed from Company?
• How might you overcome his objections?
• Who else might you involve?
• What alternative options would you consider?
In this instance simply offering to match the price may not be a good strategy .. far better would be to point out that the alternative supplier has only limited ‘excesss’ stock, possibly already (or soon to be) ‘out of date’, whilst you can offer consistent quality and a reliable supply ..
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