June July 2018

12 colorad o nga.org LooseLeaf June/July 2018 ten, if I am honest with a supplier, they almost knew it was happening already—it’s not a huge shock to them. • Gallatin: Some suppliers will be offended when they find out you have a new supplier. Relationships can be difficult to manage unless there is a concerted effort on building relationships. A relationship is a two-way street, from the standpoints of both customers and suppliers. Both have to work on it, and never take anything for granted. Every day is a new opportunity—you deliver or you lose. What are other tips on developing a successful supplier base? •  Gulley: Broadening your supplier base allows you to work with more people in the industry, which is positive for everyone. You just need to stay organized. If you forget where an order was placed and mistakenly ask the wrong supplier about it, everyone’s feelings can get hurt. One key to my success is keeping one supplier through only one broker to streamline orders and get volume discounts. If you order different products from the same supplier through three different brokers, it becomes a muddy mess. “One key to my success is keeping one supplier through only one broker to streamline orders and get volume discounts. If you order different products from the same supplier through three different brokers, it becomes a muddy mess.” – Beth Gulley, Gulley Greenhouse Sales & Purchasing Manager SCORE is the nation’s largest network of volunteer, expert business mentors, with more than 10,000 volunteers in 300 chapters. As a resource partner of the U.S. Small Business Administration, SCORE helps entrepreneurs from startups to existing businesses through mentoring, workshops and educational resources. Mentors have a broad base of knowledge from legal to marketing to nonprofit leadership. Learn more and locate your nearest SCORE office at score.org/find-mentor. RESOURCE • Gallatin: Suppliers want a sense of loyalty and commitment from clients, but they also know they must hold up their end. If you are happy with an existing supplier, you also have to work on maintaining the relationship; it goes both ways. If the supplier knows they have 100 percent of your business, and they lose some to another supplier, it requires communication. Be up front with them. Let them know your business is getting to the point that you need a second supplier, but assure them you value the relationship and will continue working with them. Photos courtesy of Gulley Greenhouse