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  David Cox July 6, 2012 at 11:19am

  I know its not an awful lot of help - but Round here (yorkshire) Alot of suppliers are simply being keener on price, as with the terrible weather theres less work being comissioned, and lots being postponed till later in the year... so got to compete for the work.
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  Brett Sheridan July 6, 2012 at 11:52am

  Thanks David,
  The traders in the Midlands seem to be holding their own and that side of the business is ok but we're just wondering if there's any good ideas out there that could help us secure a few more in the area to make up for the deficit from the lack of general public customers.
  We're running lots of offers and deals and have also slashed a lot of our prices over recent months but I suppose if the work isn't there, then there's no materials to buy.
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  David Cox July 6, 2012 at 12:00pm

  Well Im looking out of my window now to 3 inches of water on the front lawn - a to do list as long as my arm, and drains backing up in the street....

  The work is their Brett - Its WAITING to be done... there in lies the problem.
  
  Brett Sheridan said:

  Thanks David,
  The traders in the Midlands seem to be holding their own and that side of the business is ok but we're just wondering if there's any good ideas out there that could help us secure a few more in the area to make up for the deficit from the lack of general public customers.
  We're running lots of offers and deals and have also slashed a lot of our prices over recent months but I suppose if the work isn't there, then there's no materials to buy.
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  Brett Sheridan July 6, 2012 at 1:04pm

  Sorry guys, maybe I could have worded that better.
  I didn't mean there's no work, I was referring to the lack of additional work being done at present, as you have highlighted.

  I have no doubt that once the sun shows it's face, we'll be inundated with calls from customers all wanting their deliveries and jobs completed asap as they did a few weeks back but we're just asking around to see if there's anything else to do in the meantime.

  Like you said, Tony, it's getting a little boring now and although there's lots of work to do elsewhere, it feels odd not to have the constant pressure of quotes and orders flowing all day long.

  
  Right, I'm off to do my sun dance...
• PRO

  Gary RK July 6, 2012 at 3:30pm

  Hi Duncan, agree.. that annoys us as well.

  I wish there was greater tranparency on trade accounts from suppliers. That's one area you could score on.....

  Discounts round here are given out like 'mates rates' as well which makes it harder to complete on a level playing field.  We now refuse to use one major builders merchant due to their underhand pricing and 'ability' to forget to apply any discount. As we are an account customer, we get billed monthly it is easy to miss the 'mis-charge'. Once followed it up, its 'oh it must a computer mistake' etc ..we'll sort it ...right ...yeah!

  Perhaps a chance for an LJN promo discount code :-) ?
  
  Duncan said:

  Again maybe not much use in the short term but the only thing I've ever wished of a supplier is that they give us all the same level of discount.

  It gets a bit sickening when you spend tens of thousands at one supplier at a level of 15 - 25% discount only to find out that a guy round the corner has been getting 40% off, the entire time. On the other hand, the nursery we use gives every trade customer the same level of discount, regardless of whether you are spending £50 or £50K. That's the reason I will always use that nursery. Once you get trade customers that are capable of keeping themselves busy, and if you can hold onto them, you'll always be busy. The first supplier I mentioned is not busy.
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  MWJONES July 6, 2012 at 4:24pm

  With you all on the trade pricing.

  My local machinery company does not give me good terms because I don't spend much there. However I don't spend much there because the discount is pants!

  If you don't look after me I'm not going to look after you!

  Had the same with Travis and a local fencing supplier. Trouble is members of the public can get better discount than us sometimes!!! Also whats this "You dont have a credit account and the discount is set to that". If you pay as you go you should get better discounts!

  Rant over....
• PRO

  Geoffrey King July 7, 2012 at 6:37am

  Hi Guys,

  Take a look in the Key Business Objectives group, Graeme of BGS group has already provided us all with terms for use at Jewsons, a 7 page pdf, with a code to quote.

  But note, discount at Merchants, does vary markedly, often you may find that one branch gives better terms than another, of Travis, etc

  They don't just compete with different companies, good discounts are all about good working relationships, volumes of course & speaking to the rep.

  Banding together, will get you better prices, but also how well you get on with the branch manager & whether he is motivated by volumes or profit margins.
  
  Gary @ 360 Landscaping said:

  Hi Duncan, agree.. that annoys us as well.

  I wish there was greater tranparency on trade accounts from suppliers. That's one area you could score on.....

  Discounts round here are given out like 'mates rates' as well which makes it harder to complete on a level playing field.  We now refuse to use one major builders merchant due to their underhand pricing and 'ability' to forget to apply any discount. As we are an account customer, we get billed monthly it is easy to miss the 'mis-charge'. Once followed it up, its 'oh it must a computer mistake' etc ..we'll sort it ...right ...yeah!

  Perhaps a chance for an LJN promo discount code :-) ?
  
  Duncan said:

  Again maybe not much use in the short term but the only thing I've ever wished of a supplier is that they give us all the same level of discount.

  It gets a bit sickening when you spend tens of thousands at one supplier at a level of 15 - 25% discount only to find out that a guy round the corner has been getting 40% off, the entire time. On the other hand, the nursery we use gives every trade customer the same level of discount, regardless of whether you are spending £50 or £50K. That's the reason I will always use that nursery. Once you get trade customers that are capable of keeping themselves busy, and if you can hold onto them, you'll always be busy. The first supplier I mentioned is not busy.
• PRO

  Geoffrey King July 7, 2012 at 12:39pm

  Thing is with Merchants, now they have systematically bought out their competition, that's it they don't need to compete to get your business.

  Things is with discount % rates, is discount off what.

  Same item sells at 2 stores

  First is 2 miles away sells item X £100 -25%

  Second sells item X at £125 -40% but is 10 miles away

  Where do you go to get it?

  Keep your mind on the actual price charged as well your 'discount rate'
• PRO

  Geoffrey King July 8, 2012 at 11:12am

  Hi Duncan,

  
  I might not know a lot about lawnmowers but one area I excel in is Builder's Merchants, trade prices, discounts, cost prices & margins. I've worked in various Merchants & associated trade suppliers,  & point of manufacture for many years.

  By far & away Merchants make the most of their money on Lightside, Ironmongery & Tools, with massive mark ups rather like clothing shops.

  Whereas in contrast they make next to nothing on standard heavyside products, its just a volume game.

  When I worked at Travis P we used sell Plasterboard at cost -20%, it was all to do with national arrangement they had with Lafarge, but it made the branch profit margins look crap.

  With bricks, blocks, slabs, etc consider they are heavy & large, generally special equipment is needed to shift them.  We used to make more profit selling a padlock than a whole pack of bricks, take out transportation, damages, fork lift trucks, Hiab lorries as opposed to 5 sq inches of shelf space, you get the picture.

  Discount is all about if don't ask you don't get, savvy businesses ie Big know this

  You will not get the same discount % across all product ranges, no-one does the price structure varies widely.

  But Merchant will take advantage of you / provide you the convienence of getting stuff they don't specialise  in, eg Ironmongery & charge a massive markup, remember you pay a lot for packaging.

  When suppliers sell at retail lower than trade, that's the time to go in on Saturday morning at 10.30 onwards and demand satisfaction.

  All products in all merchants, inside their shops should be clearly price labelled on the shelf edge or hook end, if they are not complain, COMPLAINING gets good results, especially if there is a crowd, and Trading Standards takes a dim view as well.

  If a product is inside the shop, it should be priced & you should get a discount unless it is already in a price promotion.

  You are correct they make more profit from smaller businesses, they use the volumes they supply to large builders to buy the product from suppliers at abetter cost price, such is the game of Merchanting.
• PRO

  Geoffrey King July 8, 2012 at 11:33am

  In Travis, there will only be certain staff authorised to alter your price, your discount on products is set up by the rep & manager. I have Travis Trade cash card & likewise get a crap discount, no-one ever contacts me to arrange a better deal to get more of my business, TBH they are a waste of time.  You need to get a quote from a sales office person as opposed to counter staff, difficult to know who is one, in open plan office.  You need a contact at the branch you deal with, and if you're not happy, deal with them alone.

  A younger sales team member is ideal, keen to impress, get them working with you, when staff leave branches either internally or to the competition, their key customers often go with them, because they treat them fairly.
  
  MWJONES said:

  With you all on the trade pricing.

  My local machinery company does not give me good terms because I don't spend much there. However I don't spend much there because the discount is pants!

  If you don't look after me I'm not going to look after you!

  Had the same with Travis and a local fencing supplier. Trouble is members of the public can get better discount than us sometimes!!! Also whats this "You dont have a credit account and the discount is set to that". If you pay as you go you should get better discounts!

  Rant over....