The Sales Development Process Isn’t As Quick As You Think

To be a successful business it is important to develop new customers while still providing excellent service to your existing customers.  At Universal Polymer & Rubber we are a manufacturer of rubber molded parts, rubber extruded parts and plastic extruded parts, along with tarp straps for the trucking industry.  We are regularly meeting with new potential clients to review their needs and requirements and discuss how we might be able to assist them.  This sales development process is not quick like some businesses might think, but requires due diligence done on both sides to make sure the fit is right.  Below is an outline of the sales development process.

Business meeting

The Sales Development Process:

Creating the Relationship – The first and one of the most important steps of the process is creating the initial relationship with a potential new client.  Getting your foot in the door isn’t always easy and can take time to build trust and understanding regarding the services your company can provide them.  This can require much follow up and persistence and usually isn’t as simple as calling up and offering to be the company’s new supplier.

Providing Samples – Once the initial relationship is made, the next step is providing samples or porotypes to show the company you can meet their requirements.  This can require multiple meetings to learn the exact specs of what they need, and once that is obtained more time will be used to make the samples to present to them.

Testing of Products and Materials –   When the sample or prototype is presented to the client, they will then need to perform testing to make sure it actually meets all their requirements and will fulfil all their qualifications.  Many times there can be back and forth at this step as changes are required.  By creating a good relationship in the initial step, this can be an easier operation as both sides are looking to develop a successful working partnership.

Ramp Inventory Down from Old Supplier – All the specs have been met, the customer is happy with the product. Is the customer immediately able to buy in bulk from you?  Not so fast!  Most likely they have a large amount of inventory still on hand, or possibly even on order from their old supplier.  More waiting time will be spent as they finish up this entire inventory and then are ready to receive the items you will be providing.

While the sales development process can take a long time, it can be worth it for both sides at the end as a successful partnership has been created.  For more information on the products and services Universal Polymer & Rubber can provide for you, please contact us here.