By
now you are probably tired of all of the hype, and symbolism of
this new millennium. We have all endured too many comparisons
and predictions and Y2K schemes. But lost on most of this stuff
is that we really are in a new time for humankind. The question
is, are you in a new time for you?
It
is easy to go back to work January 1st, 2000 and have nothing
change. You can continue to struggle for each sale from your competitor,
each better deal from your supplier and each battle with your
employees.
The
real question to ask yourself is you enjoying your work. Most
of us are working harder and longer then ever before. Is all of
this effort making you happy? Are all of the battles really worth
it?
Our reporter met with a good customer several months ago for some
research on mushrooms (see August '99). The customer was so angry
at our sales rep because another distributor had quoted a price
on a similar product that was $.50 less. The customer said he
was being ripped off. Even though his Bellissimo distributor had
made an emergency delivery the past weekend, the customer was
threatening to end their business relationship. The discussion
became heated on both sides.
Interrupting,
the reporter asked the customer how many cases of mushrooms he
used a week. The customer used one. The reporter pointed out that
50 cases per year at a $.50 difference in price was only $25 a
YEAR. The reporter asked how the customer's life was different
if he had the $25.
He couldn't answer. When asked if he had to find a new distributor
how would that effect his life; he realized how much he valued
the sales rep.
This
is where the breakdown has occurred in the relationship between
the distributor and the operator. For a very small amount of money,
we will fight each other. We allow the small things to blindside
us from the important issues.
There
are examples like this everyday in our lives. Disagreements with
our employees, our partners, our spouses. In the end, does winning
small fights make up for the stress we carry when we live in "fight-mode".
Let's
work together in this new century. As our industry continues to
consolidate, the relationship that we as family-owned distributors
have with you, our independent customers becomes more valuable.
The personal service we offer you as independent operators is
harder to find in an industry that is dominated by corporate giants.
Let's
focus together on the real goal of providing authentic quality
Italian foods to consumers who are getting fewer quality choices
each year, for that is the real strength and security that we
can offer each other.