'Customers are always going to say, oh, the reason that we don't do business with you is your price. That’s BS. Price is not the reason. It’s a good excuse.   It’s your job to find the real reason."

A question that has come up recently:   “Why are we the last choice for a specific customer?   They call us when they’re in crisis and we help them out.  Then, nothing.   How do we move to being a first-choice or regular supplier?”

In this episode of The Chemical Show, host Victoria Meyer explores why some companies are the last-choice supplier for their target customers and provides specific tactics on how to become a first-choice supplier instead. She discusses the various factors that contribute to a company's status as a last-choice supplier, including timing, limited offerings, poor reputation, and corporate fit. By understanding their target customers' business and procurement strategy, fixing any issues in their offering, and demonstrating improvement and value, companies can become a first-choice supplier, rather than a last-choice one.

Our Thursday episodes will address key questions from listeners and strategic or tactical topics of relevance to chemical industry leaders.

Have a question that you’d like addressed on a future episode?   Send Victoria a direct message on LinkedIn or Instagram.   

For more information, check out www.thechemicalshow.com