[JAM Marketing]

Ok, so regarding my last thread, this one is now pointed towards corporations. I've called a couple now asking who would be in charge of procurement or purchasing decisions for uniforms, and every single person has told me that they are happy with their current supplier, which leads me to the following question:

• How do screen printers even get with corporations in the first place?
• How do I get past these people that screen calls?
• How do I then convince the point of contact to give me the opportunity to submit a comeptitive bid?

All help is greatly appreciated.

 

[cheapTshirts]

Got the same questions in mind and just posted a thread on another section

 

[Iconoclasm]

Look up the corporations you like and call them. That's what I did.

 

[Comin'OutSwingin]

You're probably going to get the same response at just about all of the corporations you contact. Most of them probably are pretty satisfied with their current printer, because most printers that have corporations for clients make sure that they go out of their way to satisfy those customers and keep them satisfied. That could be MUCH lower rates on contract/large order printing, etc.

The relationships that they have with those customers often lead to relationships with those corporation's employees for leagues, family reunions, and other printing.

Also, most corporations have budgets for their printing needs and as long as those in charge of getting items printed are staying within budget they don't really have a need to change. Most often when you run into a company that's trying to save some money you *may* be able to get your foot in the door by being less expensive.

Even then you need to already be known to them. I would get some marketing materials made up for your business and even try to meet some of these people face-to-face. No high pressure selling, let your materials do that for you. Send the materials, or leave it with them, then on the off-chance there is a problem with their current printer, you *may* be an option to contact.

There are people that have gotten into printinting for larger corporations, but usually it's because they know someone that knows someone else. Otherwise, it's just a matter of starting smaller and being GREAT at what you do. Eventually word will get out and you will get noticed.

 

[ChristFollower]

Often, with uniforms, they're done under a contract which includes weekly washing and replacement of damaged uniforms, etc. The corporations don't really buy the uniforms, they rent them.

Assuming you've found corporations that don't rent and aren't under a current contract obligation, I'd call and ask for the mailing address of the Purchasing Department. They'll probably give you that without objection. Then at the end, ask, "and to whom should I direct our apparel bid?"

Then, send that person info on your prices and service. Even if they're happy now, your prices or service may create an opportunity, but you're entering hostile territory, so you will have to knock their socks off with quality, service and price. If you believe you can do that though - don't ask to bid. Just bid!

 

[binki]

Uniforms will be with a uniform company like Cintas. You really need to find a division or department that has a need and doesn't like their current supplier. Better yet, if you know someone at a large corp then hit them up for who to contact.

You would be surprised to find out that often the decision maker is one of the following: The secretary/receptionist, office manager (previous secretary that has been there a long time) or an officer that has discretion to spend money.

Also, sometimes these companies have committees that arrange events or team-building and they will buy promo products for that. Finally, the marketing department in any company will have a need for all kinds of logo items.

Of course it never hurts to have an inside source. Do any of your friends or family work for a big company? They might be able to clue you in to who to contact.

Good luck and don't give up. Cold calling is tough but once you make that first score you will find your customers talk to each other.

 

[jim55912]

Be sure to ask the right way.

My wife to me... "You wouldn't want to wash the floor, would you?"

Don't ask to bid on current business, show them something new.

Most times when you ask for a few minutes to show a new idea you can get in the door.