Page 202 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Cheat Sheets – Facility Supplies
Manual Revised: April 3 2025 Confidential
- 197 -
Facility Supplies Cheat Sheet
When Would it Become Hourly?
The client wants to upgrade all or most of their products.
The client wants to go green and change all of their products.
The client is 1-2 years into a 5-year agreement, or 1-year into a 3-year agreement but wants an analysis or inventory report completed for them anyways.
The client is adding locations and wants Schooley Mitchell to source them pricing for the needed supplies.
Fact Finding/Document Gathering Best Practices
Ask for online access to all vendors, or at least the largest accounts we will audit
Ask for the client to pull transaction reports, usage reports, historical purchase reports, or inventory
reports (via excel) if they do not want to give us online access.
Ask for six months of invoices if they do not want to give either of the two above options. This is half a year of inventory, which paints a better picture than one to two months of invoices.
Ask for contracts, pricing agreements, rental agreements, service agreements, release program agreements, or stockroom agreements. Vendors all use different naming conventions.
Briefing Points
Category Pain Points
Incurring minimum delivery charges which are too frequent or not delivering enough product.
Non-optimal pack sizes.
Too much inventory of certain items.
Incurring charges for products not delivered.
Prices for items are constantly changing making it difficult to plan.
Feeling “stuck” with a supplier for specialized items.
Implication Questions
Do you have software to monitor delivery charges, minimum deliveries, and pack sizes?
Do you have software to identify under-deliveries?
Do you have a tool to compare invoices to your pricing agreement for all items purchased?
Qualifying question:
Ask the prospect to put together a list of all their supply vendors with or without the approximate monthly spend. Send the list to the manager of the department.
Savings Opportunities
Negotiating a larger discount or reducing vendor margins
Optimizing pack sizes
Negotiating delivery fees or other monthly fees
Sourcing products from other suppliers that provide closer distribution, faster shipping, better products, more selection of products, and/or specialty items at fair market prices
OR INTERNAL USE ONL
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