AICC Associates (CONT’D FROM PAGE 1 )
Morelli : We have a very experienced industry but we’re noticing that a lot of purchasing agents are of a younger generation or they’re Millennials. Do you have any tips as to how we may have to adapt to a younger buyer? MacDonald : It’s a mix of experienced gatekeepers versus newer entry level buyers. You still have a gatekeeper who will begin by telling you how long they’ve been in the in-
Brewer : We’re back to normal, I like that we’re back to face-to-face meetings. It’s what we all like and what we all want. It’s what I want. MacDonald : It’s not what we’re doing as far as letting folks into our plant, it’s what we’re doing inside as far as getting groups together for training, trying to do working lunches and trying to get ahead of problems rather than reacting to them. Internally, as we open the doors to our employees it helps open the doors to our suppliers, as well. Morelli : One of the statistics that Roberts mentioned was that 70 percent of business-to-business buyers are com- fortable purchasing up to $50,000 worth of product with- out ever meeting the supplier. Is that something that ap- plies to you? Davis : Yes, I think that applies but it depends on the prod- uct or the piece of equipment that I’d want to be familiar with, like a bander or similar piece of machinery Brewer : Yes, as long as you have a good “out” and good expectations of what the product is and how it will per- form. I recently made a purchase of more than $75,000 without meeting the folks. MacDonald : Certainly if we know the supplier or know of them, they have a better shot of making a sale without ever seeing them. Carte blanche is still not something that we’re comfortable with.
dustry. Usually they’re blocking a lot of good information from even getting into the company. So you’ve go to get around the gatekeeper to get to all the “hungry fish.” I’m willing to help, but they’ve got to find a way to figure out the challenge. CONTINUED ON PAGE 26 AICC Associates Chairman Joe Morelli of Huston Patterson.
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24 April 18, 2022
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