Recently our delivery driver brought to my attention that one of our top 5 customers had purchased some product from a competitor. This, of course, got my attention so I made a sales call as soon as possible and I discovered that this customer had indeed purchased a skid of brake shoes and a skid of drums from a competitor. Then I got a shock when one of the mechanics told me that they had purchased the product for approximately 50% less on the shoes and 20% less on the drums than what I had been selling our products for.
My first reaction was panic! keep reading »