by Casey Fitzner, Sr. Marketing Director
Stop Taking Award Orders. Start Building Award Programs.
That $500 award order could be hiding a year of business for you.
Your client calls and needs 25 awards. You find the product. You quote it. You place the order. You deliver it. Everyone’s happy.
But here’s the question: When are they going to need those awards again? Next month? Next quarter? At another location? Every time an employee hits a milestone?
If the need is going to come up again, you may be looking at more than a single order. You may be looking at a Master Order opportunity. Recognition is repeat business by nature. Service anniversaries, sales achievements, safety awards, retirement gifts, dealer recognition, company milestones. These programs don’t stop after one order ships.
So why sell them one order at a time? Look Past the Order in Front of You.
Instead of asking only, “How many do you need?” ask a few more questions:
How often do you order these?
How many locations participate?
Do you use the same awards throughout the year?
What did you order last year?
What recognition events are already on the calendar?
Those answers can change the size of the opportunity pretty quickly. A $500 order today could represent $5,000 or more in annual business.
Make it easier for your client to buy awards from you. A Master Order isn’t about convincing your client to buy more. It’s about helping them plan for what they’re already going to need.
Pacesetter can help source the right products, quantities, and timing in advance. That means fewer last-minute product searches, less uncertainty around availability, and more consistency across locations and recognition events.
Your client will get fewer purchasing headaches and YOU get a better way to manage repeat business. And instead of quoting and processing the same type of order over and over, you can start looking at the entire account as an annual opportunity.
Sell the Program, Not Just the Award. Anyone can quote an award. The bigger opportunity is being the distributor who understands what the client needs throughout the year and has a plan to make it happen. That makes you harder to replace, gives you better visibility into future business, and turns one-off orders into something much more valuable.
The moral of this Pacesetter Blog? Before you quote that next award order, look beyond the quantity in front of you. That one order could be hiding a YEAR of business.
Have a client with recurring award needs? Bring Pacesetter into the conversation and let’s see if there’s a Master Order hiding in your next order.
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