Ah, the quest for business growth...In the competitive marketplace today, companies are in constant search to generate more business and bring in new clients, especially when those clients are big and at the top of their list. While there is nothing wrong with following your competitive nature, often businesses make the mistake of focusing too much on the big clients; losing sight of existing customers; and sometimes completely ignoring those who could only bring them a little business.
Recently, I had a very interesting discussion with a POU/POE water equipment distributor, who stressed the importance of not leaving the little customers behind. The truth of the matter is most businesses are or have been guilty of it at one point or another; however, it is an issue that should be dismissed lightly.
In reality, no one can accept everyone’s business. There are those who simply don’t fit a business plans. Nevertheless, while the big clients are playing hard-to-get, there is always a large number of smaller clients trying to get in touch with you. The question is, do you make time for them? Or maybe ask yourself, if you don’t, will somebody else take the time to listen to their requests and meet their needs?
Ironic, isn’t it? To find that your small, potential customers have been lured away by a competitor, while you have spent valuable time and efforts to bring in a new big client.
Despite the active hurricane season, which lead to the cancellation of other events taking place in Florida during the last week of September, the IBWA Annual Convention and Trade Show, running in conjunction with the BevExpo in Tampa, featured 260 exhibiting companies and more than 2,500 attendees, among which 300 international visitors from Canada, Europe, Mexico, South America and the Caribbean.
I enjoyed meeting many of you at the show. For those of you who didn’t feel hurricane adventurous or simply didn’t get a chance to attend, Water Quality Products brought some of the show back for you—e-Cards. Make sure to visit the new e-Cards section on our website at www.wqpmag.com, featuring snapshots from the show. Pictures from EWQA Annual Conference are also available.