How can a supplier increase sales? Author: PriceCop Monday November 5th, 2018 • Category: Blog • Updated: Friday April 4th, 2025 Lower Costs, Higher Sales No one wants to be an outsider in their niche. Increasing sales volume is a top priority for any company. Suppliers for small and medium-sized businesses often look to major brands for guidance, but their approaches differ radically. For instance, how would BMW’s marketing tactics help a supplier of agricultural equipment with a very small production and sales volume? Another mistake is relying more on financial measures than on organizational ones, especially if revenue has dropped significantly. Moreover, we often focus on finding new customers and expanding our retailer base, forgetting that we can work more effectively with the sellers we already have. Content List Increase the Value of Your Product How Are You Working with Clients? Selling Related Products/Services Look for New Clients Increase the Value of Your Product Instead of starting with your customers, start with your products. Yesterday, consumers were primarily concerned about the product itself; today, they pay attention to a whole range of additional details. One option is to change the packaging or create a new design. Suppose you produce clothing of middle or even budget range. The consumer’s first impression might be “China,” because most inexpensive goods come from there. Your task is to change that perception. One way is to offer a stylish, eye-catching design and high-quality packaging so you can market “branded” products. Keep in mind that you should focus not only on your customers but also on the end consumer. Ultimately, your total sales volume depends on their behavior. In this example, your production cost may increase only slightly, while the product’s perceived value rises significantly. How Are You Working with Clients? Most wholesale stores resemble old-fashioned kiosks: “We sell whatever we have.” The standard order process looks something like this: they receive an order, then ship it. Try introducing a back-order system so you don’t have to turn away potential buyers. This is especially important if you sell in-demand products and already have solid sales volumes. A potential client might accept a lack of stock once or twice, but by the third time, they’ll look for another supplier. This way, your customers feel confident they’ll receive the products they need in time for the season, thereby securing their own profits. As a result, at the end of the month, you’ll see a noticeable increase in your total sales volume. Selling Related Products/Services Many customers see it as a major advantage to get everything in one place. For example, you might offer spare parts for the main product or additional items to complete a set: a handbag plus wallet, shampoo plus conditioner, or a printer plus cartridges. You can also provide door-to-door delivery as a service. This approach not only increases the average order value but also boosts sales volume because it’s easier and often cheaper for customers to order everything in one place. Partnership Terms Suppliers of unique products, or those that have been on the market for a long time, often impose very rigid partnership conditions. For example, a threshold for discounts that’s too high, or obligations and requirements that aren’t very convenient for clients. However, offering a “unique” product is only a temporary advantage: your competitors aren’t asleep and will quickly jump on any trend. And relying on prestige from “N years in business” is a shaky edge: if a new company offers more attractive conditions, guess who your customers will choose? It’s better to lose a little profit through discounts and gain thousands more in new clients than to hold on to those pennies and earn nothing. Speaking of discounts, remember one rule: The more a customer buys, the less inclined they are to make another purchase soon. The purpose of a discount is to help overcome that psychological barrier. In other words, it’s not about losing profit, but rather increasing it. Payment Methods Sometimes suppliers need a reminder that we live in the 21st century, and it’s high time to adapt their business to modern conditions—for example, by offering multiple payment methods. If someone can’t pay the invoice by the required date or doesn’t want to put in the effort to pay by your preferred method, the deal may fall through. When a client calls by phone or places an order on your website, they often want to pay immediately so they can receive their order sooner. Consider allowing payment via e-wallets, online banking, bank transfers, or even cash. Look for New Clients While you improve how you work with your existing customer base, also look for new ones. For example, you could use PriceCop’s “New Online Store Detection” tool. The system automatically generates a list of new platforms where you can pitch your products. You’ll need to prepare a presentation for your company, including clear benefits and special offers for new clients. This option is convenient because you don’t need to monitor anything yourself. You can keep focusing on your primary tasks while the system handles the analysis. Your only responsibility is to organize the deal properly and highlight your offer to the best advantage. Increase your sales volume and save time on monitoring. To learn more and get a consultation, complete the form: