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Share cost savings with your customers and you will create a bond that goes beyond that of normal vendor/customer relations.  Let your sales personnel share handouts giving out ideas for the savings your own company has realized.  Share cost reductions and tips about saving on property taxes, unique federal deductions for tax savings for the current year, unique capital depreciation write-off opportunities about to expire, purchasing opportunities provided to you by select common vendors (raw material, supplies, outside services), freight company discounts you have been offerd and  certain banking/financing opportunities sometimes become available. Every time your sales people see a buyer, make sure they hand out potential ideas for savings so that ultimately, buyers will want to see your sales people because they gain something valuable from each meeting. In exchange, your sales with this customer you are helping will most likley rise in conjuction with your helpful efforts.   You must make your sales personnel unique and stand out from the rest of the sales representatives in the market.  You will slowly make your customer more dependent upon your company and that is a great profit idea for both.

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