How do you get Corporate business???

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TGFU543

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Milford, Ohio
During slow times, like we're having right now, I thought that maybe there's a way to attract Corporate business. This would be a way to suppliment the walk-in and coupon-driven traffic. How have some of you attracted and delt with Corporate work? We have had some, but they were walk-ins.
Do I have to put together some sort of package and make cold calls? I don't see myself getting past the recptionist doing it this way. We thought of framing magazine articles or ads that are specific to local companies, and giving those to them as sort of an 'intro' as to who we are. Have any of you done this? Does it work?
Help!!! My pockets are becoming empty.
 
Get involved w/your Chamber of Commerce. Take lots of cards to every function you can attend. I serve on the "Membership" committee. I'm the person that calls on folks to thank them for their renewals. Have picked up alot of business this way. I do the framing for Bayer Corp., Caterpillar, Novo Nordisk and Structural Steel Corp. The nice part about doing corporate work is that the employees of the company will normally follow w/their framing needs also.

Janet Lowry
 
When business slacks off, many retail framers look to corporate work for a boost in cash flow. Consequently, more hungry competition is on the prowl, making corporate business -- which is also reduced now -- even harder to get.

Corporate business may not be all that good for your bottom line, anyway. First, the promotional expense of soliciting that kind of business might yield a better profit ratio in retail promotion.

Second, corporate orders are generally discounted -- sometimes deeply. You could end up framing more and enjoying it much less profitably. Costs may go up more than profit does.

Third, what happens if you land a big one, and the customer simply doesn't pay you for about three months? Most of us can't afford to finance our customers' purchases, but corporate Accounts Payable folks are experts at using suppliers' money -- especially when their own cash flow is pinched. They have an endless supply of delay tactics, devious promises, buck-passing, and occasionally outright lies.

When revenue dips, I think it's smarter to increase profitability by making the available business more profitable. Here are some thoughts: Cut costs where possible (consolidate buys, renegotiate or change suppliers); raise prices; change your marketing plan to get "more bang for the buck"; sell more fillets, more mats, wider mats, and wider mouldings.
 
That's a great question. It's one that I ask Less every now and then. Here's some ideas we came up with.

Executive secretaries often get that responsibility. Most corporations have internal phone lists that are not be too difficult to get. A phone call to the general receptionist may get you the names you need. Purchasing departments can be a good place to introduce yourself. Corporate headquarter connections can lead to larger scale jobs.

A well-designed brochure mailed to the right person a few times a year may yield some results. If you are a FramerSelect member, use their postcards.

My local Chamber of Commerce is a great place to meet small business owners, but to get the big fish, I believe you need to make a sales call or introduce yourself with a slick brochure and business card.

Play golf.
 
Jim Miller nailed it here. We have a hue corporate for whom we do multithousands in work, then wait four months to get paid. We know this in advance, though, do not discount them EVER because of their slow pay. Accounting once asked whywe were a little higher than everyone else and I was just frank and honest and said "We'd offer a discount if we could get our money in under 30" and she says "O we just couldn't pay like that" and I sez "OK, that's why"

I'm really not too worried aboutlosing this one because of the cash I do tie up in materials and such
 
I have had great success contacting potential corporate account prospects on the golf course immediately after lunch. Some mornings I also find them at the driving range.

Another good source to meet possible corporate buyers is the popcorn counter at a good movie matinee.

While I personally dislike drinking excessively before lunch, a few early morning cocktail lounge calls usually will turn up prospective executive buyers, as well.
Business is booming.
 
I'm glad to hear about the golf as a networking opportunity. I'm going to be playing golf with a group of about 40 later this month, though I haven't hit a ball in several years and I have NEVER played 18 holes. (I play til I run out of golf balls.)

The only problem I see (besides the possibility of hurting someone) is that all of them are going to be framers.

Do you think that matters?
 
So Don I see you have a morning cocktail then on to the golf course. Then you go to the movies in the afternoon and have some popcorn. After the movies it's back to the golf course. When do you frame?? Just kidding I'm glad to see business is booming for you and this question addressed . I haven't resorted to cold calls yet. May have to in the future, things are slow in Ohio.
 
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