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As a purchaser, you may not be aware of how important visits are to your suppliers, but we do. As suppliers, our business is totally dependent on our customers-the purchaser, and their perception of us.
I recommend that purchasers visit their major suppliers at least annually. During that visit, you should see not just the sales organization, but also the key factory managers, your customer service coordinator, and the other people who support your company. It is always appreciated when a purchaser stops by to say thanks and to meet everyone face-to-face.
A personal visit influences business dealings between purchaser and supplier. How well the visit goes can either solidify or destroy that link.
I recall one instance when a customer arrived at the factory to expedite an upcoming "line down" situation. During the meeting,...