Decreasing the Sales Cycle

“We’ve been able to shorten how we get to the end user significantly due to the doors that are opened because of this program. Access to upper management and selling from the top down rather than the bottom up has trimmed a tremendous amount of time and effort for us to get to the proper management and factory personnel.”

- Gary Weaver
Vice President of Sales, Standard Abrasives

Providing Additional Resources

“Using Prime Advantage has been extremely helpful. It is a great conduit to the end users. The
Regional Account Managers have much greater relationships with the Members due to the long standing efforts that they put forth in putting this program together. So as we’ve run into road blocks where we are stumbling to get things put together, bringing Prime Advantage in and having them make a joint call with us has just been tremendous.”

- Gary Weaver
Vice President of Sales, Standard Abrasives

Increasing Sales for Endorsed Suppliers – What the Buyers are Saying

“An MRO supplier was brought to us through Prime Advantage. The MRO supplier picked up an account that is worth anywhere from $800,000 to a million dollars a year of incremental business that they didn’t have before we met. We picked up the advantages of cost reduction, inventory reduction and having product where it needs to be when it needs to be there.”

- Claude Juncker
Director of Purchasing, Pellerin Milnor

“We deal with Prime Advantage Endorsed Suppliers as the incumbent even when they aren’t. We have broken associations with companies that have been our suppliers for 30 - 35 of our 40 years because we prefer to deal with the Prime Advantage Endorsed Supplier. In 5 years we have gone from one vendor to using over 35 of the Prime Advantage Endorsed Suppliers.”

- Harmon Lewis
Executive Vice President, American Panel Corp.

“If I know they are in the Prime Advantage program, they get the first shot at anything I do. Anytime something does come up in our organization, I will look into the deal book to see if there’s a supplier for it. The Prime Advantage Endorsed Suppliers get the first shot.”

- Jerry Nolan
Purchasing Manager, Advance Tabco

"Really, a competitor outside of Prime Advantage doesn’t stand much of a chance with the Montague Company because of Prime Advantage Endorsed Suppliers. If there’s any way we can make it fit, we always go to Prime Advantage Endorsed Suppliers. We have found a perfect fit in 40 areas so far, so we are excited about that and looking forward to continued growth.”

- Lisa Catanzano
Purchasing Manager, The Montague Company

Achieving Greater Networking Clout

“One of the great attributes of being part of the Prime Advantage program is it allows us to network with Directors, VPs, CEOs and CFOs in many cases where our field sellers have never had that exposure. Typically our Grainger Industrial sales persons are working with buyers that are purchasing agents and maintenance folks. But with the Prime Advantage Group, they are in there with senior management.”

- Scott Harte
National Account Manager, Grainger Industrial Supply

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