Good vendors can help increase profits substantially if their sales people are more than order takers; the skin care industry has a history of educating aestheticians and spa personnel on product knowledge, marketing, and how to use social media to build business. Few industries have manufacturers and distributors offering as much support to those who are willing to benefit from it. There is certain etiquette to follow when it communicating with vendors.

Ask questions. When your vendor or a prospective vendor contacts you by phone or e-mail, ask questions and listen to what they have to say. Treat the person with respect, the way your clients treat you when you pitch a service or product. If you brush the person off, you may miss the opportunity for new information and pass on a chance to learn about products that build business or marketing skills. Vendors speak with thousands of spa professionals and have a wealth of knowledge. They know what works and what sells.

Allow me to illustrate this with an example: A vendor recently told me about an experience she had with a spa owner. The vendor had an offer too good to pass – a free, professional serum valued at $190 with a small order of $300. Her company sells high-end products and rarely offers specials. An e-mail blast on the offer had been sent to the spa owner, who ignored it. The spa placed an order by phone for $280; their orders are usually much larger. The vendor presented the special, tried to explain the features and benefits of the serum and told the spa owner that the serum would be free if she ordered an extra $20 to reach the minimum. The spa owner cut her short and rudely said, “Just place the order I asked for.” The vendor was mortified and felt bad for being treated this way because she genuinely tried to help the spa get a free gift that could add to their business. The vendor is hesitant to engage with the spa owner in the future, and the spa will miss out.

Buyers can get extra benefits by regarding vendors as partners and vendors can help businesses succeed.