When I used to have to deal with accounts I didn't like --- I used to tell myself "there's only one way to get even with him --- sell him something!"
I used to have a customer down in Portland, Oregon and he was a big deal in the biz - but not for me - yet he demanded "exclusivity". He wanted exclusivity because he wanted to retail at HUGE margins... and didn't want to be "shopped". My comment to him was -- look bonehead -- I'm going to do 3 mill in this area - if you want exclusivity - give me orders that will get me there... otherwise drop dead. Long and short -- I finally just opened other dealers around him -- gave them smokin' deals -- worked my butt off for them - coached them -- and just absolutely killed this guy.
At a trade show in Chicago he came into our showroom and was literally slathering he was so mad at me.... I (being the butthead I am) just laughed at him -- and reminded him of my "deal" with him... and that I too am running a business, and that my business is just as important to ME as his is to him.... I think that finally made him see the light. We agreed to let him have certain colors (not the hottest ones!) and or groups but not "the line".... and he ended up being one of my best customers and we had genuine respect for each other.
Dave's story about being owed by a guy that has the "willingness" is what I was talking about ---- a guy that is willing to pay -- can turn it around but you won't know that until HE SHOWS YOU HE IS... If not - bury his sorry butt.
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