New research published as National Buying Group focuses on supporting Partners and Suppliers to maximise sales

Good communication, excellent product knowledge and being reliable are the top desirable traits of a good sales person, according to results of a new survey conducted by National Buying Group (NBG).

NBG Partners were asked to share thoughts on their sales relationships with suppliers, what is going well and how they could work together better, to identify how NBG can better support both parties in growing their sales. ResuIts were revealed at NBG’s annual conference in Glasgow as an introduction to this year’s theme of Maximise Sales.

The research acts as a barometer for the sector and found that the top priority for Partners is building strong relationships with Suppliers, with 95% agreeing or strongly agreeing that this is a great way to maximise sales. This was coupled with reacting quickly to solve issues – 96% say this is key for strengthening relationships and growing sales opportunities.

There is also the opportunity to grow relationships by speeding up collections, returns and the replacement of slow-moving products, to satisfy nearly three quarters of Partners who agree these areas could be improved; while 40% of Partners wanted better support to manage product ranges and stock levels.

Publication of the research follows on from last year’s Industry Barometer and the launch of NBG’s Merchants of Change programme, both of which were designed to identify top challenges that independent merchants are facing and how NBG can support Partners in future-proofing their businesses.

NBG's Managing Director Nick Oates, said: “Following the success of last year’s Industry Barometer and the launch of Merchants of Change, we wanted to conduct further research that would not just highlight the conference theme of Maximise Sales but help us understand how we can support Partners and Suppliers to do so and inspire some action.

“We wanted to find out more about the relationships between Partners and Suppliers, how those relationships are helping to grow sales for both parties. The key thing this research highlights is that 95% of Partners think building strong relationships with Suppliers is a good way to maximise sales, so there is an appetite for working closely together.

“NBG is committed to supporting Partners and Suppliers to grow and we’ve been working hard to get that message across this year. We’ve introduced our new logo and strapline, Building Strong Brands and we hope the results of this Barometer will continue to help Partners and Suppliers develop mutually beneficial partnerships. If we build strong relationships, we build strong brands.”