Monday, August 8, 2016

How to Leverage Strategic Partnerships with Telecom OSP Distributors

Traditionally, distribution partners are thought of as Costco-like wholesalers, with a large inventory and little to no differentiation from competitors. Customers simply buy from a company that would break down bulk product and handle freight. But a few telecom distributors are creating a paradigm shift in the industry by playing a more critical role in the planning and delivery of outside plant materials.

Specifically, Comstar Supply differentiates ourselves by building partnerships with our customers vs. just being a logistics mechanism for their business. Our customers desire tailored inventory, control over inventory position, storage, logistics, and access to our employees - who know their business. And most importantly, they want communication. Our goal is to be build a consultative relationship with customers by focusing on capabilities and outcomes. This emphasis allows us to orchestrate multiple relationships with suppliers, while distilling customer business needs and prioritizing them for our customers.

"Our biggest challenge and opportunity is to educate our partners and potential customers on current market conditions and work with them to provide solutions tailored to their specific needs," said Todd Rhen, SVP Sales for Comstar Supply. "We’ve done a great job securing allocation and capacity with our supplier partners and allowing our customers to prioritize their needs for maximum results."

It’s that constant stream of communication, sharing of ideas, and building customized programs which gives our customers a competitive edge over their competition by providing speed to market for their services.