One of the frustrations as a salesperson is paperwork. Since we implemented ISO, one of the added forms is a “Request for New Customer” form, that also requests a standard credit app (trade references, duns#, bank info) from all new companies that buy from us.
Apparently is a more common procedure these days, but most buyers don’t send this information with a PO, and most buyers don’t list their name or contact info on their POs. So you’ve got to hunt down the buyer and request that info. I usually wait until I’ve entered the order so I can also tell them what other problems their might be with their PO. At least for us, the ‘request for new customer’ doesn’t slow down the order, which is a competitive advantage over the #1 in our industry who won’t release any order till credit is approved.
So, while filling out one of these forms, I wondered if my new one-man marketing department should create its own ISO procedure requiring detailed info on new customers for demographic analysis? Or at least add these questions to the ‘new customer’ form. Probably better to tack on to someone else’s painful paperwork than add my own, huh? Shouldn’t we treat the customer’s demographic data with as much importance as the customer’s credit info?