[BC] Sales practices

[Mark Shander]

Hi Dana,

I agree with you completely.  Deals need to be right for everyone - for the
customer, for the company and for the rep that is working the deal.  If any
part of these are missing, even short-term, it's not the best deal for
everyone.

Regards,

Mark Shander
http://www.shander.com

-----Original Message-----
From: Dana Puopolo

What do you think would happen if the beer distributor down the street told
Budweiser that they were going to pay THEM net 120 days? I'll wager that
they
would be shut off in a heartbeat! What broadcasters need to do is
collectively
say NO to Budweiser's business.
This is just their new owner trying to play hardball with the media-if you
smack them down they will capitulate. Domesitc beer sales are WAY down-and
A-B
needs radio more then we need THEM!

Of course, I can already hear the sales whore managers saying: "yup, yup,
yup"
to them. 
-D

They'd be shut off in ------ Original Message ------
Received: 09:52 AM PST, 02/18/2009
From: Ernie Belanger <19ernie55 at mhcable.com>

As the economy tightens the advertisers are selling less but need to 
spend more on advertising to get in the same amount of sales or close to 
it as they did last year.

The choice is to do business or not.

I recall that in their hey days both GE and IBM were on the 180 day 
plan.  If you wanted their business you had to accept the fact that net 
30 really meant net 180.  A lot of small suppliers would get loans for 
the local banks against the orders from GE and IBM, in order to purchase 
materials and keep their businesses open.

The sad thing is that in this economy, there is no guarantee AB will be 
solvent enough to pay their bills in 120 days. 
Dana Puopolo wrote:
> There has been some "chat" about Anheiser-Busch's new "policy" of 
> paying in 120 (or more) days.
>
> Other advertisers are *taking* discounts after negotiating spot rates.
>
> So, let me ask those of you in sales: is this Anheiser-Busch deal 
> new, or is it business as usual?
>
> And ... how do you/(can you) deal with it?
>
> thanks