A
large Southern California printing company used this strategy when
they entered into the intense bidding for a large job with the
prestigious Walt Disney Company. In the end the printer was
successful in landing the job. They believe they cracked this
valuable new account by thinking differently, when they told Disney,
�You don�t have to pay us in all cash.�
In
short, they struck a deal with the Walt Disney Company wherein they
agreed to take 25% of the payment in Disney�s products � baseball
tickets and hockey tickets. (At the time Walt Disney Company owned
the Anaheim Angels baseball team and the Anaheim Mighty Ducks hockey
team.)
By
putting on their barter cap the printer obtained great seats, which
were terrific gifts for their numerous employees as well as special
vendors and clients. Some of the tickets were moved into their local
trade exchange for credit to their account.
And
Disney certainly benefited by saving on cash outlay. Plus they
filled empty seats, which added to the atmosphere at the games as
well as profits ... fans would be paying cash for parking,
souvenirs, food and beverages. Since then, Disney has begun
demanding reciprocity from all of their vendors according to the
printer.
You
too can get your foot in the door by following the same creative
strategy when calling on new accounts. Use the greatest closing
there is by accepting whatever products or services they sell. Then
take that trade payment and use it in your operation, or move it
into your trade exchange for credit if it�s not useful to you.