Excellent discussion chaps and very interesting questions g0af....

Excellent discussion chaps and very interesting questions g0af.

Ultimately a sales company lives and dies by it's sales, and your point is taken regarding 5% or nothing isn't a big leap - if you want to look at it that way. If the 5% is a rusted on loyal customer base though, and that is what they should be trying to establish it's a very different thing. You do not want a customer base that goes looking for new suppliers every tender, you want one that works with you and gives you every chance to win. If that's not happening at PGC then those customers are working with someone else to ensure they win. It is pretty much futile to submit tenders that have not had the way paved for them IMO.

So the question comes back down to relationships, and how well our management can pave them, then how they go about pricing and cross subsidising products to ensure they are competitive as a package to a particular customers needs. Repeat sales to the same customers are the lowest cost way to move stock.