Magazine article American Libraries

Why Vendors Vend

Magazine article American Libraries

Why Vendors Vend

Article excerpt

A CARTOON I HAVE SEEN POSTED ON A NUMBER of library bulletin boards shows a small child sitting in the chair by the circulation desk. The circulation librarian is on the telephone saying, "Well, Mrs. Smith, you have our books and we have your son." I think that there are probably times during the procurement, installation and ongoing maintenance of a circulation system when you feel that you would like the same right to your vender representative. "Hello... You have our terminal, we have your salesperson."

I suggest that what the whole process of specification writing, contact negotiation, and preparation of the final contacts is all about is avoiding that feeling. And let me say, as a representative of the twelve or so turnkey vendors in the marketplace today, that we want to have that same harmonious relationship with you that you want to have with us. There's nothing that makes us feel better than a process which is smooth and whereby everyone feels good about what happens in the stages along the way. ...

...Now, with the exception of a few, you are all the customers and you are purchasing equipment and software services from us, the vendors. In case you have any other understanding, let me tell you up front that our concern is money. That is why we are in the business, that is what we intend to get from you in return for our products. It is what we use to pay our light bills and out programmers, our field engineers, and our salespeople. …

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