Preferred Vendors: Corporate Buyers Want Strategic Partners, Not Only Suppliers

By El-Amin, Zakiyyah | Black Enterprise, October 2005 | Go to article overview

Preferred Vendors: Corporate Buyers Want Strategic Partners, Not Only Suppliers


El-Amin, Zakiyyah, Black Enterprise


Ralph Weaver turned his passion for collecting decorative accessories into a lucrative business venture. Headquartered in Pittstown, New Jersey, East West Connection (EWC) is a provider of promotional and custom merchandise, business gifts, and event planning.

Established in 1990, the firm has become the preferred vendor at several corporations, with its revenues reaching $15.4 million in 2004. Weaver, 50, attributes his success to the business relationships he has formed with corporate clients. Inspiration to pursue corporate accounts came after a customer made a request for 500 crystal bowls. "At that point, I realized that businesses not only had the money, but also the need to purchase hundreds of specialty items," says Weaver.

After an unsuccessful bid to a Response for Proposal, Weaver learned that corporate contracts required a higher level of proficiency. As a small business, it is important to have the infrastructure in place to serve corporate clients both domestically and internationally. In addition, having the ability to deliver large quantities of goods quickly gives small businesses the competency to compete against larger companies. "Even though EWC did not win the contract, the review panel did provide me with insightful feedback as to why my company was not selected, says Weaver." He used this advice to refine his business. Weaver hired more people, bringing his staff up to 23 employees with specialized skills in accounting, sales, and customer service.

Bunni Wheeler-Young, a senior specialist in the supplier diversity unit at Freddie Mac, has developed a strong business relationship with EWC. …

The rest of this article is only available to active members of Questia

Already a member? Log in now.

Notes for this article

Add a new note
If you are trying to select text to create highlights or citations, remember that you must now click or tap on the first word, and then click or tap on the last word.
One moment ...
Default project is now your active project.
Project items

Items saved from this article

This article has been saved
Highlights (0)
Some of your highlights are legacy items.

Highlights saved before July 30, 2012 will not be displayed on their respective source pages.

You can easily re-create the highlights by opening the book page or article, selecting the text, and clicking “Highlight.”

Citations (0)
Some of your citations are legacy items.

Any citation created before July 30, 2012 will labeled as a “Cited page.” New citations will be saved as cited passages, pages or articles.

We also added the ability to view new citations from your projects or the book or article where you created them.

Notes (0)
Bookmarks (0)

You have no saved items from this article

Project items include:
  • Saved book/article
  • Highlights
  • Quotes/citations
  • Notes
  • Bookmarks
Notes
Cite this article

Cited article

Style
Citations are available only to our active members.
Buy instant access to cite pages or passages in MLA, APA and Chicago citation styles.

(Einhorn, 1992, p. 25)

(Einhorn 25)

1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

Cited article

Preferred Vendors: Corporate Buyers Want Strategic Partners, Not Only Suppliers
Settings

Settings

Typeface
Text size Smaller Larger Reset View mode
Search within

Search within this article

Look up

Look up a word

  • Dictionary
  • Thesaurus
Please submit a word or phrase above.
Print this page

Print this page

Why can't I print more than one page at a time?

Help
Full screen

matching results for page

    Questia reader help

    How to highlight and cite specific passages

    1. Click or tap the first word you want to select.
    2. Click or tap the last word you want to select, and you’ll see everything in between get selected.
    3. You’ll then get a menu of options like creating a highlight or a citation from that passage of text.

    OK, got it!

    Cited passage

    Style
    Citations are available only to our active members.
    Buy instant access to cite pages or passages in MLA, APA and Chicago citation styles.

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn, 1992, p. 25).

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences." (Einhorn 25)

    "Portraying himself as an honest, ordinary person helped Lincoln identify with his audiences."1

    1. Lois J. Einhorn, Abraham Lincoln, the Orator: Penetrating the Lincoln Legend (Westport, CT: Greenwood Press, 1992), 25, http://www.questia.com/read/27419298.

    Cited passage

    Thanks for trying Questia!

    Please continue trying out our research tools, but please note, full functionality is available only to our active members.

    Your work will be lost once you leave this Web page.

    Buy instant access to save your work.

    Already a member? Log in now.

    Author Advanced search

    Oops!

    An unknown error has occurred. Please click the button below to reload the page. If the problem persists, please try again in a little while.