BOARD PERSPECTIVE
BY TONYA STOROVICH , AAMD SUPPLIERS COUNCIL CHAIR
The Rules of Engagement for Supplier Partners
Rule 4 : Today ’ s Leasing Consultant , Tomorrow ’ s Manager
Do not ignore the gatekeepers . Where were you when you started ? At the top ? I think not . These gatekeepers are your future decisions makers , do not treat them as unimportant . I too was once the bulldog that kept you away from my boss and I knew it . So I watched over the years to see who talked to me and who tried to push past . ( Wiggles finger ) make nice with everyone starting from the grounds and leasing consultants all the way up .
The Rules of Engagement for Supplier Partners- I love the apartment industry and every facet of it . This was a passion for 30 + years and as a matter of fact , still is . Every interview I ever had started with “ How did you get into “ the business ?” My answer was “ Bred ”! Insert puzzled look here . Quick background reference , property management was the chosen career path for my family and I ’ m the 3rd generation . This is why I chose to write this article , to help my fellow suppliers understand the rules of engagement in property management . Take time to learn about the apartment industry if you are new to it . Jumping right into the pool without knowing how to swim is not a good start . This seemingly easy industry is not always what it appears . The people you are trying to help are loaded down with a lot of responsibility , they have limited resources , and their time is precious . Take the time to understand the real needs of your customers just as they do with their residents . Find a mentor , the AAMD has a host of Ambassadors , Supplier Members , and staff to help you find someone to help you navigate the waters of this ever-growing industry . If you are new and you need a little quick advice here are five rules to get you started .
Rule 1 : Cold-Calling
If you must cold call fine but be smart about your approach . Make every effort to not come a knocking on a Monday . This is when the team is catching up from the weekend events and it is usually a very busy day for them . Stay
away from the 1st week of the month , this is a resident-filled time and not a good time unless you are asked to be there . When I was on site I loved that my vendors understood that this time was very hectic . If my vendors did come by I appreciated that they were considerate of my time , kept their visit to the point , and did not outstay their welcome .
Rule 2 : Have a Purpose - Understand who your audience is .
Are you needing the manager , the service manager , or the regional manager ? Have you researched the community or the company to understand if you are needed ? Knowing about their community / company gives you an edge over your competitors who just show up . You have a purpose you know what they need , and you are the person to help them . As I say “ you need to know a guy or in my case a gal !”
Rule3 : Branding & Practical
Information- I cannot say this enough , brand your material with the correct contact information . Nothing is worse than trying to reach your supplier and the information is incorrect . Does your information have the basics- names , telephone numbers , email addresses ? If you can believe it the first time I bought my swag I was so excited and I showed one of my supplier friends . He looked it over and said it is really nice , but your phone number isn ’ t on it . “ Slap me in the forehead !” That was an expensive mistake never to be made again .
Rule 5 : Be Honest & Sincere
Honesty and sincerity go a long way these days . Know what you and your company can do and what you cannot . Nothing is more aggravating than having a supplier say they can do the job when they cannot . If you cannot help them be honest , this goes further than you know . When you make promises , keep them . Try if you can to under-promise and over-deliver . I am a welding company , that is it . Metal kids ! You do not want my guys doing carpentry . Bull in China shop , stick to what you know and what you are good at . If your company is expanding into new areas have them mastered before you use a property as a test subject unknowingly .
Being a supplier during this time is hard enough with supply chain issues , lack of staff , and climbing price points . Your competition is everywhere , you never know who is going to take your customers . You may not be the most cost-effective , but you can be the most reliable , proactive , and best resource if you choose to be . Last little tidbit my friends if you are bringing snacks bring enough for people to share .
Tonya Storovich is the Owner of Santee Metal Works , LLC
6 | TRENDS AUGUST 2022 www . aamdhq . org