We have been doing a solid bartering agreement with a quality Graphics company since our inception. We provide advertising for them, they provide all of our promotional T Shirts and Business polo shirts.It has been a good arrangement. We approached them about doing bumper stickers too. Well, they outsource that and could not make it a part of our bartership agreement. We then signed an agreement with another graphics company that does our banners and bumper stickers now. Well, the first company is acting standoffish and talking of ending their agreement with us. I can't literally accuse them of being concerned about the new graphics company. I would like to keep both, since both provide us with needed promotional materials. What would you do to keep the first graphic company happy and on board?
Possibly give them "Exclusive Rights" to print the T-Shirts and items they are currently doing and giving the "other" printer "Exclusive Rights" to the items not available from the other client. Explain that this is a business transaction, while you love their printing for t shirts and stations staff shirts, you were able to find a "better rate" at the other location for something they would need to charge for. If they placed an order to a vendor for T-Shirts but found a better rate with another vendor, who do you think they'd go with?
We have at least 3 t-shirt printing companies we work with. We also have at least 4 paper printing companies. It is all about the better rate. We still provide our Trade Clients with the same respect and dignity as our Cash Clients. Your business transactions should probably be kept confidential when placing orders with both companies. If you allow them to put their logo on all of the shirts, would this still be a problem?
I might have a heart to heart talk with them. Ask them how you can resolve any hurt feelings. Explain your position. Make them aware you value the relationship and love the hard work they have offered otherwise you wouldn't be there hat in hand.
As I understand it, if you could do a full trade (not cash and trade) they would get 100% of your business. If that is the case, suggest that their reluctance to continue is not good for either of you and you'd much rather brag about their good work to other potential customers rather than brag about anyone else's work.
Being exclusive is never a win-win. I have had businesses that expected that but I explained it tied one's hands and wasn't always in the best interest of both parties. Certainly they would not like it if you wanted them to only have one media entity, you, to sell their product or trade their product with. In other words, refuse all other mass media except you. Exclusive works both ways.
The goal should be to get back on friendly terms. At least make the effort. If they don't like the outcome they can like the effort and you can still try to bolster their business locally to prove your point. You do not want them talking bad about the station, so work on mending the fence even if that means you're on the other side of that fence.
