The other night, my wife asked if the doctor had called with my test results. I told her he hadn’t, but that if he wasn’t worried, I wouldn’t be either. After all, I said, “He’s the best in the city.”
Her response was quick: “Everyone likes to think their doctor is the best in the city.”
She was right, of course. Who wants to think the person they trust with their health isn’t the best around?
It made me think about how manufacturers choose their suppliers. The same psychology applies. Nobody wants to believe they’re betting their production on anything less than the best option available.
Manufacturers Want Confidence, Not Just Product
When a manufacturer chooses a coatings partner, a metals processor, or an adhesives supplier, they’re not only buying a product; they’re also investing in a strategic relationship. They’re buying reliability, expertise, and assurance that they’ve chosen the right partner. Just like a patient with their doctor, they need to feel they’re in the hands of the best.
That feeling isn’t built on assumptions. It’s built on proof that you understand their business, can solve their problems, and will be there when things don’t go according to plan.
“Best” is a Moving Target
In medicine, there’s rarely one single treatment. In industrial supply, it’s the same. Some buyers will stick to traditional methods and products. Others will look for innovative formulations, greener alternatives, or cost-saving efficiencies.
If your company positions itself in only one way, without showing adaptability, you risk losing manufacturers to competitors who appear more innovative, more flexible, or simply more attuned to the changing pressures in the market.
The Cost of Complacency
It’s easy to assume long-standing relationships will carry you forward. However, just as patients sometimes seek second opinions, manufacturers continually evaluate whether they’re working with the right supplier.
They’ll ask themselves:
- Are we really getting the best performance for our cost?
- Is this supplier innovating to meet future demands?
- Do they understand the pressures we face in production and procurement?
If the answers fall short, they’ll look elsewhere—often before you even know you’re under review.
The Real Takeaway
Every manufacturer wants to believe they’re working with “the best in the city.” It’s up to you to show them that’s true. And you can’t do thot with just slogans or assumptions, but with proof, performance, and perspective that earns their confidence every time.
Because in your industry, just like in medicine, nobody wants to settle for second best.
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