A frame is a frame is a frame! Product duplication and repetition abound, and you can purchase frames from any one of more than 300 suppliers. So how do you decide which vendor, and how many, to buy from?

� Don�t buy frames. Buy service, information, integrity, retail strategies and sales support. You�re not just buying product; you�re forming a business partnership.

� Don�t be influenced by toaster ovens, watches, tote bags or the �promotion of the day.�

� Decide what�s most important to you, and select vendors that best meet your needs, both immediate and future. Be sure to share goals with your sales consultant.

� Streamline your bill paying and become a �bigger fish in a smaller pond� by limiting the number of vendors you do business with. Carefully select five to eight major suppliers, and two or three specialty lines. As a volume customer, you�ll cash in on larger discounts and extra co-op dollars, save time on numerous sales calls, avoid duplication and maintain a better control over product mix.

Once you establish business relationships with your suppliers, create an annual vendor evaluation checklist  to judge and compare their performance. Your board space represents valuable real estate, and your vendors should earn your business.

Remember, maintaining business relationships requires honesty, communications, trust and respect. Don�t be a �promo only� customer, a coupon shopper or a �one-night stand.� Make a commitment to be a loyal customer and business partner with your vendors.