What does a trade customer check before opening a supply account?
Answer
They check whether you hold the range in depth, the account terms available, and whether there is technical support behind the counter. Trade customers buy on availability and advice, so depth in a narrower range beats breadth without stock.
A contractor needs a supplier who has the part today and can advise on the substitute if not.
Information to make clear
Use the fields that affect this buying decision. Leave unsupported claims out.
- Product categories and range depth
- Depth in the categories you serve beats breadth without stock.
- Stock availability by location
- Trade buying is same-day buying.
- Branch or collection locations
- Proximity matters more than price for many orders.
- Account terms
- Credit terms and account application requirements.
- Technical support available
- Advice behind the counter is a real differentiator.
- Delivery options and cut-off times
- Same-day and next-day change the proposition.
- Trade pricing structure
- Tiers, volume discounts and contract pricing.
Documents to prepare
State what can be published, shared on request or issued with an order.
| Document | What it supports | Suggested handling |
|---|---|---|
| Account application requirementsMay be requested at: first contact | What is needed to open a trade account and how long it takes | Publish |
| Product range with stock indicationMay be requested at: every order | What you carry and what is actually available | Publish |
| Trading terms documentMay be requested at: account opening | Credit terms, limits and pricing structure | Publish |
| Product technical dataMay be requested at: product selection | Specifications and datasheets for what you sell | Publish |
| Compliance documentationMay be requested at: regulated goods | Certification for regulated products, passed through | Share on request |
| Returns and exchange policyMay be requested at: before ordering | How unused and faulty goods are handled | Publish |
| Delivery and collection cut-off timesMay be requested at: ordering | When an order today arrives | Publish |
Details to ask in an enquiry
Collect only the information needed to assess the request and respond.
- Trade or business type
- Determines eligibility and pricing tier.
- Product categories required
- The commercial fit.
- Typical order value and frequency
- Sets the terms.
- Account type needed
- Credit or cash account.
- Locations used
- Branch proximity matters.
- Delivery or collection preference
- Shapes the service offered.
Related questions
What matters more, range or stock?
Stock, decisively. A trade customer needs the item today, and a supplier with deep stock in a focused range beats one with a wide catalogue and long lead times. Publishing real availability by location is worth more than adding lines to the catalogue.
Is technical support a real differentiator?
It is one of the few remaining ones. Trade customers regularly need a specification checked or a substitute suggested, and a counter or phone line that answers competently earns loyalty that pricing alone does not. It is worth featuring rather than assuming.
How should account opening be presented?
As a short, clear process with the requirements listed and a realistic timescale. Trade customers open accounts when they need something urgently, so friction at that moment sends them to whoever makes it simplest.
This is an editorial checklist, not a compliance standard. Requirements vary by market, customer and contract. Confirm current requirements with the responsible technical and commercial teams.
Plact Research. Plact's editorial desk for buyer-evidence guides. The guides organize common buyer questions, documents and enquiry fields. Requirements should be checked against current standards, regulations and contracts.