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Loyalty counts

Ready-mix suppliers treasure customers who stick with them instead of shopping around for a better price. "They see us as a partner with that correct solution rather than just a supplier," Frentress says.

"Our best customers are our most knowledgeable customers," Hannon points out. "They understand that quality is more important than price. Poor quality directly affects their bottom line. They aren't willing to take the risk with a less reliable supplier."

But loyalty is a two-way street, something that must be earned. "You have to give them service; you have to give them quality," emphasizes Suzio. "Some people are going to solely price shop and those aren't the customers we want. We aren't selling an off-the-shelf product here. They have a design we have to meet. We're not always comparing apples to apples."

How to improve your ready mix relationship

By planning ahead and communicating as they go, concrete contractors can improve their relationships with ready-mix suppliers. "When we show up on the job and the customer is not ready or they order 30 yds. and they need 130, that delays our schedule for the entire day to get them the extra concrete," Suzio points out. "The next time around, that might be the reason why we're late on their job."

Hannon says, "Good concrete contractors don't automatically blame problems on the concrete supplier because they understand that proper placing and finishing techniques are equally important for a quality concrete job. They choose a supplier with a certified lab with certified technicians to ensure the quality of materials and product."