1 Become an expert at decals. Manufacturers need original equipment manufacturer (OEM) labels when selling their products, be it to automotive or another industry. “Decals with the appropriate adhesive strength are paramount for warning labels, instructions and brand decals,” Buchanan says. Approach clients with solutions that follow the intricate guidelines of their regulatory systems, and you’ll be a partner for life.

2 Invest in employee retention. “It’s expensive to lose a labor worker, or even pay the price of employees missing days,” says Buchanan. “Incentives for days on the job, days without incident, promotions and achievements all fall under the category of positive reinforcement.” Awards like branded work apparel and hard hat decals are huge among union workers. These products signal belonging, loyalty and achievement, and can be part of a larger plan to show appreciation.

3 Play the long game. The manufacturing industry ebbs and flows, so it’s important to be conservative with inventory in company stores and orders. “Instead of just trying to get a big pay day, you want to prove that you have their best interest in mind,” Buchanan says. “Ask about projections for the current year and give them options that will help their cash flow.” This solidifies long-term relationships and leads to more consistency in your own business as well.