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Don’t Sweat the Details – It’s the Direction that Counts

Years ago, while working for Green Giant, I phoned our steel can sales rep to ask for a 4% reduction. We had information suggesting steel prices had fallen 8%. He certainly wasn’t very happy and, as expected, argued against any

The Marketplace and the Five-Hundred Pound Gorilla
A Supplier’s Advice for Purchasing Custom Tradeshow Exhibits & Environments

Dear Purchasing Professional, We usually don’t get to speak with you directly when we respond to an RFP. But if we could, this is what we’d say. We’d like you to know that to get the best value when buying

Use labor productivity to drive down purchase costs

 Suppliers often use wage increases to justify nudging up prices each year, usually 1 or 2%. And it’s hard to argue: – seems reasonable, and it’s less than inflation. But wages aren’t the real issue – labor costs are. And

BEATING THE BUDGET BLUES

ProPurchaser INSIGHT: Tired of being blamed for price increases that you have no control over?  There is a solution.  The annual ritual Most Purchasers are called upon each year to prepare a budget for the products they buy. Given the

GREENDEX: Survey of Sustainable Consumption

If your business is expanding into new markets or facing competition in existing ones, can you benefit from enhancing your green credentials to meet consumer preferences? Greening your supply chain could provide a competitive edge in markets where consumers are increasingly

Rack Up Savings

Stan Hankowski, a seasoned Buyer with a major American retailer tells an intriguing story that shows how Purchasers can help themselves by helping their suppliers. He went to market last year to buy steel racking. He expected higher prices because he’d

Fishing with Suppliers: A ProPurchaser CORE PRACTICE

ProPurchaser CORE PRACTICE #5: Go “Fishing” with Suppliers.   I once had a very smart boss whose favorite expression was “Fish where the big fish are!” So where do the “big fish” lurk for reducing costs for the products and

Has our profession made strides over the last 7 years? – Part 1

Results of two time-staggered surveys As you may know, back in 2003, we asked people to fill in an on-line survey to help Purchasing Professionals gauge their organization’s overall purchasing effectiveness. We asked 7 questions that touched on senior management

A BETTER WAY TO NEGOTIATE

A ProPurchaser CORE PRACTICE: Never enter negotiations without first researching what has happened to your supplier’s costs Two Ways We Engage with Suppliers As Purchasing professionals, we use two main approaches to establishing prices with suppliers. The first is through