It’s still quite scary out there: recession clouds are still lurking. Sales volumes are struggling to rise; unfortunately, costs are struggling less, as suppliers pile on price increases, citing higher raw material costs as the reason. Call to action What
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
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
The arithmetic is simple: profits are being squeezed. Finding ways to drive down costs lower than your competition’s has become more important than ever. Here, we describe a different approach to supplier negotiations that might help you gain an edge.
In a Perfect World Imagine the negotiating edge you would have if you knew—and could demonstrate—what you SHOULD be paying for the products you buy, especially when suppliers come to you with sad tales about price increases they just can’t
Dear Colleague Back in 2003, we created a simple, on-line survey to help Purchasing Professionals gauge their organization’s overall purchasing effectiveness. The goals were to first measure attitudes and practices, and then offer concrete suggestions for making improvements. The initiative
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 struggle to find good-fit suppliers never ends. Unfortunately, you can’t find them from your office or even on the Internet. The solution is an old fashion plant tour. This Negotiating Nugget describes why plant tours are so important, and explains how to get the most from the time you invest in them. Allow yourself 5 minutes.
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