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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

Purchasers’ turn to shine

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

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

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

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

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

A Better Way webinar – The Golden Rule of Negotiations – Nov.13

“Never enter negotiations without first researching what has happened to your supplier’s costs.” Why is this Golden Rule so important to our profession? Attend this 20-minute live webinar and find out. Rod Sherkin, president of ProPurchaser, not only explains where

Supply constraints propel spot ethylene prices in USA to three-month highs

Spot ethylene prices in USA peaked to a three month highs, with February volumes heard done at the 52- and 53-cent/lb levels, as per Platts. These levels were previously seen on November 10, 2010, while February spot ethylene was last