Showing posts with label SuperNAM. Show all posts
Showing posts with label SuperNAM. Show all posts
Friday, 5 July 2013

Calculating the actual outcome of a negotiation session - the real P&L of the deal...

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As we begin (!) to emerge from the effects of the global financial crisis, survival-minded suppliers and retailers can benefit from maintai...
Wednesday, 26 June 2013

When the Buyer wants to negotiate via your local annual report

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The growing sensitivity re. corporation tax compliance has made the issue of local profitability a talking-point, and thereby increased the...
Tuesday, 28 May 2013

Improving the buyer's Net Margin, without giving more Gross Margin

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B:  I’m glad you’re here. Following last week’s release of our latest annual report, I’m getting a lot of grief from upstairs about our ov...
Wednesday, 22 May 2013

When the Buyer says your supplier margin is too big....

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With retailers struggling on 4% Net Margin, whilst many suppliers are in trouble on anything less than 9%, the buyer may claim that you are...
Thursday, 21 March 2013

Reduced value packs - how it sounds to the buyer….

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Given the latest Which? report showing that household brands are disguising price increases by reducing pack sizes by up to 25%, and somet...
Monday, 18 March 2013

Settlement discount - how to negotiate earlier payment

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Given the news that HMV and Blockbuster 'owed £490m' to creditors when they collapsed after Christmas, it is important that suppli...
Monday, 11 March 2013

Discounts for ‘investment in joint growth’ - how to say 'no'…

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With retailers hoping to recoup trading losses via additional discounts on agreed invoice prices, it is vital to refuse. This is not only be...
Monday, 25 February 2013

Measuring value for the buyer? When the buyer needs convincing his gain is greater than your cost...

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S:    …and, as you know, we still need to solve this problem of your out-of-stocks Thursdays…how about upping the weekly order? B:    No wa...
Friday, 22 February 2013

When the buyer says 'the retail margin is too small'... How to shift the buyer's point of view

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S:   ....and with our retail margin of 22%.... B:    It's too small.  Our average margin for the category is 28% S:    So, your av...
Wednesday, 20 February 2013

When the buyer wants too much - how to say 'no'...

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S:    Sorry, we don’t give Early Payment Discounts… B:    We have a new policy on invoice payment and we are asking all suppliers for Settl...
Tuesday, 12 February 2013

When the buyer does not benefit personally/directly from your rebate..

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S:   …and of course, you also have a 2% early payment discount… B:   ..that money goes to the Finance department.., it doesn’t benefit me....
Friday, 8 February 2013

When the buyer knocks your trade spend…

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S:   ….and I am offering £50k to support this price promotion, subject to conditions,… B:   £50k is not very much… S:   How come? B:  ...