There s a good reason you have the business now, but your competitors are waiting for a chance to leap in. Unfortunately, they may not know some of the pitfalls inherent in the business and will underestimate their costs. You re dealing with a buyer who s removed from your performance at the plant level. Discuss your dilemma with your daily plant contacts to learn whether they can intervene effectively on your behalf. Look at the total picture.
Buyers don t like to change suppliers.
After becoming fully informed, plead your case. The choices will be the sure option of agreeing to the price cut, maintaining your prices or proposing something in between, aware that either of the latter may result in the loss of the business. Remember, the buyer is probably not in a negotiating position. It will take a strong case for him to persuade his superiors to accept less than their universal demands. Send it to us .