Sales expected a lot but it didn’t work out.” “Yes, well too much was ordered.” “But that one client was going to buy it wasn’t he?” “Who came up with these ridiculous forecasts anyway?” “Maybe we should just wait a while and it will eventually start selling.” “Can’t we just send it back to the […]
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‘I understand you stopped offering promotional gifts and started donating the budget to charity? Well, that’s a great initiative. Really, admirable! But ehh, you did get me a box of red wine didn’t you?..’ F. 1000,- The time when buyers had to clear their entire garage to run a temporary wine trade is in the […]
The term ‘negotiate’ yields 71,5 million results in Google. But the fundamentals of powers in negotiating are actually quite easy. Just take the following three types of power in consideration to acheive next level negotiations: The power of position The power of timing The power of information I’m going to illustrate these three types by […]
Commercial companies often struggle with reliable purchasing performance measurement: who actually is the best buyer? Answer: in practice, the most successful buyer is often seen as the one who presents himself best. This means that there is little difference with a salesperson or account manager. However, in order to be able to assess procurement performance […]
I have bought in 4 different branches and the proportions between A-brands and private brands are exactly the same everywhere. The A-brand innovates, builds the market, takes control and drives sales. The private label follows, gives you brand awareness and margin. Purchasing a private brand sounds simple, but there are quite a few dangers lurking. […]
A negotiation process is usually an unfair process. This needs to end. Everyone is entitled to a fair price and to achieve this, it is important to work with transparent data and to have an open and honest conversation. As a young procurement professional, I looked up to the often experienced account managers on the […]