We just heard from one of our clients about a price negotiation that shocked their largest customer.  I want to share the story with you. First, some background. We delivered a price and value negotiations training program to a rubber industry client less than two years ago. They learned how to defend and protect their […]

Driving profitability improvement throughout an organization can be achieved in a variety of ways. Any number or combination of profit drivers can be leveraged to improve financial performance. However, all too often we see companies focused on just the margins themselves and not what’s driving them. Consider the sales team that is measured or rewarded based […]

The new year under way, and you’re searching for ways to improve your company’s profitability. No doubt, you have wrung costs to the minimum and continue to drive sales throughout your business . But where does your next margin opportunity lie? Where will you realize the greatest gain for your effort? Look no further than […]

No matter what type of business you are in, at some point, you will likely be faced with having to negotiate for the value that your firm delivers. That negotiation will be on price. Whether you are looking for a price increase for your goods or services or the buyer has decided to cut your […]

As the wholesale distribution industry experiences widespread industry consolidation, vendor reduction programs and growth in online commerce, industry participants are finding it increasingly difficult to compete for available volume and margin. While costs have been vigorously managed by most firms and sales volume gains continue to be pursued aggressively, the hunt for margin improvement eludes […]