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 […]
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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 […]
On January 1st everything is suddenly more expensive due to random price increases. Because…? There were fireworks? We’re putting up a new calendar? Someone heard a champagne cork pop? It seems like some sort of culturally decided habit, but as it often is with culture: what was the motivation behind these random price increases? In […]
By Jan Valkhof and Robert Driessen in DEAL! Buyers: The facts are there for the taking! Negotiating is inherent to buying, but does that mean that all buyers are good at it? And, if so, what is the quality of this competence based on? The ritual mating dance Experience shows that most negotiations still start from […]