Negotiating Discounts from Distributors and Manufacturers

Author: Brian Rhodes, Published on Feb 17, 2012

In competitive bids, an integrator's threshold between profit and loss can be very narrow with a single point being significant. Sometimes, purchasing large volumes of equipment seems to be the only obvious way to get discounts. In this update, we examine other tactics to successfuly negotiate additional discounts from your distributors and manufacturers.

Here are the six recommendations with details to follow:

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*** *** '******** ***** *******' (***) ** *** ************ *** is '*** ****' *********** ** *** * ******** ******* *******.

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*** *** **** ***** ************ ** ******* ******* ****** ** the **** '**** ** *********' (***).

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******* **** ************ ** *** ***** **** ** *** *** RFP/RFQ *********. 

**** ***, ************ **** **** ** **** ***** *** ******** resources ** **** *** *** **** *****/ *********** ********/ *****-**** kits *** *** ** *******.  ****** ****** **** **** *** communicate **** ******* ************ ******* (******* *** **** ** ** urgent ********) *** ***** ********** ******* ******* **** **** ***********.

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**** ** **** ***** ** **** **** ***** *** ***** with ********* ***** *******'* *********.

** *** **** * ************'* *****, **** **** **. ** upfront **** ******* **** ***. **** **** **** **** ** change **** *******, ***** ** *** **** ****** **** **** have *********: *******. 

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********* **** *** *********** ** *** ** ******* **** ************ training **** * *** ****.

* ****** ********* ** *********** ** *** **** ** ******** on * ************'* *******. ****** **** *********** **** *** ******** affect *** **** ** ********* *********, ** *** ****** *** integrator ******** **** ***** ** ******* **. ** ******* ** telling **** *** **** ****** ******* ********** *********** **** ******* a ****** ***-**** ********** *** **** *******'* *********.

********?

***** ** **** *** ******* **** *** ******* *****, *********** discounts ** ********* **** *** **** *******. ** *** *****? Disagree? **** ***** ******* ** *** ***?

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