Pushing back against tariffs
Nothing is forever. Watch this three-minute video to gain insights on how to push back against cost increases of any kind including tariffs.
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Category Management Made Easy
In the early 1990s, legendary Texas Grocer H-E-B was faced with a challenge. The retailer was growing rapidly, but so were its competitors. To stay ahead, H-E-B needed a strategy that would streamline operations, enhance
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Negotiation is Really Just a Problem-Solving Exercise
The Simple Truth In most instances, business negotiation is simply a problem-solving exercise. You have unmet needs you believe your counterpart can satisfy, which is why you engaged them in the first place. Likewise, your
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Star Tribune: In tug-of-war over prices, grocers seek to wrest some control from food companies
Daniel Duty discusses the current price tug-of-war between suppliers and retailers in an article from the Star Tribune titled “In tug-of-war over prices, grocers seek to wrest some control from food companies”. Retailers try to
It’s JBP Season: Time to Change the Game?
“As a strategic partner we’re asking you to invest in our business to the tune of 1700bps.” “Beginning the 1st of the month, costs on our products are increasing 27%.” Sound familiar? After all, its
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Those Persistent Cost Increases: What Are You Getting in Return Buyers?
It was the fourth call in a week on the same topic from a buyer at one of our retail clients: “I’ve literally received 40 cost increases from my suppliers in the last two weeks
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Page 1 Podcast: Negotiating with your Buyer
As businessowners and entrepreneurs, we’ve all negotiated with someone—whether that be buyers, clients, or manufacturers. Just two months into COVID-19, and you may also be considering a renegotiation with your landlord of your office lease—if
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Negotiating at a Distance
In every negotiation, information is power. Information is leverage. Information allows us to create better, value-creating deals by helping us understand the underlying needs and interests of each side. This become much more difficult in
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The Power of Context
Would you rather earn $50,000 or $100,000? It turns out the answer is very different depending on the salaries of others. A Harvard study found that over half its’ respondents would prefer to live in
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Negotiations: Asking the Right Questions in the Right Way
As I was negotiating a deal for two parties that had the potential to create a real win-win for both, I found myself continuously irritated by the person on the other side of the table.
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