The Case of HEMA
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At HEMA the challange was that we sell a wide range of different products. That is: food, non-food and clothing. It is impossible to have an in-depth knowledge about every single product, so our buyers and category managers can use the assistance of clever tools. The raw material reports have begun to form a core component of every talk with a supplier.
We don not start negotiating without prior WTP preparation. Recently there was a tough negotiation with a supplier about plungers for example. It was about Wooden shaft (80 grams) and a rubber suction cup (100 grams), how difficult could it be? The prices had indeed risen the past few months, but in comparison to 2 years ago they had in fact gone down by about € 0.10. This insight proved valuable as we sell a substantial number of plungers. So, this insight saved us a lot of money. I believe in should costing and I am convinced that you get better results during negotiation when you negotiate based on facts. The world is becoming more transparent and we gladly invite and help spread that development.
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