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Before purchasing capital equipment it is sensible to obtain multiple quotations. Even if you regularly use the same supplier you should do this occasionally to make sure that you are getting best ‘value for money.’
We can help you ensure that you get best value for money by working with you and advising on:
- Producing a specification document to send to suppliers so that you get the right equipment for the job
- Visiting supplier premises to make capability assessments
- Producing matrices that can be used to identify the best supplier against a number of agreed criteria (a great technique for ruling out bias in a particular manager)
- Identifying further potential suppliers
A recent survey showed that the majority of people are afraid of asking for a discount, yet some companies are happy to give them when asked!
We can help save you money by negotiating on your behalf. Of course, this is a lot easier if in your supplier selection you have more than one potential supplier!
Supplier selection tip:
NEVER buy equipment on price alone. Make a value judgement taking in the quality of the equipment, the track record of the company, information on equipment durability, the performance of the equipment, the after sales support, the ease of cleaning, the staffing levels and ease of maintenance
For Example: Consider the clothes you wear and the place you live in - did you choose this on price alone?
Negotiating Tips
- When ever you get given a price always take a deep breath and appear despondent
- Try "You can do better than that..."
- Ask for a discount, you might be pleasantly surprised at the results. The worse you can get is a "No".
- Never give something for nothing. If they will not give a discount, try "If I recommend this price, what will you do for me?"
- Always try and make out that there is some one else that has to make the final decision (even if there is not). In this way you can say things like "I don’t think they will go with that price, but if you...do this...they might be more favourable."
- In negotiations, the one side that says the least normally gets the biggest advantage. So try "You can do better than that" or "I have had better offers" or "that’s too much" and then KEEP QUIET. The less you say, the more likely you are to save money.
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