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Last updated on 2024年8月9日

How do you negotiate with suppliers to secure alternative sources during supply chain disruptions?

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Navigating supply chain disruptions requires agility and a proactive approach, especially when it comes to maintaining a steady flow of goods. As someone involved in retail operations, you understand the importance of having reliable suppliers. But what happens when your usual supply lines are compromised? Negotiating with suppliers to secure alternative sources is a critical skill. It involves understanding market dynamics, leveraging relationships, and being creative in problem-solving. Whether it's due to unexpected demand, natural disasters, or geopolitical tensions, having the ability to quickly pivot and negotiate effectively with new or existing suppliers can keep your operations running smoothly.

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Narsing Rao

Empowering Organizations to Transform Supply Chains into Growth Engines | Driving Operational Excellence and…

1 Assess Needs

Before reaching out to new suppliers, take stock of your current inventory and forecasted needs. This assessment allows you to approach negotiations with clarity about the quantities, timelines, and specifications required. When you have a clear picture of what you need, you can communicate more effectively with potential suppliers. This also helps in establishing credibility and seriousness in the negotiation process. Suppliers are more likely to engage in discussions if they see that you have done your homework and understand your own requirements.

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Narsing Rao

Empowering Organizations to Transform Supply Chains into Growth Engines | Driving Operational Excellence and Sustainability | Logistics Innovator
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Strengthen existing supplier relationships by increasing transparency and sharing more information about risk management strategies. Implement dual or multi-sourcing strategies to reduce reliance on a single supplier, which is valuable in securing alternative sources. Use AI tools for quicker identification and pre-qualification of new suppliers, enhancing your ability to adapt swiftly during disruptions. Also, consider revising contract terms regularly to address unexpected disruptions, including force majeure clauses to manage risk effectively.

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Jose Luis Torres Herrera

consultor compras
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Lo primero es conversar con la gerencia de ventas y comercial para ver sus estimados de ventas despues con produccion respecto a capacidades, distribucion y por ultimo la estadistica como han sido las ventas los meses o a?os pasados. con dicha informacion recien reviso mis inventarios vencimiento de los productos si son perecibles con dicha informacion reuno a mis proveedores para ver sus capacidades y realizo mi cronograma de entregas con ellos

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2 Market Research

Conduct thorough market research to identify potential alternative suppliers. This involves understanding who has the capacity to meet your needs and what the current market rates are for the goods you require. By being well-informed, you can enter negotiations with a strong knowledge base, which will help in discussing terms and prices. Knowledge of the market also gives you leverage, as suppliers are more likely to offer competitive rates if they know you have other options.

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Jose Luis Torres Herrera

consultor compras
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Primero revisar el mercado cuantos y que proveedores podrian hacer el producto citarlos solicitandoles su Brochurd para revisar sus clientes, ver sus espaldas financieras, calidad de producto, conversar con sus clientes despues se le envia la ficha tecnica para hacer una peque?a prueba en liniea para ver como se comporta su producto y despues nos sentamos para definir el precio consumos y cgonogramas de entrega. siempre al principio no dejar al proveedor actual hasta que nos de seguridad y tranquilidad el nuevo proveedor

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3 Build Rapport

Building a good rapport with new suppliers is essential. Start by establishing trust and demonstrating your company's values and reliability. Personal connections can be pivotal in securing favorable terms , especially during disruptions when suppliers are likely to prioritize their most trusted partners. Be respectful and show appreciation for their time and resources. A positive relationship can lead to better cooperation and understanding, which is invaluable during negotiations.

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Jose Luis Torres Herrera

consultor compras
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con el de etiquetas el proveedor se le debe de hacer conocer los comportamientos de cada uno de los productos y si tiene que crecer tendra que hacerlo con el de insumos debe de tener claro que su producto debe de pasar un filtro el cual nos garantice que no va a tener problemas de ninguna clase ya que el puede estar consumiendo ese producto. el de envases debe de tener en cuenta que si se da?a dicho producto o se contamina por no tener ermeticidad no saldra al mercado y lo que no se vende hoy no se vendera ma?ana por eso se le solicita que tenga cuidado desde la produccion yla entrega en nuestras lineas de produccion. Todos nuestros proveedores son nuestros socios extrategicos son parte del engranaje de nuestras lineas de produccion

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4 Flexible Terms

Be prepared to negotiate flexible terms that can benefit both parties. This could mean agreeing on adjustable delivery schedules, volume commitments, or even pricing structures. Flexibility can be a strong incentive for suppliers, especially if they are looking to offload excess inventory or fill gaps in their order books. By showing willingness to accommodate their needs as well, you create a partnership rather than a simple buyer-seller relationship.

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Jose Luis Torres Herrera

consultor compras
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Esto es un ganar ganar los horarios se establecen de acuerdo a las necesidad de ambas partes en donde se llega a un punto medio sus prioridad vs nuestras prioridades sus unidades pueden entregar como las nuestras la estructura de precios de igual forma se trabaja con libros abiertos estableciendo la utilidad de manera clara sin llegar a perjudicar a ninguna de las partes. Para poder reducir el excedente podrias llegar a un acuerdo con el proveedor para que lo venda o uno podria venderlo y si es un producto a la medida podria destruirse y volver a hacer reduciendo los costos.

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5 Leverage Networks

Utilize your professional networks to find supplier recommendations and introductions. Often, the best leads come from within your industry connections. These referrals can fast-track the negotiation process as there's an implied level of trust and credibility. Attending industry events, participating in forums, and staying active in professional groups can expand your network and open doors to potential suppliers that you might not find through traditional sourcing methods.

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Jose Luis Torres Herrera

consultor compras
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Lo que a mi me a resultado es la recomendacion de los proveedores actuales, las ferias, google, los agentes de aduanes a quienes les solicito saber quienes estan trayendo los productos que necesito y si mi competencia lo esta comprando eso no significa que yo no maneje mi ficha tecnica , la visista a la planta de produccion en donde reviso capacidades estado de maquinas sus mantenimientos preventivos programados, revision a que cleintes atiende, planes de contingencia

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6 Plan B Options

Always have 'Plan B' options in place when negotiating. Suppliers need to understand that while you're interested in their offer, you have alternatives. This not only provides you with a safety net should negotiations fall through but also positions you strongly in discussions. Knowing that you have multiple options can compel suppliers to present their best offer upfront, ensuring you secure the most favorable terms possible.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How do you negotiate with suppliers to secure alternative sources during supply chain disruptions?

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1 Assess Needs

2 Market Research

3 Build Rapport

4 Flexible Terms

5 Leverage Networks

6 Plan B Options

7 Here’s what else to consider

Retail Operations

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