Voted Best Answer
Mar 06, 2019 - 12:21 AM
As we're only a small customer, we don't have much bargaining power with publishers.
But I always treat it as a buyer's market instead of a seller's market. My biggest wins come from when I'm upfront to resellers at the point of approach that we have a strongly enforced procurement policy of:
+ needing multiple quotes for all orders
+ not accepting revised quotes (first submissions are treated as final submissions)
+ not having to go with the cheapest offering if there's a clear justification
so always give me the best possible price with excellent service levels or I'll walk away.
Walking away isn't difficult, because we're always being approached by suppliers we don't already use, or being assigned a new sales manager at existing suppliers. Take advantage of loss-leader offers and introductory pricing. As long as you're friendly, honest and non-committal, they keep coming back for opportunities.
Of course this doesn't help as much when there's only on supplier available (direct sales, official distributor), but always check.