It was a great day to re-start writing. The more engaged suppliers came and buzzed their product offering, the closer I got my challenging chance to face them. This presentation got more value to our purchasing team.

1. AT T R AC T I V E D I S C O U N T S F R O M E N G AG E D
S U P P L I E R S
- B I K O G R O U P -
Get Better Deals

2. Preface
 If we’re on good terms with our suppliers, we have a
better chance of getting special deals or preferential
treatment. They might also be kinder to us if we ever
face a cash shortage and need some time to pay our
accounts.
 So, from these terms on we have chances to get
more discounts. There might be other kinds of
attractive offering caused of our commitment to
products from suppliers.

3. What We Prepare To Get Attractive Discounts
 Build The Relationship
Strengthen our relationship with suppliers further by
inviting them to events, sending them thank you
cards or emails and visiting their premises.
 Be Flexible
When we negotiate, explain the benefits we can offer
our suppliers so they support us in the future. For
instance, if we have a record of prompt payments,
our suppliers should expect to do us a favor in return
when we need one.

4.  Review Our Terms
Regularly review the terms each supplier provides
and ask our existing supplier to consider matching
the offer or improving their terms.
 Recognize Other Suppliers
Make sure we are aware of what could happen if
we were unable to make a payment on time.
Check whether they have “lighter” terms and
conditions of this case. For example, at what point
would a leasing or hire purchase company
repossess the equipment?

5.  Prioritize Our Suppliers
Decide which suppliers are critical and no
alternative supplier is immediately available.
Engaged suppliers who regularly maintain our
outstand stocks are often high on the list, as trying
out a new supplier can be a risk in itself.
 Communicate With Suppliers
Keep communication channels open to avoid small
problems becoming large ones and address issues
as soon as they occur. Keep informed about
developments at our suppliers.

6. What To Do When The Going Get Tough
 Ask the suppliers for even-even further discussions.
It might take much easier situation, when the
suppliers have other “less benefit” offerings. But if
they decide to retain their supplies, it will bother us to
maintain our relationship in ordering goods.
 Well, finally the prices are matched with the deals.
Then, what other big pictures are even hard/tough?

7. What Financial Matters To These Deals
 Facing Main Financial Difficulties
When our cash flow is tight, we may not be able to pay our bills on
time. If we manage the situation well, our creditors will have more
trust and confidence in us than before. If we manage it badly, the
situation can develop into a crisis.
- Take Action Fast
Suppliers will appreciate us being up front and contacting them early.
Offering to pay an invoice over the next three months is better than
saying nothing and hoping that the supplier won’t take any action.
- Talks To Our Banks
Supply regular management accounts, including cash flow forecasts
and brief commentary explaining variances. Be proactive, rather than
waiting to be asked for information
.
 Facing “Really Now Condition” Of Petty Cash
When the suppliers offer twice or three times credit payment and we
agree, they might sometimes ask if we have cash money for
completing the payment. We don’t need to pay it with cash money as
we deal it with credits before, even if we have enough cash money.

8. How To Write Email Of Requesting Discounts
 Here is the example of email:
Subject : Requesting Discount
Jakarta, ……………………......................
To: (Name of Merchandiser/Sales)
(Name of Supplier)
Dear Sirs,
Thank you for your commitment as our supplier for these five year-engaged relationship. Based on our weekly
order of (Name of Products) as usual, we would like to ask for a discount for this month. We ask for 15% off for
purchasing those mentioned items below:
1. ………………………………………………….
2. ………………………………………………….
3. ………………………………………………….
Please respond this email immediately. I am looking forward to hearing from you soon.
Sincerely Yours,
…………………………………………………….
Khrisma
Purchasing Administration Staff
 Send this kind of requesting discount by office email account in office hour.