The price-value equation

Purchasers are in danger of getting less co-operation from marketing suppliers by pushing too hard on price and forgetting about value, warns David Laybourne

An argument is raging over the involvement of procurement departments in buying marketing services. Despite the importance of gaining cost-effectiveness, many suppliers are "calling time" on it. They are, in effect, saying they cannot make the further cuts required to maintain bargain basement prices without quality and service suffering. They argue that supply chain...

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