Thursday, June 02, 2005

The Cram Down................REJECTED!

An update on my client who had himself a little bit of a show down with a BIG BOX retailer.

My guy stood his ground and the retailer backed down on the return issue. While this may have damaged a relationship, you never want to be in the position where you are at the mercy of one customer, as this young guy was. But the bottom line is that you have to establish yourself as a stand up, take no crap type of guy/gal.

The underlying motivation of the retailer in taking this course of action (no matter how transparent) is that they are looking for some sort of discount on goods that they have previously purchased and agreed to pay for (So keep this in mind all of you little guys). While this often leave room for both the buyer and seller to save face (and the relationship), do not immediately go cap in hand to your customer by acquiescing to their every demand............they need you as much as you need them (Your customers are just better a keeping a poker face).


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