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| 14. |
How will my suppliers react when I start using the Sourcing Portal? |
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As an important customer of your suppliers, you have decided to replace the analogue fax machine with a digital equivalent. You are not hurting their interests in any manner, you are simply asking them to support you with your intentions to streamline your business processes, just like they accepted to comply when your company switched from telex to fax 2 or 3 decades ago. Business-wise nothing is altered:- You are sending them the same request as always, albeit in a digital form;
- It is you, the buyer [and not ChemUnity] who takes the purchase decision;
- Like a fax, your RFQ is not anonymous: they know who they are dealing with;
- If suppliers have "intangible" differentiators (good service record, broader range of offerings, etc.) this remains unaffected;
- The Sourcing Portal replicates accepted negotiation methods rather reducing everything back to the one-dimensional price issue in an extremely supplier-unfriendly environment [such as a reverse auction].
Out of over 400 suppliers that have been invited to date by our customers less than ½ percent has refused to cooperate after having understood their customer's request.
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