Brendan Ó Floinn ran a small furniture workshop in Waterford and had never formally negotiated with a supplier. He assumed the prices on invoices were the prices.
Are supplier prices actually negotiable for small buyers?
More often than most small business owners expect. Brendan contacted his timber supplier after three years of consistent orders and asked directly whether volume commitments would change the unit price. The supplier offered a 7% reduction on orders placed at least six weeks in advance.
What information do I need before entering a negotiation?
Your own purchase history, the market rate from at least two alternative suppliers, and a clear sense of what you value beyond price. Brendan found that his supplier valued predictability more than volume. Offering a rolling three-month forecast was worth more in negotiation than pushing for a larger single order.
How do I compare supplier costs across different terms?
Build a simple comparison that accounts for payment terms, delivery lead times, and minimum order quantities alongside unit price. A supplier offering 5% lower unit cost but requiring 60-day payment terms may cost more in practice if you carry stock for 30 days.
Should I switch suppliers purely on cost?
Reliability and quality consistency have real cost implications that rarely appear on an invoice. Brendan tested a cheaper alternative supplier for one order and received a batch with inconsistent dimensions that required rework. The saving evaporated within that single job.