Article: Walking Away From a Customer Who Demands a Discount

Half OffHow do you usually react to a customer who insists on a discount?  Give in immediately for fear of losing business?  Get angry or argumentative?  Just say no?

Fred Warmbier, the owner of a finishing technologies company, wrote an excellent post recently on this topic for the You’re the Boss blog in The New York Times.  Of particular interest was his discussion of Tier 1 (profitable) vs. Tier 2 (less profitable) customers and his assessment of the sustainability of his competitors’ lower costs.  He draws on a realistic, common-sense approach when he notes that most customers don’t buy on price alone.  As Benjamin Franklin said, “The bitterness of poor quality remains long after the sweetness of low price is forgotten.”

Take a look at the full article here.





Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s