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How do we negotiate better discounts from suppliers and how would you advise me to begin negotiations?

You need to be able to offer them something in return for what they’re (hopefully) offering you. That means you looking at your product offer and seeing if it’s possible to buy more from one supplier at the expense of a less successful brand. Are you prepared to give preferential visual merchandising space in-store? Or try to differentiate your offer buy going for brands that are trying to establish themselves in the marketplace. So few people are taking a risk on newer names that if you’re prepared to invest in them, it gives you a more powerful position in your negotiations with them.

Sandra Halliday, WGSN Global Managing Editor, WGSN


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