Category Archives: Procurement

Sales Trend 7 – Buyer Behaviours in Transition


Sales Trend 7 from the Barrett 12 Sales Trends for 2016 Report is ‘Buyer Behaviours in Transition’. For some time now we have seen many suppliers falling victim to the ‘race to the bottom’ mentality and tactics driven by various businesses and their procurement teams, especially from the oligopolies that exist here in Australia and […]

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Buyer-Supplier Relationships: Finding Value beyond Price

educate your customers on value

A call to action – be a part of a ground breaking research project and tell us what you think about the current state of Buyer / Seller Relationships. (See our survey link below) We have previously written about the importance of healthy buyer-supplier relationships and how we are approaching a rather worrying state where […]

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How buying patterns have changed


Salespeople everywhere are faced with demands to meet increasingly high quotas in the face of growing market complexity and relentless financial pressure. There is also more competitors with Me2 products –just as good as brand names–, and an increased pressure on margins with buyers reluctant to make early commitments. Salespeople are facing demands like they […]

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What to do about badly informed buyers

What to do about badly informed buyers

‘A little knowledge is a dangerous thing’ is an 18th century saying that means a small amount of knowledge can mislead people into thinking that they are more expert than they really are. How true in today’s society. For example, the medical profession has warned people about their penchant for searching the Internet for symptoms […]

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How to avoid the ‘Race to the Bottom’ & mutual destruction


The recent news about Coles and Woolworths being taken to task by the ACCC for their questionable dealings with suppliers has highlighted a major problem plaguing customer-supplier relationships. Barrett’s first Sales Trend for 2015 is ‘Race to the Bottom’ because of the drastic impact this unsustainable pricing strategy is having on sales and buyer relationships. […]

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Sales Trend 9 – Procurement need to be solutions salespeople too

Procurement Process

The ninth Sales Trend for 2014 is ‘Procurement need to be solutions salespeople too’. The times are indeed changing with the function of Procurement becoming increasingly important as a conduit, an orchestrator if you will, of the co-creation of value with suppliers and internal stakeholders as well as right down the value chain to the […]

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The Latest (disturbing) Findings From The World of Sales

Business Deal

For the third year running I recently had the privilege and pleasure of attending, presenting and acting as MC at the CSE11, Asia Pacific’s Premier Sales Leadership Conference – “The New Era of Professional Selling; The Pathway from Supplier to Partner Status”. Over 150 delegates from Australia’s premium companies attended and we heard from some […]

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Procurement & Value Managed


‘Procurement & Value Managed’ was voted as the Number 8 for Sales Trends for 2011. In 2011 we are seeing the development, thinking and sophistication of the Procurement Profession accelerate. This progression will surely see procurement on the front foot of supply chain management. Around 60 percent of major global corporations now have Procurement and […]

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The New Age Customer

Excited Shopping Woman

In a world still recovering from the GFC and grappling with the buzz of social media, we are now in the midst of a war between retail and online shopping facing daily decisions about purchasing locally or overseas, and B2B sales teams challenged with moving from selling product transactions to being business people who can […]

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How your procurement practices affect your sales and brand

Ethical selling and procurement (purchasing) is now in the spotlight. Harvey Norman’s recent publicity surrounding their supposed sourcing and use of Australian native old growth forest timbers in their Chinese made furniture has drawn light on retail procurement practices. Harvey Norman have been asked by activist groups NGO Markets for Change and to explain […]

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