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Strategic Supply Management by Robert Trent

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MANAGING COSTS STRATEGICALLY

Talk about good fortune walking through the door! A young buyer responsible for obtaining materials to package automotive parts sat wondering what he could do to better manage corrugated costs. As he contemplated this very deep subject, a salesperson who had been trying to expand his business with this account entered the buyer’s office. Instead of his usual speech about why the buyer should purchase more from him, the salesperson took a different approach. He offered to work with the buyer to help control packaging costs. The buyer, obviously intrigued but somewhat skeptical, asked how that could be done.

The ...

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