Did you help your salesman go on their President's Club Trip?

Do you have a LEVEL playing field with your vendor?

When your salesman prepares to negotiate with you, he's armed with the knowledge of what all of your peers and competitors have paid for his products with similar configurations, as well as what negotiation strategies have worked to get your peers to spend the most or least money. Your salesman has access to a pricing database and is constantly comparing notes with his fellow salesmen. Doesn't it make sense for you to LEVEL THE PLAYING FIELD and compare notes with your peers? 

Take a look at the comparison below, does this sound like a LEVEL playing field to you?

What your Vendor Salesman has at his fingertips

This is his full-time job
  • Years of sales experience selling his product every day
  • Compensation tied almost exclusively to getting you to spend as much money as possible on this deal
  • An account plan - a book on how to sell your company

What you likely have at your fingertips

This is part of your job
  • An annual event with not much time to prepare
  • Dozens of other projects and responsibilities
  • An assignment to buy a specific product, without a competitive alternative
He has all the information he needs to negotiate a deal in his favor
  • Exact details on what you've purchased from his company and possibly others in the past
  • Extensive hours of strategic selling courses geared to his product
  • Historical, accurate list prices and bottom line pricing
  • The discount your company received and how that compares to other deals in the market
  • Where he made money on your last deal as well as where his profit is on this deal
  • How he closed the last sale with you
  • What he held back in the last deal that he could have given you
  • Access to every deal his company has sold to date across the world
You lack the information you need to negotiate successfully
  • Like just summary detail on what you've purchased from his company
  • Experience in your job dealing with a multitude of types of vendors, and a negotiation course or two
  • Some outdated list pricing you found online
  • Can't find the discount - vendor didn't provide it
  • No idea of his compensation plan
  • You can't remember how the last deal closed
  • No idea what else you could have or SHOULD HAVE negotiated
  • No access to the deals your peers have negotiated
  • Not really sure what your peers are buying competitively
He knows the competitive landscape
  • What your immediate peers are buying and the competitor to avoid
  • What your immediate peers have paid and are currently negotiating
  • How much he can discount before he has to get his management involved, how low he can go on this deal
  • What contract terms he can concede and what his company has agreed to with your peers.
You have a hard time keeping up with the competitive landscape
  • Not really sure what your peers are buying competitively
  • Not sure who they react to competitively from a pricing standpoint
  • You think your discount is good, but not really sure
  • You know the contract terms you want, but not sure how hard to push
  • You don't have time to be creative on additional terms and conditions that will make the deal better

Your peers are now sharing and comparing results in effort to LEVEL THE PLAYING FIELD with your vendors. Level Negotiations is the coordinator of this group of your peers and is armed with a group of experienced ex-vendor sales executives to help you.

“Level has the best market intelligence out there. It’s actionable, it’s great!”
– Director of IT Procurement, Fortune 100