Cost Pass-Through

How to Run a Price Negotiation: From Cost Inventory to a Four-Category Request

In Japan, 90.7% of small suppliers now get a price negotiation. Only 54.2% of the increase actually passes through. The bottleneck is no longer access to the table, it is what you bring to it. Here is the four-category structure the JFTC guideline sets out, why you should not hand your cost sheet to the buyer, and four ways to build the number you ask for.