Bang! – Clash! – Clatter! is our framework for understanding what happens to both buyers and sellers when prices must go up. This post discusses Clatter! See the end of the post for a short explanation.
Customers and suppliers may communicate when price increases hit real paperwork. Purchase Orders with inflexible terms may be rejected by suppliers. Invoices with extra fees or handling charges may be rejected in total. Disruptions may delay completing transactions until neither party is happy with the supply and costs.
Industries that have had less historical competition (such as semiconductors or pharma) are seeing increased competition – good for customers. Industries with long term improvements in cost/performance (computing, technology devices) will see real cost increases. Communications and uncontrolled news drive the size of the Clash! between parties, the resolution time, and costs.
Clatter is inevitable but getting out in front of it can minimize the fallout for your sales force. If you’re experiencing challenges as you raise prices, contact us at https://www.ekalore.com/contact
Read this post and others about sales strategy at - https://www.ekalore.com/salesstrategy
Bang! Things happen, Clash! Buyer and Seller organizations collide. Clatter! Relationships change or end because of pricing pressure.
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