Good negotiation at MEDICA is about the total deal, not just the unit price. Suppliers can often move on quantities, payment terms, packaging or delivery more easily than on price alone. Prepare well and you can get better value while building a lasting relationship.
Before you negotiate
- Know your target price and your walk-away price.
- Know your yearly quantities per item. Real volumes get real prices.
- Collect quotes from two or three suppliers for comparison.
- Decide what matters most to you: price, quality, speed or flexibility.
At the stand
- Start with your needs, not the price. Explain your market, volumes and quality level.
- Ask for their best price on your actual list, not on single items.
- Discuss the whole package: price, minimum quantity, lead time, payment terms, packaging and branding.
- Trade, do not just ask. For example: a larger first order in return for a lower price, or faster payment in return for a discount.
- Get it in writing. Ask for a quotation by email after the fair.
What can usually be negotiated
- Unit price on larger volumes
- Free samples or sample cost refunded on the first order
- Lower minimum quantity for a first trial order
- Free private label or laser marking above a set quantity
- Payment terms after a good first order
What not to do
- Do not push the price so low that quality has to drop. A cheap instrument that fails costs more.
- Do not compare quotes on different terms. FOB and CIF prices are not the same (see Payment terms and Incoterms explained for medical importers).
- Do not promise volumes you cannot order.
Talk business with Tata Surgical
Bring your product list and volumes to Hall 10, Stand C32. We will give you a clear, written quotation after the fair.
Looking for instruments like these?
Browse our catalogue or send us your drawing. We reply with prices, lead time and shipping terms.
