Hardware Podcasts

139 - Delivering the Negotiating Experience with Erich Rifenburgh

People of Packaging · 22 Jun 2022 · 32m

What this episode covers

Erich Rifenburgh, principal of The Negotiation Experience, discusses his background transitioning from civil engineering and sales at Emerson Electric to founding his own negotiation training firm in 2016. He explains his methodology, which emphasizes preparation and information gathering over in-the-moment tactics, citing his work with major clients like Avery Dennison. Rifenburgh highlights the critical mismatch between sales and procurement perspectives, noting that sales teams often give away value early while procurement teams fail to gather sufficient intelligence on suppliers. The conversation addresses the current inflationary environment in packaging, where supply constraints have shifted leverage to sellers, requiring procurement to adapt their strategies from price-focused to relationship and allocation-focused negotiations.

Most relevant to

early-stage companies

Topics

Mentioned

Companies
The Negotiation Experience, Emerson Electric, Avery Dennison
Also
Never Split the Difference

Related episodes from other shows

Other shows on the same ground, closest first.

  • The Manufacturing Executive · 31m

    Transforming Procurement into a Highly Strategic Role

    Rob Pakalski, CEO & Co-Founder of Datum, draws on his experience at SpaceX and Virgin Hyperloop to argue that procurement must be a strategic, technical function rather than an administrative one. He explains how empowering procurement early in the design process ('designed for supply chain') and replacing tribal knowledge with data-driven tools allows companies to source parts faster and cheaper. Pakalski also discusses the shifting power dynamic between buyers and suppliers, emphasizing the need for good customer practices like flexible payment terms and proactive communication.

    Sourcing & supply chainManufacturing partners & offshoring
    6 chapters

  • The Manufacturing Executive · 19m

    Strategic Sourcing During Volatile Times w/ Jim Pratt

    Jim Pratt, Co-Founder and Managing Partner at Forsyth Advisors, discusses the current state of the supply chain crisis, noting that while the peak of shortages has passed, companies must now shore up weaknesses exposed by the demand surge. He advises manufacturers to focus on strategic sourcing, near-shoring, and automation rather than just negotiating lower prices with existing suppliers who are facing their own cost pressures. Pratt highlights specific challenges like commodity price volatility, container shortages, and the need for rapid redesigns to maintain competitiveness in volatile markets.

    Sourcing & supply chainPricing, margins & unit economics
    9 chapters

  • The Manufacturing Executive · 25m

    Mitigating Risk Through Smart Procurement w/ Aaron Brimer

    Aaron Brimer, founder of the Manufacturing Procurement Guy podcast, joins host Joe Sullivan to discuss mitigating supply chain risk through strategic procurement practices. Brimer emphasizes the critical importance of second sourcing, inventory buffers, and negotiating payment terms over just unit price. He also highlights the necessity of involving procurement early in the buying process to avoid technical lock-in and maintain leverage with vendors.

    Sourcing & supply chainPricing, margins & unit economics
    6 chapters

  • EMS@C-LEVEL · 14m

    Electronica 24: Supplyframe's Richard Barnett on Navigating Challenges and Opportunities in Supply Chains

    Richard Barnett, CMO and SaaS Sales Lead at Supplyframe, discusses the current state of the electronics supply chain with host Philip Stoten at Electronica 2024. They analyze the industry's shift from inventory rebalancing to proactive customer program reviews, emphasizing the need for speed and agility to handle compressed design cycles. The conversation highlights how digital transformation and AI can reduce the 'bullwhip effect' by improving transparency between EMS providers, OEMs, and distributors. Barnett argues for moving beyond transactional cost negotiations toward value-added partnerships and predictive insights to achieve sustainable margin growth.

    Sourcing & supply chainAI & machine learning
    5 chapters

  • The Startup CPG Podcast · 47m

    #128 Buyer Spotlight: Dwight Richmond, Town & Country Markets

    Dwight Richmond, Director of Center Store at Town & Country Markets, shares insights from his 30+ year career in grocery retail, including his time at Whole Foods Market and Dean & DeLuca. He discusses the strategic process of building retail sets, emphasizing the importance of data analysis (units vs. dollars), understanding consumer trends like the rise of cold-pressed juice, and the shift toward regenerative agriculture. Richmond also provides actionable advice for CPG brands on how to successfully pitch to buyers, navigate trade shows like Fancy Foods Las Vegas and Expo West, and the critical need for transparency and realistic expectations regarding packaging and distribution.

    Retail, wholesale & distributionValidation & product-market fit
    9 chapters

The summary, chapters and topics are generated from the episode’s audio by this directory, not written by People of Packaging. The episode itself belongs to its publisher.