Últimamente he recibido algunas preguntas respecto a cómo dar precios cuando te quieren contratar como proveedor, por eso acá te quiero dejar algunos tips:
Primero ponte en los zapatos de tu cliente, piensa ¿Cómo quiere comprar ese cliente tus productos o servicios?
- ¿Es una compra de una sola vez?
- ¿Mensualmente?
- ¿Anualmente?
¿Por qué hacerte estas preguntas? Porque depende de cómo sea el escenario, puedes crear un modelo de precio y formas de pago que encaje con la forma en que tus clientes quieran comprar tus productos o servicios.
¿Entonces cómo puedo fijar una buena estrategia de precios si vendo al por mayor, o me convierto en proveedor de alguien, dando buen precio, pero sin afectar mi rentabilidad?
Para vender tus productos al por mayor, a otras personas que revenden tu producto, debes calcular los costos de producción y de mano de obra si lo aplica, y el margen de ganancia que le quieras ganar, el cual jamás recomiendo sea menos del 30%.
Acá te dejo otro artículo donde te explico cómo poner precios a tus productos o servicios, paso a paso.
Una vez tengas fijados tus precios al por mayor:
#1. Te conviene hacer negociaciones a largo plazo:
Eres capaz de ofrecerle mejores condiciones a tus clientes si establecen contrato a largo plazo. Ya que no vas a tener que estar negociando constantemente, lo que significa que durante ese plazo de tiempo ya tienes aseguradas esas ventas. Lo que te permite poder de una manera más certera poder dar un mejor precio que tu precio de lista y ajustar un poquito tus márgenes.
Ojo, con las condiciones de los contratos, para temas de contratos comerciales, siempre les recomiendo que se asesoren con su abogado, no lo hagan solos, busca una persona profesional para que vele por tus mejores intereses, creo que no vale la pena poner en riesgo todo por ahorrarnos unos cuantos reales para que una persona idenea verifique que todo está O.K. la paz no tiene precio.
#2. Que compren volumen:
Si logras que te compren por volumen es buenísimo para ti, ya que no deberás esforzarte tanto para realizar más ventas y cubrir con tu couta de ventas, tendrás más rotación de inventario y de flujo de efectivo, por lo general el cliente, espera que por comrpar por volumen le puedas dar un mejor precio que el precio de lista.
De repente dependiendo del tipo de negocio, pudieras armar paquetes por cantidades de unidades compradas, luego de calcular bien tus precios, poder mejorarlo un poco más para el cliente, ejemplo hipotético:
- Si compra de 0 – 500 unidades = $5.00 precio unitario
- Si compra de 501 – 1000 unidades = $4.50 precio unitario
- Si compra de 1001 – 3000 unidades = $4.00 precio unitario
Este es solo un ejemplo, puedes aplicarlo para tus productos y precios.
Háblale a tu cliente de la ventaja que tendrá por comprar por volumen, una de ellas es que podrá centralizar las compras con un solo proveedor (tú), operativamente se ahorra, tiempo y dinero ya que resulta más fácil manejar la comunicación y logística dentro de su negocio.
#3. Diferénciate de los demás proveedores, no solo dale a tu cliente un producto, dale un servicio.
La relación con tu cliente es vital para mantener el negocio andando. Tu cliente, puede si quiere cambiar de proveedor si ve que no se le está cumpliendo los acuerdos de su contrato, o que se le entrega tarde la mercancía, o que simplemente las personas que le atienden no tienen buena actitud.
Tómate el tiempo para conocer a tu cliente, conocer sus necesidades y tratar de hacer lo posible por suplirlas. Estar en comunicación envía el mensaje que te importa mantener la relación profesional y laboral, que quieres mantenerlo como tu cliente.
Definitivamente que tiene que haber una buena planificación inicial de tu parte como capital que vas a invertir para mantener el inventario que necesitas para suplirle a tu cliente y en el tiempo que lo requiera.
Haz propuestas en función al volumen. Si puedes ofrecer o cazar más de un producto o servicio a un solo cliente, ¡hazlo! Los clientes quieren que les resuelvan. Si puedes solucionarle más de un problema, estará contento con tus servicios, ya que le optimizas sus operaciones administrativas y puede obtener mejor precio. Ejemplo: Un proveedor de servicios de limpieza de oficinas puede ser el mismo proveedor de servicios de mantenimiento.
Como siempre espero que estos tips te ayuden, te sirvan para seguir viendo de lo que te apasiona hacer.
Me cuentas qué te pareció el artículo, si tienes una sugerencia, duda o pregunta, ¡Escríbeme! y si te gustó COMPÁRTELO =)
Un abrazo,
Sophia
Mentora y Coach de Finanzas.
42 comentarios en “Cómo dar precio como proveedor sin perjudicar tu ganancia”
Gracias por tus consejos! Los tendré muy en cuenta!
Muchisimas gracias Sophia, necesitaba con urgencia este tema y como siempre das en el punto. Y claro q me super ayudo el tema.
Excelentes tus consejos, lo que dices sobre ofrecerle más que un producto ofrecerle soluciones es muy importante; fidelizar al cliente. Gracias por compartir tus conocimientos
Gracias estimada Sophia por sus atinados comentarios, serán de utilidad y serán tomados en cuenta. Saludos …
Gracias por la ayuda
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