That first quote? It's not final

Hey there,

MALIGAYANG PASKO from the Philippines! If you’re reading this on Christmas Day, I hope you’re slowing down, even just a little.

Last week we talked about knowing where you stand with suppliers.
This week, I want to talk about something that fits this season surprisingly well:

Better conversations.

Most founders don’t accept a supplier’s first offer due to weakness.
They accept it because they don’t know what’s fair to ask for.

And Christmas, of all times, is when relationships, not transactions, matter most.

The Big Misunderstanding

The first quote your supplier sends?

That’s not a final answer.
It’s a conversation starter.

Suppliers expect discussion.
What they don’t love is chaos, pressure, or surprise demands.

Clear, respectful negotiation actually makes you a better customer.

 7 Things You Can (and Should) Negotiate

Think of this as your “quiet Christmas checklist”:

1. Payment terms
   30/70 isn’t law. Net 30, 45 or 60 is often possible, especially with history.
   

2. MOQs
   The stated minimum is a preference, not a command. First orders often have flexibility.
   

3. Sampling costs
   Serious buyers with clear intent often get these waived or credited.
   

4. Lead times
   Quoted timelines usually include internal buffers.
   

5. Quality thresholds
   What’s acceptable? What’s not? Get alignment in writing.
   

6. Packaging specs
   Small changes here can significantly reduce DIM weight and fulfillment costs.

7. Shipping terms
   Who pays for what matters more than most founders realize.

None of these require aggression.
They require clarity.

A Christmas Finance Insight

Here’s something I always remind founders during year-end planning:

Cash flexibility often beats price discounts.

Example:

• $50,000 order

• 5% discount = $2,500 saved

• Net 30 → Net 60 = $50,000 in your account for 30 extra days

That extra month of cash can:

• Fund inventory

• Reduce stress

• Prevent rushed decisions

Before negotiating, have your Finance model what helps you breathe, not just what looks good on paper.

A Script You Can Steal (Christmas-Friendly Edition)

Here’s a version of the message I use, especially effective this time of year:

Hi [Name],

As we close out the year, I wanted to talk about how we continue growing together.

We value this partnership and see it as long-term. To support our cash flow as we scale, we’d love to explore extending our payment terms to Net 30.

We’re happy to discuss what we can offer in return and would love your thoughts.

Thanks, and wishing you a great end to the year.

Why this works:

• Partnership framing

• Clear intent

• No pressure

• Opens a real conversation
  

Suppliers are people too. And this season reminds them of that.

A Simple Christmas Action

You don’t need to do everything.

Just do one thing:

• Pick one supplier

• Pick one item from the list above

• Send one thoughtful message this week

No demands. No ultimatums. Just clarity.

You might be surprised how often the answer is: “Yes, we can do that.”

Listen Next

This week’s podcast goes deeper into:

• Negotiation psychology

• What suppliers expect vs fear

• Scripts for MOQs, lead times, and packaging conversations

Coming Next Week

The Supplier Agreement You Should Have Signed Six Months Ago

Because WeChat threads and handshakes aren’t enough and the best partnerships are protected on both sides.

Until next time,
Merry Christmas,
Lara 🎄