Episode
353 A Salon Owner's Guide to Negotiating With Product Manufacturers
- Published
- Jun 23, 2026
- Duration seconds
- 1274
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- https://growmysalonbusiness.com/podcast/353
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Summary
When I opened my first salon I was passionate about hairdressing but like most salon owners I knew very little about business, and negotiating with product suppliers was where my naivety was fully exposed. This week I take you behind the scenes of what's really happening when you deal with a manufacturer or distributor. You'll come away understanding how the commercial side works: list price, rebates, the size of the pie, and the difference between a real partnership and a shiny distraction. My aim is simple. I want you walking into that conversation informed, prepared, and able to build a deal where both businesses genuinely win. IN THIS EPISODE: Why the list price is never the real price , and what sits behind it The size of the pie : how much value a supplier can actually offer you How rebates really work , including the catch that traps a lot of owners How to prepare before you negotiate so you hold the stronger position Why the real goal is a partnership where both businesses win EPISODE TIMESTAMPS [00:00] Introduction [00:20] The dark arts of negotiating with your product suppliers and manufacturers [02:07] Why nobody actually pays the full list price on the page [03:07] Manufacturer versus distributor, and why that structure changes everything behind the scenes [05:08] The list price is just the start of a commercial conversation [08:23] The experience gap between you and the person across the negotiating table [09:50] The size of the pie: the concept that underpins every deal [11:04] How you get to choose where that value lands in your business [13:10] Rebates explained, and the two important realities that owners often overlook [15:54] Shiny object syndrome, and the seduction of events and luxury experiences [17:41] Why putting your business out to tender is s…