Recent succesful bidders:
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Name: Notebooks / Value: 3,230 Eur / Location: Bratislava (SVK) / Keyword: hardware, laptops, Bratislava, Stare Mesto Name: Limousine Services / Value: 10,890 USD / Location: New York (U.S.) / Keyword: VIP transport, taxi, limousine services, NYC Name: Car insurance / Value: 2,500 SEK / Location: Lulea (SWE) / Keyword: Insurance, Sweden Name: Office Stationery / Value: 98,295,284 IDR / Location: Bengaluru (India) / Keyword: Letters, envelopes, toners, office equipement, Bengaluru, Karnataka Name: Glass wine bottles / Value: 862,160 CNY / Location: Shadong (China) / Keyword: Glass containers, glass wine bottles, glass jar, China Name: Translation Services / Value: 37,792 PLN / Location: Krakow (Poland) / Keyword: Official language translation services, Krakow Name: Roof tiles / Value: 49,954 HRK / Location: Brela (Croatia) / Keyword: Tiles, building materials, Croatia, Split Name: Legal Counsel / Value: 68,500 Eur / Location: Cagliari (Italy) / Keyword: Legal advisory, law services, legal counsel, Italy, Sardegna Name: Long-term hotel accomodation / Value: 149,600 Eur / Location: Munich (Germany) / Keyword: Hotel accomodation, hotel services, Munich, luxury hotels Name: Car rental services / Value: 25,320 USD / Location: San Rafael (Argentina) / Keyword: Car rental, passenger car, leasing Name: Heavy truck tires purchase / Value: 1,156,500 RUB / Location: Krasnogorsk (Russia) / Keyword: Truck tires, Krasnogorsk, Moscow district Name: Mobile Devices / Value: 4,540 USD / Location: Pittsburg (U.S.) / Keyword: Mobile devices and accessories, Pittsburg, Samsung Galaxy S6

A growing number of large companies are forcing suppliers to bid through reverse auctions. Here’s how to survive one with your margins intact.

On days when Gartner Studios is trying to lock down a major sale, Greg Gartner turns his employee lounge into a war room. An arsenal of laptops and phones and reams of data are brought in for employees to use.

Shouting matches among workers are common. So is heavy perspiration. If Gartner’s team wins the deal, there’s a lot of whooping and the boss hands out tequila shots. These back-breaking dealmaking sessions can last for eight hours or more.

For Gartner, a company that supplies stationery and related products to mass market retailers and office superstores, selling paper ain’t what it used to be. Deals that 10 years ago would have started with a cold call and ended months later with a handshake are now governed by a process that was virtually unheard of when the Stillwater, Minnesota, company was founded in 1998: the online reverse auction.

Read more at: http://www.inc.com/magazine/20070501/salesmarketing-pricing.html

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