Look to your materials for savings you can pass along. (Consultant's Corner).

Adhesives Age,  January, 2003  by Bill Harrington

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Q. We're being squeezed by our customer to lower the price of our adhesive. The customer wants the same product, wit the same quality and processing properties, just at a lower price. Before we sit down to negotiate with the customer, which we've been able to delay for a while, what factors should we be looking at?

A. We suspect there are many adhesive manufacturers in your same predicament--especially those supplying the automotive market. If you're like most adhesive manufacturers, the major portion of your costs is in materials, which can range from 60 to 90 percent of ...