You Win Negotiations by Making Them Come to You — Transcript

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1. 0:00That'd probably affected more than just
2. 0:01you. Okay, HBI 1994 bootstrapped solo
3. 0:04DTC founder using pre-orders. Okay. Is
4. 0:07adding wholesale to a
5. 0:09a reliable way to fund manufacturing or
6. 0:11just a major distraction at this stage?
7. 0:15>> [sighs]
8. 0:23>> I'll give you a great frame from Leila.
9. 0:27Is leaving this door closed preventing
10. 0:30us
11. 0:31from having this opportunity or will
12. 0:33this opportunity be bigger
13. 0:35in the future?
14. 0:38When you frame the questions like that,
15. 0:39it will help you figure out whether
16. 0:40you're solving a problem or this is a
17. 0:43opportunity that is not actually being
18. 0:44missed. Is this an irreversible thing?
19. 0:46Like why can't we start this in next
20. 0:47year? You can always start next year.
21. 0:49And if your brand's bigger next year,
22. 0:50then your wholesale will have more
23. 0:52leverage, right? And so in the future,
24. 0:55now play out the reverse, which is that
25. 0:57you get distracted with this wholesale
26. 0:59and then DTC goes down and then
27. 1:00wholesale doesn't work as well as you
28. 1:01thought it was going to. And then all of
29. 1:02a sudden
30. 1:03you're you're right? And so I
31. 1:05think if you have a way that's getting
32. 1:06customers, I would take the argument of
33. 1:08like why don't we do more first and keep
34. 1:09doing more until eventually we cannot do
35. 1:12any more than than we are right now. And
36. 1:14then we've got wholesalers knocking on
37. 1:15our door, banging down our door. Now we
38. 1:17have more leverage in the negotiation so
39. 1:19we're not getting ground on price. So we
40. 1:21can actually make more gross profit and
41. 1:22we don't get terrible payment terms cuz
42. 1:23they're like, "We'll pay you net 90, net
43. 1:25180. You can front us the product and
44. 1:26then only then if it sells, we'll we'll
45. 1:28pay you." Like the terms are a huge part
46. 1:30of this when you're going wholesale. So
47. 1:32hopefully that helps.
48. 1:33Muhammad
49. 1:35sales motion in If you like this video
50. 1:37and you're a business owner who wants to
51. 1:38break through your current revenue
52. 1:39ceiling, I distilled every lesson from
53. 1:41scaling 10 businesses past 10 million
54. 1:43and three businesses past 100 million
55. 1:44into a completely free scaling roadmap
56. 1:46that I've used to go from zero to one,
57. 1:48zero to 10, and zero to 100 plus. And so
58. 1:50you can click here and you can check it
59. 1:52out. Again, absolutely free. And since
60. 1:53you're a business owner, I appreciate
61. 1:54you and enjoy.