IDEA: When asked for price cuts, attempt to get approved ‘product cost cuts’ in exchange.

When your customer asks for a price cut, offer him a cut if packaging material or quality can be cut at the same time.  Tell him you can do it if he allows a cheaper material can be substituted or freight can be cut by him picking up his loads. Think of all of the aspects of the job you do for him and what can be done at lesser cost assuming he accepts the spec change for the product he buys.  Cover a list of options for him to consider before cutting his price with no cost concessions.