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,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,ShoppingToteNegotiation,1,Partiesinvolvedinthecase:,PartyA:Company,L,(aUStradingcompany),PartyB:CompanyP,(abagsupplierwhichwaslocatedinXiamenArea),PartyC:CompanyX,Client(Xcorp.,oneofthelocalsupermarketsinLA),2,Time:,MidApril,2008,3,CompanyX(client)placedapurchaseorderof50,000piecesofnon-wovenshoppingtoteto,CompanyL,4,AccordingtoCompanyP(thesupplier),thematerial,MOQ,(minimumorderquantity)forthisorderwasatleast300,000pcs;,5,CompanyPwasoneof,themostimportant,suppliers,forCompanyL.Itprovidedhighqualitybagsatareasonable,Price.,6,Theshoppingtotewasa,Non-popular,item,companyLdidntwantto,carryany,stock,butthey,wouldliketoacceptthe,orderasitwasaniceorderwithgood,profitmargin,alsothecompanyneededaclientlikecompanyX,7,Infirsthalfofyear2008,theinternationaloilprice,wasskyrocketing.,(Crudeoilpriceincreased,from$50to$145sinceMay2007.),8,Meanwhile,thecontinuous,RMBexchangerate,reformandincreasinglaborcosthadbeenpushingthe,productioncost,higherandhigher.,9,Therefore,Chinese,manufacturescontinued,increasingprice.Insome,extremecases,thesupplierrequesteda,5-10%of,price,increasejustonthe,nextweekaftercontract,weresigned.,10,Usually,foreignbuyers,hadtocompromisefor,threereasons.,11,First,thesupplierdidhavethereasontoraisepriceasthepurchasingpricecantcovertheproductioncost.,Inthatcasethesupplier,wouldratherrefusetofill,theorderthanlosemoney,togettheorderdone.,12,Second,itisusuallyvery,difficulttofindan,alternativesupplier,ina,shortperiodandrushan,orderatthattime.,13,Itwas,beforethefinancialcrisis,theglobaleconomywasprosperousand,almosteveryChinese,factorywasbusytofillthe,boomingordersfromall,overtheworld.,14,Many manufactures,evenrefusetotakeany,newordersbecausetheir,existingorderswere,alreadytoomuchforthis,yearsproductionschedule.,15,Third,iftheChinese,supplierrefusedtofillthe,order,theforeignbuyer,wouldsufferalossfroma,lackofgoodssupply,andit,wasdifficulttoget,compensated,ifthe,companydecidedtosuethesupplierthroughan,internationalbusinesscourt.,16,Thewholeprocess,wouldlastlongandsometimesthecompensationmaynotcoverthe,expensespaidtothe,Lawyers.,17,Phase1(quotation),18,Afterreceivedthe50,000,piecesshoppingtoteorder,fromX,wesenttheenquirytosomeofthebag,suppliers.Wegot,quotationsfromsuppliers,verysoonandfoundthat,Pprovidedthebestprice,.,19,Amajorproblemwasthat,almosteverysupplier,providedwiththesame,MOQ,300,000pcs,toolargefor,thisorder.,20,Thereasonwasthatthe,non-wovenshopping,totematerialwasfromthe,samerawmaterial,a,specialtypeofPolyester,涤纶,.,Therawmaterialwasmadefromoil.,21,Theupstream,materialsupplier,(e.g.PetroChina)washugeandverypowerful,therefore,theirpriceand,MOQwasnotnegotiable,.,Thebagfactorieshadto,takethelargequantity.,Unfortunately,thematerialisnotpopularforbags.,22,Asaresult,noneof,themwouldliketo,carrythestockfor,futureorders.NeitherdidL.,23,LsoondecidedtodealwithPonlyforthisorder.The,pricewasgoodandother,termsexceptMOQwere,alsosatisfied.PinsistedontheMOQandLinsistedonours.Thenegotiationwasstuck.,24,Thesupplierwasan,importantbusinesspartner,soLdidnttrytobetooaggressiveonthe,bargainingtable.Meanwhile,Lcouldntrefusethe,orderfromtheclient.,25,So,howtomaintaingood,relationshipwithout,sacrificingourinterests?,Lneededawin-winsolution.,26,Phase2(negotiationwithclientX),27,WerealizedcompanyP,wantedtheorderasbadly,aswedo,buttheydidnt,knowiftherewouldbe,anotherorderforthisitem,andfinishthematerial,stock.Theydidntwanttherisk.Wehadbeenworkinghardonthissideandit,didntsolvetheproblem,28,Wethenturnedtothe,clientside.Xwasafamouslocalsupermarketwhich,hadsome,seasonal,marketingcampaigns,.,29,SoLtoldX:,hereistheproblem,theMOQoftheorderis,muchlargerthanyour,order.Wewouldliketo,takeyourorderandcarry,therestofmaterialasstockfornow,assoonasyou,promiseyouwillbuyallof,themwithinthisyear,30,Xwasnotsureifthey,need somanypiecesat,thatperiod.Theydidnt,wanttotakethemallatonetime.Buttheycant,canceltheorderasthey,hadalready,startedthe,promotioncampaignand,thetotewasprintedontheproductcatalogue,31,Inlaternegotiation,we,suggestedthatXraisethe,orderquantity,andsplitthetotalorderintoseveral,whichwouldreliefthe,pressureofheavystock.X,agreed,andtheorder,quantityincreasedto,200,000,andtheyaskedforabetterpriceforreturn.,32,Alsotheywantedtosplit,the200,000into,4,shipments,:50,000pcstobeshippedasscheduled,50,000pcstobeshipped,twomonthsafter,andsoon,33,Phase3(furthernegotiationwithP),34,Wehadthreetasksto,finish:,first,togeta,revisedshippingtermwithP;,second,toconvincethesupplierPtocarrysome,stockforus;,third,tryto,selltherestbagstosome,otherbuyersifpossible.,35,Again,itwasdifficultto,getasplitshipping,schedule.Inthisindustry,usuallybuyerwillpaythe,sellerupongoodsdelivery.,36,BecausetheRMB/USD,exchangeratewasrising rapidlyatthatperiod,it,wasriskyforthesuppliertoacceptafixedUSdollar,priceifthepaymentwouldbemadeseveralmonths,later,37,Wehadalonginternal,discussion.Luckily,we,workedoutanewproposalwhichwasacceptedbythesupplier.,38,Webuy250,000piecesat,thefixedpriceonRMB,basis,paymentwouldbe,madeinUSdollarupon,deliveryaccordingto,currentexchangerate;asareturn,Pshouldcarry,50,000piecesinstock,andacceptthesplitshipment,Term.,39,
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