3.7Case Study Shopping Tote Bag Negotiations（课件）-《国际商务英语》同步教学（北京理工大学出版社）

Chapter Three Basic Links of International Business Negotiations Section 1 Introduction Section 2 Inquiries Section 3 Offers Section 4 Counter-offers Section 5 Acceptance Section 6 Conclusion of a Business Contract Section 7 Case Study: Shopping Tote Bag Negotiations 返回 1 Section 7 Case Study: Shopping Tote Bag Negotiations 7.1 Parties involved in the case Party A: Company L, a US trading company Party B: Company P, a bag supplier which was located in Xiamen, China Party C: Company X, a local supermarket in LA, the US 7.2 Issue Company X, a supermarket, placed a purchased order of 50, 000 pieces of non-woven shopping tote bags ( 手提包, 手提袋) to Company L, a trading company . According to Company P, the supplier, the material MOQ (minimum order quantity) for this order was at least 300, 000 pieces . Company P was one of the most important suppliers for company L 下一页 返回 Section 7 Case Study: Shopping Tote Bag Negotiations It provided high quality bags at a reasonable price.The shopping tote bag was a non鄄popular item.Company L didn’t want to carry any stock, but they would like to accept the order as it was a nice order with good profit margin, and also the company needed a client like company X. 7.3 Background The international oil price was skyrocketing.Meanwhile the continuous RMB exchange rate reform and increasing labor cost had been pushing the production cost higher and higher.Therefore, Chinese manufacturers continued increasing price.In some extreme cases the supplier requested a 5% - 10% of price increase just on the next week. 上一页 下一页 返回 Section 7 Case Study: Shopping Tote Bag Negotiations 7.4 Phase 1 (quotation) After receiving the 50,000 pieces shopping tote order from X, company L sent the enquiry to some of the bag suppliers.They found that P provided the best price.The major problem was that almost every supplier provided with the same -MOQ—3,000,000pieces, too large for this order The reason was that the non-woven shopping tote material was fr