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Piyush Pallav
Saurabh Chaudhary Sarvesh Dubey
Kapil Shrawat
Jitendra Kaswan Abhishek Dwivedi
Proof Motors.
1) Flame-proof motor - Maker - EEL, Cost - Rs. 50,000 Specifications - 40HP, 1400rpm Used in - Underground Mining
- Designed to avoid explosions when inflammable gases come in contact with a spark. 2) Centrifugal Pump Maker - Voltas Ltd Used in - Underground Mining
- FROM EEL (1) Suresh Kumar - Regional Marketing Manager - Eastern Region
(RMM-E) of EEL.
- FROM VOLTAS (1) Murli Bhasin - General Manager ( Materials ) of Voltas Ltd.
competitive price.
for EEL.
AT THE MEETING
Mr. Bhasin comes straight to the point - The Price. Demands for weekly delivery of 2-3 pumps from 4th week,
12-18 months warranty, free after sales service for the same period
Mr. Bhasin demands for additional 15% discount instead of 12% being
offered.
EEL 6 to 7 weeks 8 weeks o.5 % per week Accept ( additional cost of 3 -4 per cent)
Basis
VOLTAS
EEL
All 10 in truck load to avoid damage 12months from date of ins tallation or 18 months from date of dispatch whichever is earlier 12 percent
Discount
15 percent
The EEL Team discuss and decline offer - thinking Mr. Bhasin might
be lying.
Meeting ends with Bhasin informing that they will negotiate with
Business with Voltas important for EEL. Hence, allowed them some
concessions.
Provided discretionary 12% discount too.
Although, could have taken a more dominant position.
Rather, he could have been compromised with freight charges. Could have explained the services they were offering as a compromise
on price.
Could have explained the benefits of dealing with EEL to Mr. Bhasin. Competitors might not offer even this much discount.
Style of negotiation - I WIN - YOU LOSE Straight away took control of the meeting - Dominant stance. Manipulated terms and conditions under pretext of stiff price
competition.
Put forth only their conditions. Did not consider EELs.
Voltas - Reputed Company. EEL might need their business. Hence, could demand.
Mr. Kumar was right in allowing only 12% added discount. Demand from Voltas was unrealistic.
appropriate.
Although business with Voltas desirable - 15% would be stretching
THANK YOU !!