Negotiating with a Supplier: Volume Discounts and Payment Terms

Rachel! Great to see you again. How's business?

Rachel！很高興再見到妳。生意如何？

Busy, which is a good problem to have.

很忙，不過這是甜蜜的煩惱。

And that's exactly why I wanted to sit down today.

這正是我今天想跟你坐下來談談的原因。

Ha, I had a feeling this wasn't a social call.

哈，我就猜到這不只是來打聲招呼。

We're planning to double our order volume next year.

我們打算明年把訂單量加倍。

Wow, double? Now you've got my attention!

哇，加倍？這下我可有興趣了！

Here's the thing, though. Your unit price is too high.

不過問題是，你們的單價太高了。

At $4.20 a unit, we can't scale up.

每件4.20美元，我們沒辦法擴大規模。

Well, our quality speaks for itself, doesn't it?

嗯，我們的品質有目共睹，不是嗎？

It does. But two competitors have quoted us under four dollars.

沒錯。但有兩家競爭對手給我們的報價低於4美元。

Hmm, I see. What kind of volume discount are you after?

嗯，了解。妳想要多少的數量折扣？

Fifteen percent across the board.

所有產品一律15%。

Fifteen? Ouch! That would wipe out our margin.

15%？哎喲！那我們的利潤就全沒了。

Well, I could stretch to eight percent,

嗯，我最多可以給到8%，

but only with a higher minimum order quantity.

但前提是要提高最低訂購量。

Eight percent isn't going to cut it, I'm afraid.

恐怕8%是不夠的。

And frankly, your lead times keep slipping!

而且老實說，你們的交期一直在延誤！

Ugh, that was the port strike. It's sorted now.

唉，那是港口罷工的關係。現在已經解決了。

Either way, we'd also need payment terms of net sixty.

不管怎樣，我們還需要60天的付款期限。

Net sixty? Oh, that's a real deal-breaker for us.

60天？喔，這對我們來說是絕對不行的。

Then maybe we're close to our walk-away point.

那我們可能快到退出談判的底線了。

Hold on, hold on. Let's not walk away just yet.

等等，等等。先別急著放棄。

What if we signed a long-term contract instead?

那如果我們改簽長期合約呢？

Three years, and you'd buy exclusively from us.

三年，而且你們只向我們採購。

Hmm, exclusivity is a big commitment for us.

嗯，獨家合作對我們來說是很大的承諾。

In return, I'd give you twelve percent off, and net forty-five!

作為交換，我給你們12%的折扣，付款期45天！

So... make it net sixty, and we'll talk.

那……改成60天，我們再談。

Ha, you drive a hard bargain!

哈，妳真會討價還價！

Let's meet halfway. How about net fifty?

我們各退一步吧。50天如何？

Net fifty, twelve percent, three years. Okay, deal!

50天，12%，三年。好，成交！

Wonderful! I'll send the contract over by Friday.

太好了！我星期五前把合約寄給妳。

Great. But please put the lead times in writing.

很好。不過請把交期寫進合約裡。

Of course. A pleasure doing business with you, Rachel.

當然。很高興跟妳合作，Rachel。