3. CASE BACKGROUND
Suresh Kumar - Regional Marketing
Manager - Eastern Region (RMM-E) of EEL
Pradeep Dasgupta - Sales Engineer, EEL-
kolkata
Murli Bhasin - General Manager
( Materials ) of Voltas Ltd
4. Voltas acquired order for 10 pump sets from
Eastern Coalfields.
EEL had already sent quotation for supply of 10 flame-
proof motors.
20% discount on basic price was already given.
12% more Discount was offered in negotiation.
Competitors for EEL in dealing with Voltas were
Siemens, ABB and Kirloskar.
12-18 months warranty, free after sales service for the
same period offered by EEL.
5. ARE YOU SATISFIED WITH SURESH
KUMAR’S NEGOTIATION WITH VOLTAS?
Yes
Business with Voltas was important.
Would have given less discount.
Thought for the benefit of both the
companies.
As both companies were on thin margins,
12% discount was appropriate.
6. HOW DIFFERENTLY YOU WOULD HAVE
CONDUCTED THE NEGOTIATION?
We would have given less discount in the
start.
Try to give discounts in others like freight.
Explained benefits of dealing with EEL for
long term relationship.
Give offers in after sales service.
