CLIENT NAME: JUBAILI AGROTECH

SERVICE PROVIDER ; SPEEDAF LOGISTICS .

SUMMARY

Jubaili agrotech is a leading supplier of agrochemicals and seeds and they are looking for a logistics company to optimize its supply chain to ensure timely delivery of goods to rural distributors and farmers.

Speedaf logistics is positioning itself as the exclusive partner in warehousing and last mile delivery.

The project involves negotiating a SERVICE LEVEL AGREEMENT and a comprehensive logistics that covers warehousing and last mile distribution of sensitive agricultural goods.

STAKEHOLDERS ANALYSIS

JUBAILI AGROTECH (the client )

1) primary goal - delivery speed and the cost/price reduction - in this case they want delivery to be done within 24 hours to 36hours .

2) pain points - damage of goods during transit, offloading and lack of visibility in rural last mile delivery.

3) decision makers-procurement manager, operations manager and finance manager.

SPEEDAF LOGISTICS (the service provider)

1) primary goal - to secure a high volume contract running for one year.

2) value proposition - end to end visibility (system tracking of parcels) , specialized handling for hazardous agrochemicals and cross-city network (having company branches across the city to ensure timely delivery).

SCOPE OF WORK

The negotiation will mainly focus on ;

1) warehousing and storage - storage of the agrochemical goods at the Speedaf fulfillment center with proffesional inventory management.

2) last mile delivery - daily dispatch of the goods to Jubaili distributors and farmers across the country.

3) rate / price - offer a competitive rate , best in the market.

LIST OF POTENTIAL OBJECTIONS

1) Pricing structure - Jubaili requested a flat rate per box for countrywide delivery.

Response - Speedaf proposed a "zonal pricing model" to protect margins. A discount will be applied if the monthly tonnage (volume) exceeds 30 tons.

2) Liability and insurance - transporting liquid agrochemicals carries high risk of spillage and contamination.

Response - speedaf accepts liability up to a declared value per shipment as per the insurance cap, provided jubaili adheres to specific packaging standards for the goods.

3) Service level agreements - delivery time - the guaranteed delivery timeline on main towns should be 24 hrs and upcountry should be 48hrs to 72hrs depending on the location.

Response - Speedaf agrees to a 2% penalty on freight charges for any delivery delayed beyond the agreed window ,if there was no communication made to both parties.

IDIOMATIC EXPRESSIONS

Holding all the cards- we took the advantage of the fact that Speedaf is cheaper and more effective than the competitor. The idioms fits the situation because speedaf weren't begging for business we were offering the best solution to them.

A lot at stake - because the previous service provider had more sealed trucks that enabled them transport liquid agrochemicals thus lowering the risk of spillage ,whereas for speedaf ,do not have separate truck to specifically transport liquid agrochemicals.Speedaf will have to buy sealed and safe trucks. The idiom fits the situation because incase of spillage speedaf will be at stake in terms of liability and reputation.

We meet them halfway - this is because our rate was not so favourable to them , we had to meet them halfway to gave them a flat rate for all major towns. The idiom fits the situation because Speedaf didn't offer them everything the needed but we moved from our original position to satisfy them.

Finding a common ground - we came to agreeable ground on the rate and the liability of items. The idiom fits this situation because Speedaf moved from arguing and negotiating to understanding each other's terms and conditions.

Cut a deal- both parties finaly settled on the agreeable terms and signed the contract . The idiom fits in this situation because we marked the official end of negotiations to the start of new partnership.

Khushi Jain

1

7