K£º Acceptable. Anything else£¿
R£º We'd be making huge capital outlay£¨×ʱ¾Ö§³ö£©for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground£¨È¡µÃ³õ²½½ø²½£©¡£
RobertÔÚÇ°ÃæµÄ̸ÅÐ×îºóÌá³öǩԼʮÄêµÄÒªÇó£¬Kevin»á²»»á´ðÓ¦ÄØ£¿Èç¹û´ð°¸ÊÇ·ñ¾öµÄ»°£¬RobertÓÖÓкδòË㣿ËûÒ»ÐÄΪ¹«Ë¾µÄÀûÒæ´òË㣬¼«Á¦ÕùÈ¡¼¼ÊõתÒƵØж¨£¬¶ø¶Ô·½»á¸ÊÐijöÈôËÏî±È½ðÇ®¸üÕä¹óµÄ×ʲúÂð£¿Çë¿´ÒÔÏ·ֽ⣺
K£º We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.
R£º That sounds reasonable. But could you shed some light on£¨Í¸Â¶£©the size of your orders£¿
K£º If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
R£º Excuse me, Mr. Hughes, but it seems to me we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.
K£º Mr. Liu, you've got to give up something to get something.
R£º If you're asking us to take such a large gamble£¨Ã°ÏÕ£©for just two year's sales, I'm sorry, but you're not in our ballpark£¨½ÓÊܵķ¶Î§£©¡£
K£º What would it take to keep Pacer interested£¿
R£º A three-year guarantee, not two. And a qualilty inspection£¨ÖÊÁ¿¼ì²é£©tour after one year is fine, but we'd like some of our personnel on the team.
K£º Acceptable. Anything else£¿
R£º We'd be making huge capital outlay£¨×ʱ¾Ö§³ö£©for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground£¨È¡µÃ³õ²½½ø²½£©¡£
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2001Äê11ÔÂ19ÈÕ ÉÏÎç11ʱ57·Ö26Ãë ÐÐÖÁ´Ë´¦£¬Ì¸Åж¼»¹ËãÊÇÔÚºÍгµÄÆø·ÕϽøÐУ¬Ë«·½¸÷×ÔÑ°Çó»ñÀûµÄ·½°¸¡£µ«Õë¶Ô¼¼ÊõתÒÆÕâÒ»ÏRobertËùÌáµÄ±£Ö¤ºÍÒªÇóÄÜ·ñÏûåôKevinÐÄÖеĹËÂÇ£¬¶ø½ñ´Ë̸ÅÐÖÕ¶Êï¹âÄØ£¿ÒÔ϶Ի°¼´ÎªÄú½ÒÏþ£º
K£º If we transferred our technical and research expertise£¨¼¼ÊõÓëÑо¿µÄöλÔÓéÀֵǼÈë¿ÚÏÂÔØ֪ʶ£©, what would stop you from making th esame product£¿
R£º We'd be willing to sign a commitment. We'll put it in writing £¨ÊéÃæ±£Ö¤£©that we won't copycat£¨·Âð£©the Sports Cast within five years after ending our contract.
K£º Sounds O.K., if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten year limit.
R£º Fine. We have no intention of becoming your competitor.
K£º Great. Then let's settle the details of the transfer agreement.
R£º We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take£¿
K£º A week to put the team together, three weeks to train your people. If so, when do you estimate starting production£¿
R£º Our first production run£¨Ò»ÅúµÄÉú²ú£©should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any kitches that pop up£¨´¦ÀíÍ»·¢µÄʼþ£©¡£
K£º Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then. Botany BayÊǼÒÉú²ú¸ß¿Æ¼¼Ò½ÁÆÓÃÆ·µÄ¹«Ë¾¡£Æä²úÆ·"²¡Àý´ÅÅÌ"¿É´¢´æ¸öÈ˲¡Àý£»öλÔÓéÀÖ¹Ù·½appÏÂÔØÈ¡Ó÷½±ã£¬ÕæÊÇ´ïµ½"Ò»ÅÌÔÚÊÖ£¬ÃîÓÃÎÞÇî"µÄÄ¿µÄ¡£´Ë²úÆ·¿É¹ã·ºÊ¹ÓÃÓÚÒ½Ôº¡¢ÑøÀÏÔº¡¢Ñ§Ð£µÈ¡£Òò´ËPacerÓÐÒâÕùÈ¡¸Ã²úÆ·ÈíÓ²¼þÉ豸µÄ´úÀíȨ¡£ÒÔϾÍÊÇRobertÓëBotany BayµÄ´ú±í£¬Mark Davis£¬Ê׶ȻáÃæµÄÇéÐΣº M£º Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong.
R£º Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market£¨°Ñ¡¡×÷ΪĿ±êÊг¡£©¡£
M£º True, but we are happy with the sales. It's a new product. How could you do better£¿
R£º We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.
M£º Can you tell me what your sales have been like in past years£¿
R£º In the past three years, our unit sales have gone up by 350 percent£» profits have gone up almost 400 percent.
M£º What kind of distribution capabilities£¨·ÖÏúÄÜÁ¦£©do you have£¿
R£º We have salespeople in four major areas around the island, selling directly to customers.
M£º What about your sales£¿
R£º In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential£¨Î´¿ª·¢µÄÊг¡Ç±Á¦£©, Mr. Davis. ÉÌÎñ̸ÅÐʵÀý£¨°Ë£©
2001Äê12ÔÂ4ÈÕ ÉÏÎç11ʱ50·Ö24Ãë Robert˵Ã÷PacerÔÚÐÐÏúÓë¼¼ÊõÉϵĻù´¡ºó£¬ÖÕÓÚÈ¡ÐÅÁËMark, ҲΪ´Ë̸ÅÐÂõ¿ª³É¹¦µÄµÚÒ»²½¡£ÔÚ̸ÅÐÓ¶½ðÓãºÏÔ¼ÆÚÏÞÕâÀàÒéÌâ֮ǰ£¬RobertÏëÏÈÈ·¶¨Ò»Ð©Ìõ¼þ£¬°üÀ¨¶À¼Ò´úÀíȨÓëBotany BayËùÄÜÌṩµÄÐÖú¡£ÄãÖªµÀRobertÔËÓÃÁËÄÄЩ¼¼ÇÉ£¬²Å²»»áÈÃMarkÒÔ´Ë×÷Ìõ¼þÀ´ÍþвPacerÈò½£¿ÎÒÃÇ¿´¿´RobertÔõô˵£º
M£º Mr. Liu, what kinds of sales do you think you could get£¿
R£º Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike£¨¼¤Ôö£© sales by 30% to 40% in the first year. But certain conditions would have to be met.
M£º What kinds of conditions£¿
R£º We'd need your full technical and marketing support.
M£º Could you explain what you mean by that£¿
R£º We'd like you to give training to our technical staff£» we'd also like you to pay a fee for after-sales service.
M£º It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to£¨¸ù¾Ý£©total sales.
R£º Sounds OK, if we can come to terms£¨´ï³Éж¨£© on how much is fair. As for marketing support, we would like you to assume 50% of all costs.
M£º We'd prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab£¨¸¶¿î£©for that, but you get the sales in Taiwan.
R£º We'll think about it, and talk more tomorrow.
M£º Fine. We'd like you to tell us about your marketing plans
