Sichuan Hongjian Xinyi Technology Co., Ltd. Cases

Foreign trade negotiation case: Sichuan Hongjian Chemical and Kyrgyzstan customer cooperation negotiation1, Background and Requirements AnalysisCustomer background:A certain oil unit in Kyrgyzstan. Previously, it mainly relied on Russian imports, and the supply chain was blocked due to the Russia-Ukraine conflict, so it is urgent to open up Chinese sources of goods. Chinese enterprises:Sichuan Hongjian Xinyi Technology Co., Ltd. has an annual production capacity of 500000 tons of ammonium persulfate and is qualified for export. It is the first to explore the Central Asian market. Core negotiation topics: Price and Payment Method: The customer expects to purchase at a price lower than the Russian market;Transportation and delivery time: Inland countries have complex logistics, requiring clear transportation routes, cost allocation, and delivery time;Quality dispute clause: Customers may claim compensation for clumping issues within 30 days of receiving the goods;2, Negotiation Process and StrategyPhase 1: Technical Communication and Trust BuildingChinese actions:Provide third-party testing reports (with ammonium persulfate content greater than 98.5%), invite customers to video visit the production line, and demonstrate the anti caking coating process;Emphasize the advantages of China Kyrgyzstan road transportation.Customer feedback:Recognizing the stability of quality, but pointing out that high temperatures in Central Asia during summer may lead to the risk of clumping during transportation, it is requested that the cost of moisture-proof packaging be increased and borne by the Chinese side.Phase 2: Price and Term GameCustomer price reduction strategy:Comparing historical quotes from Russia, claiming that 'Chinese products need lower prices to compensate for supply chain risks';Propose a 60 day deferred letter of credit payment to alleviate cash flow pressure.Chinese response plan:Payment terms concession:Accept forward letter of credit, but require a 15% advance payment to reduce risk;Risk sharing clause:If clumping occurs due to improper temperature control during transportation, the Chinese side will bear 50% of the loss, but requires the customer to provide a third-party inspection report during unloading.Phase Three: Facilitating CooperationCultural adaptation:Presenting customers with a white paper on logistics cooperation at Xinjiang ports (in three languages of China, Russia, and Kyrgyzstan), highlighting the willingness to deeply cultivate the Central Asian market.3, Negotiation resultsContract terms:Upgrade the packaging to double-layer moisture-proof film, with each party bearing 50% of the cost;The claim period has been shortened to within 15 days of the arrival of the goods, and an international notary report is required.Long term cooperation:If the first order loss rate is less than 3%, exclusive supply agreement negotiations will be automatically initiated;The Chinese side promises to dispatch a technical team to guide local warehouse moisture-proof management.

Construction of Sichuan Hongjian Chemical B2B Platform   Cooperate with China's Baidu AiGou to build a B2B ordering platform, integrating e-commerce centralized procurement, intelligent order collaboration, supply chain finance and other functions, achieving a transaction efficiency improvement of over 80%, and integrating 200+downstream customers and 50+upstream suppliers within six months. The platform optimizes supply chain management through the integration of "four flows" (information flow, business flow, logistics, and capital flow), supports diversified modes such as spot procurement and demand sourcing, reduces procurement costs, and shortens delivery cycles. We are committed to always staying at the forefront of the chemical industry and providing satisfactory raw material supply to users around the world