19、NEGOTIATING DELIVERY

I'd like you to look at those figures. As you can see, the maximum retail price for the Mark 2 must be 60. That means, that to keep our margins, our production cost must be no more than 14 per unit. I'd rather have a retail price of 75. I don't believe that the Mark 2 can be produced for less than 18 per unit.

That retail price is not a realistic option, Derek. We've done the research.

But it's not just a toy. This is a genuine breakthrough. Derek ...

Let me finish -- this is a genuine breakthrough. And the market will be prepared to pay a premium price for something that is so advanced. Derek, let me ...

Just a minute -- there is nothing like this on the market. We have to take a chance with it.

Derek, I don't like arguing with you, but I have to agree with Don. I'm sorry, we can't take the risk. I say we retail at 60 and produce at 14.

No manufacturer will be able to produce the Mark 2 for 14 per unit and maintain the quality.

I would rather not decide anything now.

I would like to show it to Hazelford Systems. They might be able to produce it for 15 or 16. ***

Jenny, could you do something about this fax machine? Phone the company, cancel the rental agreement and get the best deal you can from another firm. I'm sick of this.

Hello. This is Jenny Ross of Bibury Systems. We hired a fax machine from you and I would like to cancel our rental agreement. No, I'm sorry. I would rather just cancel the agreement ...

No, we did ask you to send someone yesterday and it still isn't working properly.

I'm sorry, but I have to say no.

Yes, if you could send someone to collect it tomorrow morning, please. ***

Now let's turn to the Big Boss. What is the soonest you can deliver? You can have the first five thousand units before the end of the month.

I want ten thousand by the end of the month.

Well, Mr. McNeil, that will be difficult. But as you have been so understanding over the question of price, I think we can arrange that.

What about the balance of the order?

We can deliver that in three consignments over the following three months.

I'd rather have everything delivered by the end of May. I can't promise to do that, but I shall do my best. ***

First of all, let me welcome all the representatives of Bibury Systems. I'd like to say that we at Hazelford Systems are delighted that you are considering us as a future supplier. Perhaps I could begin by checking that everyone has a copy of the agenda? And I'd like to add one extra item, if I may ... Could we discuss the question of exchange procedures after item four, which looks at general payment conditions?

So let's make a start. Mr. Jones, would you like to outline your position on the first item on the agenda: technological specifications?

Thank you. I think that we need to consider a couple of options when we look at this question ... ***

So that's fine. You can sign the contract when we deliver the machine.

How soon can we expect delivery?