Negotiating a New Distribution Contract

谈判新的分销合同

A supply chain director meets with a potential new distributor to discuss terms, pricing, service level agreements (SLAs), delivery schedules, and geographical coverage for expanding product reach.

供应链总监与潜在的新分销商会面，讨论条款、定价、服务水平协议（SLA）、交货时间表以及扩大产品覆盖范围的地理区域。

对话

聆听并跟进对话

John (Male)

Thanks for coming in today, Sarah. We're very interested in exploring a partnership with your distribution network to expand our product reach, particularly in the Southeast Asian market.

谢谢你今天过来，萨拉。我们非常有兴趣与您的分销网络建立合作关系，以扩大我们的产品覆盖范围，尤其是在东南亚市场。

Sarah (Female)

It's my pleasure, John. We've been following your company's growth closely. To start, could you outline your primary expectations regarding service level agreements and typical delivery schedules?

我的荣幸，约翰。我们一直在密切关注贵公司的发展。首先，您能否概述一下您对服务水平协议和典型交货时间的主要期望？

John (Male)

Certainly. We're looking for an SLA that guarantees a 98% on-time delivery rate. For our standard SKUs, a 3-5 day lead time from order placement to delivery at the distribution centers is ideal. For new product launches, we'd need more flexibility.

当然。我们希望服务水平协议能保证98%的准时交货率。对于我们的标准库存单位，从订单下达到配送中心交货的提前期3-5天是理想的。对于新产品发布，我们需要更大的灵活性。

Sarah (Female)

98% is ambitious but achievable for us. Regarding pricing, are you open to a tiered commission structure based on volume, or do you prefer a fixed percentage across the board?

98%对我们来说是雄心勃勃但可以实现的。关于定价，您是接受基于销量的分级佣金结构，还是更喜欢统一的固定百分比？

John (Male)

A tiered structure is definitely something we'd consider. It aligns with our growth strategy. Also, what are your capabilities regarding inventory management? Do you offer real-time tracking and reporting?

分级结构是我们肯定会考虑的。它符合我们的增长战略。另外，你们在库存管理方面的能力如何？是否提供实时跟踪和报告？

Sarah (Female)

Absolutely. Our WMS integrates with most major ERP systems, providing full visibility from our warehouses to the final delivery point. We offer customizable reports and dashboards for real-time inventory levels and order statuses.

当然。我们的仓库管理系统能够与大多数主流的ERP系统集成，从我们的仓库到最终交付点，提供全程可见性。我们提供可定制的报告和仪表板，用于实时库存水平和订单状态。

John (Male)

That's excellent to hear. We'd also like to discuss the geographical coverage. Our target expansion areas are primarily Thailand, Vietnam, and Malaysia initially, with Indonesia following shortly after. Are these regions within your core competency?

听到这个太好了。我们还想讨论一下地理覆盖范围。我们最初的目标扩张区域主要是泰国、越南和马来西亚，之后很快是印度尼西亚。这些区域是否在你们的核心能力范围内？

Sarah (Female)

Those align perfectly with our established network. We have robust operations and experienced teams in all those countries, ensuring smooth market entry and efficient distribution. Perhaps we can schedule a follow-up to delve deeper into the contract specifics and a detailed proposal?

这些与我们现有的网络完美契合。我们在所有这些国家都有强大的运营和经验丰富的团队，确保顺利进入市场和高效分销。也许我们可以安排一次后续会议，深入探讨合同细节和详细提案？

John (Male)

I think that's a great next step, Sarah. I'll have my team prepare some preliminary volume forecasts for those regions, and we can use that as a basis for the proposal.

我认为那是一个很好的下一步，萨拉。我会让我的团队准备这些区域的初步销量预测，我们可以以此作为提案的基础。

Sarah (Female)

Perfect. We look forward to it. Thanks again for your time, John.

太好了。我们期待着。再次感谢您的时间，约翰。

词汇

对话中的必备词汇和短语

partnership

A business relationship where two companies work together to achieve common goals, like expanding markets. Use it in negotiations to suggest collaboration.

一种商业关系，两家公司合作实现共同目标，如扩展市场。在谈判中使用它来建议合作。

distribution network

A system of warehouses, trucks, and partners that deliver products to customers. It's key in supply chain talks to describe how goods reach buyers.

一个由仓库、卡车和合作伙伴组成的系统，将产品交付给客户。它在供应链讨论中至关重要，用于描述商品如何到达买家。

service level agreement (SLA)

A contract that sets standards for service quality, like delivery times. In business, it's used to ensure reliable performance from partners.

一份设定服务质量标准的合同，例如交付时间。在商业中，用于确保合作伙伴的可靠性能。

on-time delivery rate

The percentage of shipments that arrive as scheduled. It's a measure of reliability in logistics; higher rates like 98% show strong performance.

按计划到达的发货百分比。这是物流中可靠性的衡量标准；如98%的高比率显示出强大的性能。

lead time

The time between placing an order and receiving the goods. In supply chains, shorter lead times mean faster service and happier customers.

从下订单到收到货物的时间。在供应链中，更短的交货期意味着更快的服务和更满意的客户。

tiered commission structure

A payment system where commissions increase with higher sales volumes, like levels or tiers. It's common in sales to motivate distributors.

一种支付系统，其中佣金随着更高的销售量而增加，就像级别或阶层一样。在销售中常见，用于激励分销商。

inventory management

The process of tracking and controlling stock levels to avoid shortages or excess. Essential in warehouses for efficient operations.

跟踪和控制库存水平以避免短缺或过剩的过程。在仓库中对于高效运营至关重要。

real-time tracking

Monitoring shipments or inventory instantly as events happen. It provides up-to-date information, useful for quick decisions in supply chains.

随着事件发生即时监控发货或库存。它提供最新的信息，对于供应链中的快速决策很有用。

geographical coverage

The areas or regions a company serves with its services. In distribution, it refers to where products can be delivered effectively.

公司为其服务提供的区域或地区。在分销中，它指的是产品可以有效交付的地方。

core competency

A company's main strength or expertise area. Use it to highlight what your business does best, like operating in specific markets.

公司主要的优势或专业领域。使用它来突出您的业务最擅长的事情，比如在特定市场的运营。

关键句型

需要记住和练习的重要短语

Thanks for coming in today.

A polite greeting to start a meeting, showing appreciation for the other person's time. Use it in professional settings to build rapport; simple present tense for ongoing courtesy.

一个礼貌的问候，用于开始会议，表达对他人的时间感激。在专业环境中使用以建立融洽关系；简单现在时用于持续的礼貌。

We're very interested in exploring a partnership with your distribution network.

Expresses enthusiasm for potential business cooperation. Useful in negotiations to show intent; 'exploring' suggests initial discussion, and 'with' connects to the partner's asset.

表达了对潜在商业合作的热情。在谈判中用于显示意图很有用；“exploring”暗示初始讨论，“with”连接到合作伙伴的资产。

Could you outline your primary expectations regarding service level agreements?

A polite request for information using 'could you' for formality. 'Outline' means to summarize key points; great for meetings to clarify terms like SLAs.

使用 'could you' 以示正式的礼貌信息请求。'Outline' 意为总结关键点；非常适合会议中澄清 SLA 等条款。

We're looking for an SLA that guarantees a 98% on-time delivery rate.

States specific requirements clearly. 'That guarantees' is a relative clause defining the SLA; useful for setting standards in contracts, with numbers for precision.

清楚地陈述具体要求。'That guarantees'是定义SLA的定语从句；用于在合同中设定标准，使用数字以确保精确性。

Are you open to a tiered commission structure based on volume?

Asks about flexibility in pricing models. 'Open to' means willing to consider; 'based on' explains the condition. Ideal for negotiation to explore options.

询问定价模式的灵活性。'Open to' 意为愿意考虑；'based on' 解释条件。适合谈判以探索选项。

What are your capabilities regarding inventory management?

Inquires about strengths in a specific area. 'Capabilities' refers to skills or systems; use in business talks to assess partner's suitability, with 'regarding' for topics.

询问特定领域的优势。'Capabilities' 指技能或系统；在商业对话中用于评估合作伙伴的适宜性，'regarding' 用于话题。

Our WMS integrates with most major ERP systems.

Describes technical compatibility. 'Integrates with' means works together seamlessly; useful to highlight tech advantages in supply chain discussions.

描述技术兼容性。'Integrates with'表示无缝协作；有助于在供应链讨论中突出技术优势。

Perhaps we can schedule a follow-up to delve deeper into the contract specifics.

Suggests next steps politely with 'perhaps' for softness. 'Delve deeper' means explore in more detail; common in meetings to continue talks without pressure.

礼貌地建议下一步，使用 'perhaps' 来柔和语气。'Delve deeper' 意思是更详细地探索；在会议中常见，用于无压力的继续讨论。

I think that's a great next step.

Shows agreement and positivity. 'I think' softens opinion; useful to affirm ideas in conversations, building towards positive outcomes.

显示同意和积极性。'I think' 柔化意见；有助于在对话中肯定想法，构建通往积极结果。

We look forward to it.

Expresses anticipation for future actions. A standard closing phrase in business emails or talks; present tense for ongoing expectation.

表达对未来行动的期待。商业电子邮件或谈话中的标准结束语；现在时表示持续的期待。