1. ELECTRICAL
EQUIPMENT LTD.

2. GROUP MEMBERS:
SANTOSH VADDEPALLI – 229
SHRUTI VASHI – 230
MADHURI ZAVERI - 231
NEERAJ MOHOTA - 254
SHRENIK - 255

3. CASE BACKGROUND
Suresh Kumar - Regional Marketing
Manager - Eastern Region (RMM-E) of EEL
Pradeep Dasgupta - Sales Engineer, EEL-
kolkata
Murli Bhasin - General Manager
( Materials ) of Voltas Ltd

4.  Voltas acquired order for 10 pump sets from
Eastern Coalfields.
 EEL had already sent quotation for supply of 10 flame-
proof motors.
 20% discount on basic price was already given.
 12% more Discount was offered in negotiation.
 Competitors for EEL in dealing with Voltas were
Siemens, ABB and Kirloskar.
 12-18 months warranty, free after sales service for the
same period offered by EEL.

5. ARE YOU SATISFIED WITH SURESH
KUMAR’S NEGOTIATION WITH VOLTAS?
Yes
Business with Voltas was important.
Would have given less discount.
Thought for the benefit of both the
companies.
As both companies were on thin margins,
12% discount was appropriate.

6. HOW DIFFERENTLY YOU WOULD HAVE
CONDUCTED THE NEGOTIATION?
We would have given less discount in the
start.
Try to give discounts in others like freight.
Explained benefits of dealing with EEL for
long term relationship.
Give offers in after sales service.