Face-to-face and online negotiations.

Contents

Face-to-face and online negotiations...................................................................................0

Appointment of the meeting.......................................................................................................0
An initial presentation of the company...............................................................................0
Pre-arrangement for a meeting (for a cold call/for an existing client)...................1
The remainder of the meeting (call back).........................................................................2
The meeting.......................................................................................................................................2
Introducing (a meeting agenda, schedule)..................................................................................2
Company presentation (see the presentation)...........................................................................2
Interviewing a potential Partner about their company...............................................................3
Survey on the procedure for entering new positions.................................................................4
Survey on purchased goods.........................................................................................................4
Questions about the product (for example, about wasabi):......................................................4
Contact Person Survey..................................................................................................................5
Product presentation (by 6-7 groups)..........................................................................................5
Presentation of segments (HoReCa, Retail)...............................................................................5
Formation of the assortment (strategy, help, advice)................................................................7
Development of partnership relations (organizing events, training, and joint participation in
exhibitions)......................................................................................................................................7
Discuss pricing................................................................................................................................8
Objections...........................................................................................................................................8
We don't need that much........................................................................................................8
I'm not ready to make such a big order right now, but I don't benefit from
paying for shipping....................................................................................................................9
The added argument is to have an entire assortment of products...............................9
Explanation of the regulations on the contract, delivery, and claims..........................9
The issue for elaboration. Receiving feedback on the elaboration..............................11
Reducing to a specific agreement............................................................................................11
Meeting summary.........................................................................................................................12
Parting...............................................................................................................................................12
Appointment of the meeting.
An initial presentation of the company
 Good afternoon, Mr. Black...
 Good time of the day
 This is Jesper Whater, Tamaki Group.
 We are a large food product manufacturer for Japanese, pan-Asian and
Fusion cuisine for HoReCa and retail.
 Our company is a large producer and an ambitious supplier of rice, sauces,
nori, seaweed salad(chuka), panko breadcrumbs, noodles, ginger,
wasabi, mayonnaise, and rice vinegar by the brand "Tamaki". We provide
direct deliveries in large volumes.
 We actively work with 450 distributors in 16 countries, with our
headquarters based in Dubai.
 Most of our products are market leaders and have won gold medals and other
awards at international exhibitions, which comply with international
standards (ISO, Halal certificates).
 Our products are crafted by combining traditional Japanese techniques with
new fusion creations, thus transforming products while maintaining
authenticity, and have a high content of valuable nutritional components
in convenient and ergonomic packaging. Every month we release new
products.
 As well as HoReCa, we are represented in large retail groups such as "Globus",
"Spar", etc. In the market-places "Ozon", "Wildberries", etc.
 I think we need to get to know each other; I propose holding an online meeting
and discussing current sales and prospects for further development of our
collaboration.

Pre-arrangement for a meeting (for a cold call/for

an existing client)
 I believe that we need to get to know each other.

Format
 There are several options (formats) on how we can do this:

1. I will come to your office.

2. We arrange a meeting online via Zoom, Meeting, or Skype.

 I will bring/send samples of our products. I will make a presentation of our

company and products. We will be conducting a tasting session of our products.
 We will discuss options for mutually beneficial cooperation.

Schedule

 I propose to meet on a date-time or a date-time, what is more suitable for you?

Discussion about participants

 Let's invite the Head of sales, purchasing, key managers, technologists, and
decision-makers (owner, manager) to the meeting.
 Who will be on your side?
 What program do you use: Zoom, Meeting, or Skype?
 What is it? We do not use any program.
 I'll send you a link to install Zoom. Who in your company is responsible for
installing software? Give me the contact of your system administrator.
 Let me write down your company address, the receiver's name, and phone
number so we can send you our samples; please take our samples to the
meeting.

Conclusion

 So, we have agreed on that…

 We will arrange a meeting via Zoom Date-Time

 You invite to the meeting List of participants with their positions and names.
 You get our samples and take them to the meeting.
 Our meeting is scheduled on Zoom, and I will send you a reminder the day
before. Let me write down your e-mail address.

The remainder of the meeting (call back)

 We agreed to meet tomorrow; I would like to remind you to take samples with
you/ I will bring samples so that we can work through the products and try them
out at once. Please prepare scissors, bowls, teaspoons, and napkins according to
the number of participants.
 See you tomorrow at 3 p.m.
 I will be in your city at 10:00 a.m.

The meeting
Introducing (a meeting agenda, schedule).

 Good afternoon, colleagues.

 My name is ..., and I represent Tamaki Company.
 Our meeting today is scheduled to last for 1 hour.
 It will be divided into several sections: I will introduce our company and a mini-
tasting of our products (if they have been sent in advance).
 Additionally, we will discuss the training and marketing tools we offer to support
the promotion of our products, pricing, and the necessary steps for our future
collaboration.

Company presentation (see the presentation)

 We are a large food product manufacturer for Japanese, pan-Asian and
Fusion cuisine for HoReCa and retail.
 Our company is a large producer and an ambitious supplier of rice,
sauces, nori, seaweed salad(chuka), panko breadcrumbs, noodles,
 ginger, wasabi, mayonnaise, and rice vinegar by the brand "Tamaki". We
provide direct deliveries in large volumes.
 We actively work with 450 distributors in 16 countries, with our
headquarters in Dubai.
 Most of our products are market leaders and have won gold medals and other
awards at international exhibitions, which comply with international
standards (ISO, Halal certificates).
 Our products are crafted by combining traditional Japanese techniques
with new fusion creations, thus transforming products while maintaining
authenticity, and have a high content of valuable nutritional components in
convenient and ergonomic packaging. Every month we release new products.
 As well as HoReCa, we are represented in large retail groups such as "Globus",
"Spar", etc. In the market-places "Ozon", "Wildberries", etc.
 We are now actively entering the European market as a global supplier; in 2-3
months, we will take a significant position in the HoReCa segment and be
represented in most super and hypermarket chains and marketplaces. Our
profile is well-established in large-volume direct deliveries to distributors. As a
matter of principle, we do not engage directly with restaurants and end-users.
 We are looking for a distributor who will actively develop and promote our
products.

A general offer

 We are now actively entering the European market as a global supplier, in 2-3
months, we will take a significant position in the HoReCa segment, we will
be represented in the majority of super and hypermarket chains and
marketplaces. Our profile is well-established in large-volume direct deliveries to
distributors. As a matter of principle, we do not work directly with restaurants
and end-users.
 We are looking for a distributor who will actively develop and promote
our products.

Support in product promotion

 We will assist in product promotion: we provide distributors with electronic

catalogs. They benefit from our strong social media presence. We regularly
post on Instagram and collaborate with top bloggers in the field.
 We arrange webinar courses for our distributors, teaching their staff how to
sell our products and highlighting their characteristics and advantages.
 We also organize master classes and “Global Tastings” for chefs and
restaurants with the participation of star chefs.
 We hold monthly promotions and special offers for distributors.
 We support an online “Tamaki Sushi Academy”, where we train chefs to cook
with our products, creating delicious, low-cost meals following new Japanese
and Pan-Asian cooking innovations. More than 40,000 chefs have already
signed up!

Interviewing a potential Partner about their company

 Who are your primary customers? Restaurants, delivery services, food
manufacturers, wholesalers, or retail trade (individual stores or chains)?
 What is your main product range (fish, meat, groceries, dairy products,
alcohol)?
 What is your main specialization (Japanese, Pan-Asian or Fusion cuisine, meat
and fish specialties, general-purpose assortment)? What is a share of Japanese
and Pan-Asian cuisine among all your products?
 Do you work only in the Country or in the nearby regions and countries as well?
 How long do you work in this market?
 Do you work through the parent company or do you have branches?
 Are you a producer?
 What do you produce?
 Do you have your own brands?
 How is the sales department organized? How many managers are there? Are
they divided by region and by segment?

Survey on the procedure for entering new positions

 What is the procedure for including new items in your product range?
 What is the interaction with the sales department (when entering a new
position)?
 Who makes the (final) decision?

Survey on purchased goods

So that I can tell you our prices and purchase terms – please indicate the
approximate volumes that you purchase monthly.

Let’s go through the list…

o Rise,
o Nori,
o Breadcrumbs,
o Sauces,
o Seaweed salad
o Rise vinegar
o Noodles.

Questions about the product (for example, about wasabi):

 What kind of wasabi do you buy(brand)?
 How much do you buy? / Or maybe you have a specific request or request for
this week? I will calculate it so that you can navigate through the prices and
compare them.
 At what price? / How much (wasabi) do you currently take?
o Rise,
o Nori,
o Breadcrumbs,
o Sauces,
o Seaweed salad (chuka),
o Rise vinegar,
o Noodles.

* Go through each product, enter the data in the database.

 What positions are you most satisfied with, and what positions are you least
satisfied with?
 How often do you load? On what days?

Contact Person Survey

 Let's exchange contact information. I have sent my contact details as a
business card, including my direct/alternate phone number and email. You
can do the same by sharing your business card.
o Sales manager
o Sales managers
o Purchasing manager
o Technologist
o Payments manager
o Purchasing manager

Product presentation (by 6-7 groups).

 The main products we work with are...
 Seaweed (chuka)
 Breadcrumb and Tempura Products
 Wasabi Products
 Sauces Asian
o Spicy
o Fruity
o Savory
o Sweet
o Soup Bases
 Rice Seasoning and Vinegars
 Sesame Products (sauces and seeds)
 Dressings
(See catalog and comparison table).

Presentation of segments (HoReCa, Retail).

 We cater to two influential segments: HoReCa (Hotels, Restaurants, and Cafés)
and Retail. Additionally, our product line has gained popularity in the Market
Plays.
 Typically, customers who purchase our assortment for HoReCa also acquire our
retail products.
 The majority of our products belong to the highest category, with some of them
being of premium quality.

HoReCa

 We are one of the most severe seaweed, breadcrumbs, chuka salad, wasabi,
sauces.
 Our main products for which we are working are
 HoReCa nori boxes of 40 packs of 100 sheets each, chuka 10 packs of 1 kg per box,
breadcrumbs 1-10 kg per box, wasabi 10 packs of 1-2 kg per box, Tempura Butter 1
and 18 kg, rice vinegar, soy sauces, unagi in 20L canisters, sauce line:
 For HoReCa in 1-1.5-1.8L packages
o Rice vinegar Tamaki 1l
o Sesame dressing Tamaki 1l
o Soy sauce Tamaki 1l
o Spicy sauce Tamaki 1l
o Sriracha sauce Tamaki 1l
o Kimchi sauce Tamaki Pro 1.5l
o Peanut sauce Tamaki 1.5l
o Teriyaki sauce Tamaki Pro 1.5l
o Unagi sauce Tamaki Pro 1.5l
o Kimchi sauce Tamaki PRO 1l
o Sweet chili sauce Tamaki 1.8l
o Teriyaki sauce Tamaki 1.8l
 For HoReCa in 0,47 l packages
o Sauces, rice seasoning, vinegars Balsamic sauce Balsamic vinegar Barbecue sauce with Prune
Black Garlic sauce Black Pepper Sauce Burger sauce Cowberry sauce Green Chili sauce Honey Mustard
Sauce Jalapeno sauce Kimchi sauce Lemongrass flavour sauce Mango Chili sauce Onion sauce Oyster
sauce Peanut sauce Pho Bo soup base Pineapple Curry sauce Pineapple sauce with Chili pepper Plum
sauce Poke sauce Rice seasoning Rice vinegar Rice Vinegar Salad dressing Sea buckthorn sauce Soy
sauce Spicy sauce Sriracha sauce Sweet chili sauce Teriyaki sauce Unagi sauce
 Japanese mayonnaise Tamaki 0.5 l
 Convenient and ergonomic packages.
 1.8L sauce bottles with handles.
 Special dispensers with overflow protection.
 Zip-lock on breadcrumbs, seaweed for the convenience of chefs, and packaging
in the format of a pastry bag in Japanese mayonnaise, which can be used until
the last drop.
 We also sell in tonnage and bag-in-box.
 We set a high standard for quality and try to live up to it. This applies to the
quality of service, prices, marketing, and the products themselves.
 Our products are natural, produced according to traditional Japanese
technology, with a high content of valuable ingredients, in convenient and
ergonomic packaging.
 Every month, we release new products and introduce know-how.

Retail

 Bread crumbs 150g-1kg, nori 5 sheets

o For Retail in 0.47 l Tamaki (Sauces, rice seasoning, vinegars Balsamic sauce Balsamic
vinegar Barbecue sauce with Prune Black Garlic sauce Black Pepper Sauce Burger sauce Cowberry
sauce Green Chili sauce Honey Mustard Sauce Jalapeno sauce Kimchi sauce Lemongrass flavour sauce
Mango Chili sauce Onion sauce Oyster sauce Peanut sauce Pho Bo soup base Pineapple Curry sauce
Pineapple sauce with Chili pepper Plum sauce Poke sauce Rice seasoning Rice vinegar Rice Vinegar
Salad dressing Sea buckthorn sauce Soy sauce Spicy sauce Sriracha sauce Sweet chili sauce Teriyaki
sauce Unagi sauce
 For Retail in 240 ml For HoReCa in 0,47 l packages
o Black Pepper Sauce
Jalapeno sauce
Kimchi sauce
Rice seasoning
Rice vinegar
Sesame dressing
Soy sauce
Sriracha sauce
Sweet Chili sauce
Teriyaki sauce
Tonkatsu sauce
 A comprehensive product lineup that fits well on store shelves.
 Eye-catching and bold design.
 Branded packages with vibrant colors and a display window.
 Convenient bottle sizes.
 Bottles with a special soft-touch coating.
 Capacity ranging from 240ml to 470ml.
 Store at room temperature; no special storage conditions required.
 Most of our products are market hits and have received gold medals.
 Conducting tastings.
 You have received our samples, and I have brought samples I propose for you
to try.
Working off the objection (see script Objections).

Formation of the assortment (strategy, help, advice).

 So let's start forming a new assortment with our main products for which we
work with us –
o Seaweed (chuka)
o Breadcrumb and Tempura Products
o Wasabi Products
o Sauces Asian
 Spicy
 Fruity
 Savory
 Sweet
 Soup Bases
o Rice Seasoning and Vinegars
o Sesame Products (sauces and seeds)
o Dressings
 In my opinion, it is necessary to take the listed goods in proportion / I suggest
you a ratio that reflects the proportion of demand in your area / Let's start with
our main goods (our absolute hits), for which we work with us - sauces, nori,
wasabi, dried bread, sauces, chuka salad / I suggest you the following
proportion, to sell the most evenly, take:
 5 boxes each of 3 kinds of nori: "Tamaki" nori, 100L, "Tamaki" nori, 100L, and
"GOLD" nori (China), 100 sheets.
 5 boxes of wasabi: wasabi "Tamaki", 1 kg, wasabi "Tamaki PRO Light" 1 kg -
they differ in horseradish content (for those restaurants that take spicier and for
those who prefer less spicy, or those who need an economical product at an
affordable price);
 1 pallet of 10 kg panko bread crumbs "Tamaki" and 3 pallets of 1 kg bread
crumbs;
 1 pallet of " 1.8 L sauces 3 boxes each, 0.47 L sauces 5 boxes each, 1 L sauces
3 boxes each,
 Chuka Salad, 2 varieties ("Tamaki PRO" and "Tamaki" Chuka) - 8 boxes. They
differ in the marinade content, with one variety containing 15% sauce and the
other containing 10%.

Development of partnership relations (organizing events,

training, and joint participation in exhibitions).
 We are currently experiencing dynamic growth and expansion, including
constructing a new plant, as we aim to elevate our sales to a new level. To
 ensure that your sales managers are well-versed in our products, we organize
product training sessions specifically designed for them.
 During these training courses, your managers will gain in-depth knowledge
about our various products' characteristics, criteria, and distinctions, such as
wasabi, sauces, rice vinegar, breadcrumbs, and more. We will provide valuable
insights on how to sell these products effectively and what key points to focus
on.
 The training sessions will be conducted remotely through platforms like Skype or
Zoom, with small groups to facilitate interactive learning. Each webinar will be
40-60 minutes, depending on the topic and the number of participants. Our
comprehensive course comprises 10 product webinars and a dedicated sales
training session.
 To accommodate your schedules, we offer flexibility in choosing the frequency,
day of the week, and a convenient time for the training sessions, ensuring
maximum convenience and participation. SKYPE or ZOOM will be required for
the training.
 Upon completion of the course, each manager will receive a gift from our
company, and a certificate can be provided upon request.
 Who will be responsible from your company's side? Let me note down their
name.
 Mr. Black, I will pass all the information on to the training manager; she will
contact you shortly, and you will set the date of the first webinar.

Discuss pricing.
 I reviewed your price list, and it seems that your prices are higher compared to
our region.
 Mr. Black, please review the assortment again and see if you missed anything.
I'm sure I can find at least 6 affordable items for you (jokingly). For example...
 We are ready to offer a discount; it will depend on…
o the order volume, whether it's a larger volume at the moment or
o the total purchase amount at the end of the month, or
o if you're buying more items or
o if you’re participating in a promotion. These promotions include attractive
discounts on selected products each month. Currently, we have a variety
of enticing offers available. Allow me to provide you with more detailed
information...

 Let's agree on the volume (set a target, sign a specification), and then we
can offer a special price for that volume. We can also explore the option of
shipping by container with a mixed assortment.
 Let's discuss the container assortment. It will be much more profitable for
you to order a container/ a truckload of nori at once.

Objections
We don't need that much
• Mr. Black, considering that you have 150 customers (restaurants), a container is
a reasonable quantity.
• By purchasing popular bestsellers at a lower cost, you can offer a more
competitive price and significantly increase your sales volume.
• The expiration dates on our products range from 12 to 24 months, ensuring a
long shelf life.
• Investing in products with a long shelf life is profitable as it guarantees that you
always have stock available at a known price.
• It serves as insurance against price increases since grocery prices are constantly
rising and this trend is expected to continue.

I'm not ready to make such a big order right now, but I
don't benefit from paying for shipping
 I recommend increasing the volume to... as it will significantly benefit you in
terms of price. With such a customer base of 150 restaurants, I'm confident you
can sell all the nori quickly. It's just 1-2 boxes per restaurant, which is not
much.
 On our part, we can provide you with contacts of restaurants that are constantly
looking for a distributor. This will help you expand your customer base and sell
all the goods.
 Moreover, what's just one box? It contains only 6 bottles of sauces. Considering
that you have 150 restaurants in your database, it would be ideal to take that
many boxes so all your customers can try them. Let's do the math together...
That's 150/6 = 25 boxes, at the very least, as some customers may take 2-3
bottles to try out (please refer to the attached receipt and application for further
details).
 Mr. Black, this is how we can effectively utilize a container assortment and
maximize the benefits.

The added argument is to have an entire assortment of

products.
 If you don't offer our range, your competitors will. However, we believe that
working with your company holds great promise. It will attract new customers
and boost sales with your existing current customers.
 To cater to the needs of restaurants, you need to have our complete assortment
available. Many restaurants prefer to source all their supplies from a single
supplier. Let's ensure you have a comprehensive range of products to meet their
demands.

Explanation of the regulations on the contract, delivery,

and claims.
 Mr. Black, now let's discuss the most crucial aspect - finalizing the contract. We
can proceed by signing a contract using our standard form. It reduces the time
required for coordination with other departments and top managers, allowing us
to swiftly integrate the contract into our database and expedite the
commencement of work and customer shipments.
 Regarding the delivery terms, please provide me with your requirements and
preferences. This will enable us to align our delivery terms with your
expectations and ensure a smooth and efficient supply process.
 What documents do I need to sign a contract?

To conclude a contract, it typically needs to provide certain documents. The

specific document requirements may vary depending on the nature of the
contract and the regulations in your region. However, here are some commonly
requested documents:
Company details typically include:
 Company name: The legal name of the company.
 Registered address: The official address where the company is registered.
 Business address: The physical location where the company conducts its
operations.
 Contact information: Phone number, email address, and company website.
 Company registration number: The unique identification number assigned to the
company during registration.
 Tax identification number: The identification number used for tax purposes.
 Bank account details: The bank name, account number, and other relevant
information for financial transactions.
 Legal representatives: Names and positions of key individuals authorized to
represent the company legally.
These details may vary depending on the country and legal requirements.
Company registration documents: These include the certificate of incorporation,
articles of association, and any other relevant registration documents that
establish your company's legal existence and status.
 Proof of identity: You may be required to provide identification documents, such
as passports or identification cards, for your company's authorized
representatives or signatories.
 Financial statements: Depending on the contract and its financial requirements,
you may need to provide financial statements, such as balance sheets, income
statements, and cash flow statements, to demonstrate your company's financial
stability.

- I want to work on a deferred basis.

 We understand that you are looking for a deferred payment arrangement, but as
a new company in the market, we are unable to offer that at the moment. Our
focus is on establishing financial stability and maintaining a steady cash flow.
However, we believe that our competitive prices and high-quality products make
up for the lack of deferred payment options. We are open to discussing this
possibility in the future once we have built a successful long-term partnership.
Thank you for your understanding.

- How do you deal with claims/reclamations from customers?

 We take customer claims/reclamations seriously and have a dedicated quality

department to handle them promptly. All claims are thoroughly reviewed within
3 business days to ensure proper resolution.
 We stand behind the quality of our products, guaranteeing that they meet the
specified shelf life and comply with transportation, storage, and sale conditions
stated in relevant certificates of conformity, declarations of conformity, and
product markings.
 We commit to delivering goods meeting the required standards outlined in the
technical documentation and applicable regulations. We prioritize customer
satisfaction and aim to address any concerns effectively.

The issue for elaboration. Receiving feedback on the

elaboration.
 Mr. Black, I've brought samples for you to try at the restaurants. Let's focus on
your key accounts and introduce our "Tamaki PRO" soy sauce. Additionally, I
have six flavors of sauces in 1-liter packages: Barbecue with prunes, spicy,
pineapple chili, pineapple curry, oyster, and sriracha. These sauces are highly
popular in the 1-liter volume, and we've received numerous requests. Let's plan
a day for me to accompany you and assist with the tasting, addressing any
questions from the chefs. This way, you'll receive immediate inquiries and boost
your sales.
 Mr. Black, all samples are carefully tracked and accounted for. I kindly request
that you follow up with feedback after reviewing the samples, mainly if they are
distributed without the manager's presence during the tasting

Reducing to a specific agreement

 Mr. Black, I will send you our catalog, a presentation of our products, and a
price quotation. We are a manufacturer, so we have one of the best prices on
the market.

 The first price FCA (Free Carrier) includes self-pickup conditions (loading the
vehicle you provide, preparing accompanying documents, export clearance, and
other documents for your request).

 The second price DAP (Delivered at Place), includes what was mentioned before
and delivery to the location you specify by our truck/container. All costs till tour
customs are on our side.

 You can find our Instagram QR code in the letter I will send you. Please follow
us and let me know your account name so I can follow you back.
 To which address should I send our samples?
 Street, building number, city, and postcode.
 Who should be indicated as the recipient of the package?
 Me.
 Is this the best number to call to ensure you have received our samples?
 Yes.
 What email address should I send it to?
 Black@gmail.com
 I got it. Thank you. Let me call you tomorrow at... 2 o'clock, and we will go
through the assortment again/set up a trial order/discuss the arrangements in
further detail/discuss how we will send the samples. I will be happy to answer
any questions you may have.
 If you don't mind, I will subscribe to our newsletter info@tamakifood.com,
where we share the latest updates on Japanese, Pan-Asian, and Fusion cuisine
and information about events, masterclasses, promotions, and special offers.
 You'll stay informed and connected to all Tamaki's exciting news and happenings
by subscribing.
 I invite you to follow our company's Instagram account @tamakicorp. We've
created a professional community to share the latest Japanese, Pan-Asian, and
Fusion cuisine updates and information about events, masterclasses, parties,
promotions, and special offers. We also showcase trendy recipes, and best-
selling products, discuss product reviews, host tastings, and share the results of
blind tastings. We would be delighted to have you join our group.

Meeting summary.
 Mr. Black, thank for the meeting; we have agreed that I will (select the
appropriate options):
 On my part
o I will prepare a quotation for .... or
o I will invoice you for...
 On your part ...
o You will work through the samples on ....
o You will see more details of the presentation on ....
 Let me come over tomorrow / Thursday, and we will ... agree on the shipment,
form an order / talk more about the promotion / discuss the conclusion of the
contract, etc. I will answer all your questions.

Parting.
 I'll dial you myself.
 Sure. What time can I expect your call? If we don't hear from you, I'll call you at
3:00.
 See you tomorrow.