VIP Class Notes (Tibo)

sometimes they didn’t want to give discounts and sometimes they want to use discounts to improve some big projects.

Most cases from Asia team so when our clients are thinking about discounts for big projects but global team they question me while the client keeps asking we already have a contract.
They suggest me to communication with the client and with their purchasing manager.
Maybe they can the internal discussion and review the price instead ask discount.

Based on their culture they didi ask or request discount.
When they have a big project if we give a discount we lose a lot of money and they prefer review the price than give discount because it is hard to controls costs.

But for China team you can see a lot of shows have 20% off so it is a common culture for china team and if other competitors already offers 10 calls and one is free call but for us we don’t have this offer.
It is hard to communication . I keep try to let them understand Chinese culture and situation

other local competitors give cheap prices . Local competitor use discounts as branding our product.
When clients keep pushing us to decrease price our company already 30% higher than the market.

When we doing the project sometimes the easy part is go to the cheaper vendor and we just do the hard part.

they are worried when I give discount as Asia team it may impact the global team.

sometimes they don’t want to give discounts and sometimes they agree  to use discounts to improve our chances on some big projects.

Most discount requests come from the Asia team so when our clients are thinking about discounts for big projects usually the global team doesn’t understand when the client asks for a discount after already signing the contract. 

They suggest me to communicate with the client and with their purchasing manager.
Maybe they can have an internal discussion and review the price instead of asking for a discount.

Based on their culture they don’t ask or request discounts.
When they have a big project if we give a discount we lose a lot of money and they prefer to review the price rather than to give discounts because it is hard to controls costs.

But for the Chinese team you can see a lot of signs offering  20% off so it is a common culture for china team and if other competitors already offers 10 calls get one free but we don’t have this offer.
It is hard to communicate . I keep trying to let them understand the Chinese culture and situation

other local competitors give cheap prices . Local competitor use discounts as branding for their product.
Our company is already priced 30% higher than the market and clients keep pushing us to decrease the price.
When we are doing a project sometimes the easy part is go to a cheaper vendor and we just do the hard part. / some clients only use our services for very difficult projects and for easy ones they go to cheaper vendors.

they are worried when the asian team gives because it may impact the global team and clients may expect the other teams to give discounts as well.

Vocabulary

sign (n) 标志／标识
There are many signs on the street

shut up (v) : stop speaking (rude)
Tom told his son to shut up because he was angry

Shut down (v) : close the business
The company had to shut down because of Covid

homogenize (v) 同质化 / make similar
We realized that our clients have a different experience if they come to McDonalds China and McDonalds USA. We think it is not a good thing so we try to homogenize the experience everywhere in the world.

homogeneity (n) uniformity
There is a higher homogeneity in Australia

homogenous (adj)
The Chinese market is not really homogenous in terms of price

maturity （n) 成熟
The market has a lower maturity

barrier to entry (n) how hard it is to enter a business
The barrier to entry in our industry is quite low