CHP-Chaud Froid Plomberie
Case number:
A10-04-0021
Abstract
CHP-Chaud Froid Plomberie is a French distributor of construction supplies. The company occupies a dominant position in Southern France and has won several large supply contracts. Margins and profitability have come under pressure because of new European entrants. CHP is ready to place a large order for flexible couplings. A meeting has been arranged with representatives from Mission Rubber Technologies to discuss a possible deal. The negotiation meeting is to take place in France.
Teaching
The case can be used in Sales and Marketing programs to prepare the students for an intricate negotiation with a major customer. It may also be used in a Negotiations course to illustrate the use of a variety of negotiation tactics. The case should be used in conjunction with the case Mission Rubber Technologies. The teaching note contains additional confidential information for team preparation.
Case number:
A10-04-0021
Subject:
Finance and International Trade
Year:
Setting:
France
Length:
4 pages
Source:
Field