The Problem
The New Zealand client received a quote from the Australian agent (no New Zealand agent existed) for some high priced capital equipment. They asked for us to quote through our USA office and were subsequently horrified to see that the Australian agent’s price, compared to ours was 30% higher. When the Australian agent was informed of this he told the client that the price remained the same and that they would not be able to access the product from the manufacturer.
Our Solution
We had our USA office again approach the manufacturer, who by this time had been alerted by the Australian agent, and convince them that we should still be allowed to supply our client at the much more reasonable price thus ensuring the manufacturer would retain the goodwill of the end user. They Agreed!