It doesn\u2019t have to be expensive, at least according to Del Winn. I recently spoke with Dell, a global expansion coach, business leader, complex problem solver, and international deal-making attorney, who really can<\/em> solve complex manufacturing and sales expansion problems.<\/p>\n

Del was asked to accompany InterDigital Communications Corporation’s salesman to Nanjing, China to negotiate a distributorship agreement and joint venture equipment manufacturing agreement.\u00a0 The future relationship was contingent upon the Chinese client purchasing a demonstration unit of the wireless digital communication system they would then manufacture and distribute.<\/p>\n

However, the system price became a major stumbling block, because the Chinese had heard of the same system selling (in large quantities) for $100,000 less than they had committed to pay. IF you were faced with this gap, what would you do?\u00a0 This challenge was daunting, and it couldn\u2019t get worse, right? Hang on to your hat. The Chinese manufacturer had no concept of quantity discounts.<\/p>\n

This led to days of fruitless negotiations. Then, Del proposed a compromise where the Chinese partner would pay the lower price in cash and agree to pay the additional amount out of a portion of their joint venture profits; until the full purchase price was recovered, they would receive 55 percent of revenues with the percentage increasing to the agreed 60 percent equity ownership after recoupment by InterDigital of the total sales price.<\/p>\n

This was a brand-new concept for the Chinese partner, but they agreed to it, thanks to Del Winn. He was able to get the full amount of the sales price ($300,000) upon signing the joint venture agreement, because the un-paid portion of the price was deferred, not contingent.<\/p>\n

Now that\u2019s creative! Del has so many stories of creative solutions to complex problems from slumping company sales, skyrocketing manufacturing costs, and managing embargo impact, then I\u2019d suggest you contact Del Winn directly. Del loves to help companies, so I know if you have questions, he\u2019s happy to share his creative thinking and innovative deal solutions.<\/p>\n

Contact Dell on LinkedIn<\/a> or via his Career Webfolio<\/a>.<\/h4>\n

Listen to the full Podcast discussion below!<\/em><\/h3>\n

Fred Coon, CEO<\/em><\/a><\/p>\n

ViewPoint^{\u00a9<\/sup> is a production of The US AT Work Network<\/i>\u00a9 <\/sup>and} Stewart, Cooper & Coon<\/em><\/a>, a Human Capital Strategies Corporation. Contact:\u00a0<\/em>Fred Coon \u2013 866-883-4200, Ext. 200, for more information.<\/em><\/p>\n

\u00a9 2004-2020 Stewart, Cooper, & Coon, Inc. All rights reserved. Limited to personal use and allowable only if this copyright message is left intact. Any duplication, alteration, or publishing of this content without express company permission is prohibited. Contact\u00a0<\/em><\/strong>fcoon@stewartcoopercoon.com<\/em><\/strong><\/a>.<\/u><\/em><\/strong><\/p>\n

\nhttps:\/\/media.blubrry.com\/workplace_strategies\/content.blubrry.com\/workplace_strategies\/Viewpoint_7-Dell_Winn.mp3<\/a><\/audio><\/div>

Podcast: Play in new window<\/a> | Download<\/a><\/p>","protected":false},"excerpt":{"rendered":"

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