TermsofPrice剖析.ppt

* * Unit 6 Terms of Price Marketing Mix -----4P’s Product, Price, Promotion, Placing * * Formation of FOB export price FOB price=purchasing /production cost+ domestic fees +net profit Domestic fees may include: ※Processing 加工整理 ※ Packing ※ Warehousing ※ Transportation before loading on board * * ※license documentation fees（inspection, public notary, consolers certification, certificate of origin, customs declaration fees ） ※ loading, lighter, port construction port malicious ※ banking charges (interest, discount other fees) ※ waste损耗（shortage, leakage, breakage, etc.) ※ communication 通讯费（tel., fax, mail, internet) ※ operation management经营费用 FOB price is the “cost” in CFR CIF terms * * 一、 Factors that Influence Commodity Pricing Quality of Goods Quantity of Sales Season of Sales Distance and mode of Transportation Term of payment Fluctuation in Foreign Exchange Rate Currency for payment Marketing strategy * * 二、Methods of Pricing Fixed Pricing---固定作价 Flexible Pricing---暂不固定价格 Provisional Pricing---暂定价格 Floating Pricing---滑动价格 ---成套设备、大型机械 * * 1. Fixed Price（固定作价） E.G US$335.00 per metric ton CIF New York, no price increase/adjustment shall be allowed after conclusion of this contract. 2. No specific price is set.（暂不固定价） E.G The price will be determined according to the international market price on the date shown on the B/L. * * 3. Provisional Pricing-. （暂定价格） E.G HK$ 5000 per bale (400lbs) CIF Hong Kong Remarks: the above is a provisional price, which shall be determined through negotiation between the buyer and the seller 15 days before the month of shipment. 4. A sliding price is set.（滑动价格） E.G The above basis price will be adjusted according to the following formula based on the wage and price indexes published by the …(organization) as of …(month) 19… * * 三、 Pricing strategies ※ Skimming price strategy 吸脂定价策略 ※ Penetration strategy (市场渗透策略) ※ Everyday low price (天天低价) * * 四、Pricing methods 1. Cost-based pricing(成本计价