Manuel from the marketing department has travelled to China to introduce the company's chicken claws into the Chinese market. Listen to him talking to a Chinese customer who has approached the stand to enquire about the product.

Manuel: Ni  Hao, welcome to our stand. We are honoured.

Chinese customer: Hello, My name is Li Chao. I reckon you are trying to sell vacuum packed chicken claws and I'd like to ask you some questions about your product. For example, where are the chicken bred?

Manuel: Our chickens are bred in computer-controlled poultry farms. They are located in the northern part of Granada region, a place which is well-known for its extraordinary natural environment. You can read in Chinese about the area and about the country in general on the ICEX webpage, if you like.

Chinese customer:  And how are they fed?

Manuel: They all are naturally fed livestock.

Chinese customer: And once they have been slaughtered, how are they processed? Are toe nails removed from the claws?

Manuel: Yes, they are, unless we are requested not to.

Chinese customer: And now let's talk about the price, how much is the unit?

Manuel: The price of a processed claw is 20 cents ex work.

Chinese customer: Ok and how many units per pallet? Could you tell me about the export details like shipping costs., etc..?

Manuel: We are ready to pack 2000 trays of 6 claws each per pallet and... It makes 1,20 euros per tray. If you go for a FOB option that will raise the price 0,30 cents per tray. If the option is CIF you’d have to add 0,30 cents more.

Chinese customer: So it’d leave us with 1,20 per tray ex work, 1,50 FOB and 1,80 euros CIF. Is that correct?

Manuel : You have it all right !

Chinese customer: Ok, then I would like to order 10 pallets CIF.

Manuel: In that case, for that amount of pallets we have a special offer...  For every 5 pallets you get 150 trays for free.

Chinese customer: As I am ordering 10 pallets... that makes 300 free trays.

Manuel : That’s it. So I guess this is officially your first order.

Chinese customer: The first of many, I hope...