Assignment Detail

Role

Played by 

Outline of Roleplay Script 

Marino Enterprises’ Purchasing Manager

Student being assessed

·         introduce Greenfields Butcher’s Manager and Best Bite Café owner to each other

• confirm your email advice to the Greenfields Butcher’s Manager that Crave Catering are happy with the supply and that all KPI’s have been satisfactorily met so far.
• Explain to Greenfields Butcher and reinforce to Best Bite Café the underlying philosophy of Marino Enterprises that, within the Marino Complex, business will benefit by mutual cooperation rather than competing with each other
• Explain to Greenfields Butcher and Best Bite Café that you believe there may be potential benefits in establishing a cooperative business relationship between all three parties.
• Advise the attendees that the discussions in the meeting are commercial in confidence
• Provide Best Bite Café with the pricing agreed with Greenfield Butcher for Crave Catering
• Advise Best Bite Café that Crave Catering have achieved an average 28% COGS with these prices, and ask Best Bite what their COGs is currently
• When Best Bite advises that their COGS is 32%, ask Greenfields Butcher what, from there experience, should be an acceptable COGS
• Outline what you consider are the potential benefits to each party of a cooperative business relationship between all three parties
• After Best Bite Cafe has indicated that it would enter into a 12-month agreement if the prices were the same as for Crave Catering, suggest a way that you could guaranteed that the prices would be the same and satisfy Greenfields Butcher large order quantity requirements and also provide a small monetary saving to Crave catering.
• If Greenfields Butcher accepts your proposed solution, sum up the arrangements and benefits to each of the parties from this informal cooperative partnership,
• Suggest how this new cooperative partnership can maintain regular contact

·         Thank participants for their attendance.

• Use effective high-level communication, negotiation and relationship building skills and techniques, in line with professional protocols to negotiate and establish a cooperative partnership between all parties.
• Seek and incorporate feedback and input from your business colleagues where appropriate, including-
  • evaluating the Greenfield’s pricing against the Best Bite Café Cost of Goods Sold (COGS) performance
• Incorporate any available specialist advice if appropriate

Best Bite Café owner

another student 

• When provided with the pricing agreed with Greenfield Butcher for Crave Catering, agree that you are currently paying your supplier higher prices
• When asked, advise that the Best Bite Café COGS is currently 32%
• Also advise that the weekly quantities that you need are much lower than Crave Catering until Best Bite can grow their business, but that you anticipate you will reach this quantities when you have grown the business more.
• When asked, say that you would be willing to enter a 12-month supply agreement if the prices were attractive enough
• When prompted, confirm that you will commit to a similar 12 supply agreement within 6 months

• When prompted, agree to cover the delivery fee for combined deliveries.

Greenfields Butcher’s Manager

Assessor 

• When asked, advise the attendees that from your experience and expertise as a major hospitality supplier, the COGS should be in the range 25% to 30%, but definitely not more than 30%
• If prompted, suggest that you would be willing to offer the same prices and terms to Best Bite Café if their order quantities are large enough and if they committed to a similar 12 supply agreement.
• When Best Bite say they have much smaller quantities, ask them if they would be willing to enter into a 12-month supply arrangement
• When Marino’ Purchasing Manager has suggested that Best Bite Café and Crave Catering combine their orders, agree that is a good proposal which would benefit all parties.

• Agree with this proposal to combine orders in principle provided Best Bite commit to a similar 12 supply agreement within 6 months. Also agree that only 1 delivery fee will be charged if the deliveries are made together