CHP-Chaud Froid Plomberie
CHP-Chaud Froid Plomberie is a French distributor of construction supplies. The company occupies a dominant position in Southern France and has won several large supply contracts. Margins and profitability have come under pressure because of new European entrants. CHP is ready to place a large order for flexible couplings. A meeting has been arranged with representatives from Mission Rubber Technologies to discuss a possible deal. The negotiation meeting is to take place in France.
The case can be used in Sales and Marketing programs to prepare the students for an intricate negotiation with a major customer. It may also be used in a Negotiations course to illustrate the use of a variety of negotiation tactics. The case should be used in conjunction with the case Mission Rubber Technologies. The teaching note contains additional confidential information for team preparation.