Retailer-Manufacturer Report

This assessment involves an interactive task based on a negotiation between two students- one representing a manufacturer and the other representing a retailer. The manufacturer firm is Sydney shirts, manufacturing high quality, differentiated, and nationally advertised brand of business shirts.


In this exercise, the distribution manager of Sydney shirts enters into negotiations with retailer’s representative on a number of issues like minimum quantity ordered, retail margin, advertising frequency and cost split, sales promotions, order time, discount period for payment, packaging, product mix, shelf space etc. Students are provided with Manufacturer and retailer information material depending on the role they choose to play, and a decision worksheet in Week 2 tutorial for preparation of negotiation. 

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