Module 12: How to Quote & Negotiate

Title suggestion:
👉 “How to Quote Prices & Negotiate Successfully in Agro Trade”

🎯 Module Objective

By the end of this video, learners will:

1. Know how to calculate an offer price including cost, margin, transport, and taxes
2. Learn how to include Incoterms in a quote
3. Understand beginner-friendly negotiation strategies
4. Practice quoting for different scenarios like FOB vs CIF

Video Structure & Script

1️⃣ Hook (0:00 – 0:45)

“You have a buyer asking for 100 kg of turmeric. How much should you quote?
Too low — you lose profit. Too high — you risk losing the buyer.
In this video, I’ll show you how to calculate the right price and negotiate confidently, even if you’re a beginner.”

• Animated buyer message with “Quote your price?” pop-up and thought bubble showing confusion

2️⃣ How to Calculate Your Offer Price (0:45 – 2:00)

“Step 1: Calculate total cost: product cost + packaging + transport + taxes
Step 2: Add your profit margin — even 10-20% ensures sustainability
Step 3: Include extra costs for international shipments like insurance, customs, or port charges

Example: 100 kg turmeric

• Product cost: ₹100/kg → ₹10,000
• Packaging: ₹500
• Transport: ₹1,000
• Tax: ₹500
• Profit: ₹2,000
  Quoted price: ₹14,000 → ₹140/kg”

• Take one product and calculate your cost + margin + other expenses to prepare a quotation

• Animated table showing cost breakdown

3️⃣ How to Include Incoterms in Your Quote (2:00 – 3:00)

“Always include Incoterms so both you and the buyer know responsibilities:

• FOB Chennai: You handle delivery to the port; buyer handles shipping
• CIF Dubai: You pay for shipping and insurance until Dubai port

Including terms clearly avoids confusion and disputes.”

• Add Incoterms to your sample quotation prepared earlier

• Split-screen showing FOB vs CIF responsibilities along the shipping chain

4️⃣ Negotiation Tips for Beginners (3:00 – 4:00)

“Beginner negotiation tips:

• Start with a professional, confident quote
• Highlight quality, certifications, and reliability
• Be ready to explain cost breakdown
• Allow small flexibility on price or delivery terms
• Keep communication polite and professional — no aggressive haggling

Remember: Negotiation is about mutual benefit, not winning at the buyer’s expense.”

• Prepare answers for 2 possible negotiation questions (e.g., price reduction request, delivery timeline adjustment)

• Animated conversation bubbles showing negotiation back-and-forth

5️⃣ Real-Life Example: FOB Chennai vs CIF Dubai (4:00 – 5:00)

“Scenario: Quoting 100 kg turmeric

• FOB Chennai: Price ₹140/kg, you deliver to Chennai port; buyer pays shipping to Dubai
• CIF Dubai: Price ₹155/kg, you cover shipping and insurance; buyer receives at Dubai port

Notice the difference? Cost and responsibilities shift, so your quoted price changes based on Incoterms.”

• Create two quotations for one product: one domestic, one international with different Incoterms

• Side-by-side table comparing FOB vs CIF costs and responsibilities

6️⃣ Call to Action / Task (5:00 – 5:30)

• Prepare one quotation for a product
• Include cost, margin, transport, taxes, and Incoterms
• Draft answers for two common negotiation questions
• Optional: Role-play negotiation with a friend or colleague

• Checklist animation ticking off: Quotation ✅ Incoterms ✅ Negotiation Practice ✅

🧭 Module 12 Recap

🎨 Visual / Engagement Suggestions

• Animated cost breakdown tables
• Shipping chain diagrams for FOB vs CIF
• Conversation bubbles for negotiation role-play
• Checklist animation for actionable tasks

💡 Teaching Style Reminder

• Keep explanations visual, story-driven, and practical
• Include one actionable step per video so learners immediately apply knowledge
• Emphasize clarity, professionalism, and mutual benefit in quoting and negotiation