Top Banner
Sara Lee H&BC – Dragon Sourcing Talc case study June 2006 Your Tailored Sourcing Approach to China
29

Case Study - Facts about sourcing of consumer goods in China

Apr 07, 2017

Download

Services

John William
Welcome message from author
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
Page 1: Case Study - Facts about sourcing of consumer goods in China

Sara Lee H&BC – Dragon SourcingTalc case study

June 2006

Your Tailored Sourcing Approach to China

Page 2: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.2

Project objective: direct sourcing in China instead of buying from an Indonesian agent

Chinese producerIndonesian distributorSara Lee Indonesia (SLI)

Legend:

Storage in SLI warehouse for manufacturing

Import in IndonesiaProduction in ChinaCurrent

TargetStorage in SLI warehouse for manufacturing

Import in IndonesiaProduction in China

Page 3: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.3

Our approach tackled each component of the total cost

Talc price ( FOB)

Logistic Cost

Sterilization Cost*

Total Cost* for sterile talc only

Page 4: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.4

Demand summary

•Zwitsal (Europe)•Fissan (Europe)

•Zwitsal (Asia) •Purol (Asia)

•She (Asia)

•Fissan (Asia)

Sterile Non Sterile

1000 Tons 600 Tons

Talc Usage

EuropeAsia

Total Spend US$ 440k

US$ 140kNon SterileUS$ 233/ton

US$ 300kSterile

US$ 300/ton

Demand Analysis

Page 5: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.5

Talc production and sterilization process

Sorting • Sorting the different talc ores

according to their talc content and brightness is a key phase of the production process. Techniques include hand sorting, state-of-the-art laser and image analysis technology or flotation.

• UV Radiation Sterilization (optional)

Milling• To obtain just the right particle

size distribution curve and top cut for a given application, the techniques used include compressed air, steam and impact grinding. Median particle sizes can range from less than 1 micron to 15 microns, and top cuts from 6 microns to over 100 microns.

• High Temperature Sterilization in Production

Mining• Most talc deposits are open-pit

mines. The waste rock covering the talc vein is removed using giant shovels that can shift up to 1,500 tons of rock an hour. The exposed talc is then extracted using shovels. Even at this early stage, the different ore types are sorted as they are extracted from the seam.

Supply Analysis

Page 6: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.6

China is the largest talc producer in the world, with more than one third of the total output, followed by the US, India, Finland, France and Brazil

Europe1 100 21%

China2 000 39%

South America400 8%

Asia & Oceania (w/o China)

700 13%

North America1 000 19%

Source: China Non-Metal Mining Association

Talc Output 2003 (In kTons)

Supply Analysis

Page 7: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.7

With 55+ mio Tons of reserves, the Chinese output is expected to keep growing in the coming years, with an almost stable volume of pharmaceutical grade

0

500

1000

1500

2000

2500

3000

2004 2006 2008 2010 2012 2014

Pharma Grade Industrial Grade

China 10 year Output Forecasting (In kTons)

Source: China Non-Metal Mining Association

Supply Analysis

Page 8: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.8

China talc production can be split in 2 major grades: Industrial and Pharmaceutical; the latter correspond to Sara Lee requirements

Supply Analysis

Page 9: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.9

Within the 10 provinces where talc mines have been discovered, LiaoNing, ShanDong and GuangXi produce most of the pharmaceutical grade

Major Chinese Talc Mines with yearly output

Large TALC Mines with pharmaceutical gradeOther TALC Mines

• LiaoNing, ShanDong, GuangXi, and JiangXi have huge reserves representing more than 90% of the Chinese reserves of Talc

• Pharmaceutical Grade Talc Powder is mostly produced in LiaoNing, ShanDong and GuangXi

Supply Analysis

Page 10: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.10

Talc export quotas in China are an important component of the talc price

• Implemented by Chinese national authorities to control the export of non-transformed natural resources

• Annual quota volume is regularly decreasing– 950 kTons in 2002– 650 kTons in 2005– 635 kTons in 2006

• Quotas are allocated to Chinese talc exporters through a sophisticated mechanism for both quantities and prices– Partly allocated at a government fixed rate to producers and traders based on their previous

exportation volumes– Partly allocated through a bidding process (sealed bids)

• There is a re-sale free market of quotas, allowing conservative producers who didn't bid for enough quota, to buy some from traders

• As a result of these mechanisms, export quota currently costs between 10 and 50 USD per ton• Interestingly, any product that is not pure talc has a quota waiver. Examples:

– "Paper powder" which mixes industrial talc with some stones– Mixture of talc with any other component would allow to consider the export of "Baby powder"

instead of talc

Supply Analysis

Page 11: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.11

Several factors result in tensions on talc prices in China and price increases for 2006

Factors containing price increases • Talc producers are increasingly getting

information from their clients that Chinese talc prices are less competitive than a few years ago; They are lobbying to minimize the quota cost

Factors contributing to price increases• Quotas are reducing the volume exported while

the demand has not been declining• Following recent accidents in China, a new

regulation has been introduced to protect workers involved in mining activities. Several – usually little – mines who couldn't afford the required investment have been closed, reducing the volume of talc lumps available on the market

• A more stringent regulation protecting the environment and the workers in milling factories is also expected for 2006; it is anticipated that the new regulation will increase production costs

• There only few talc mines able to respond to western pharmaceutical and body care requirements

Supply Analysis

Page 12: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.12

Our understanding of the microbiology control challenge, and considered options for the sterilization

Non-Sterilized Talc Sterilized Talc

Specifications reminder

Several properties identical for both references

• Microbiology (cfu/g)•Total viable account <100•Specific pathogen <100

• Microbiology (cfu/g)•Total viable account : zero•Specific pathogen negative

Comments on Microbiology

• Once present in the talc, bacteria level increases when humidity and 36-38°C are combined. Thus, the initial bacteria level when talc is produced as well as the development during transportation vary according to season

• On the other hand, once sterilized, there are no more bacteria in the talc, and little chance to see any bacteria development as long as the talc is kept dry (bacteria don't like dry environments)

Challenge

• Getting talc with a microbiology not only below 100, but at a level that ensure it will still be below 100 after transportation

• The required microbiology characteristics can only be reached through talc sterilization

• Options considered and being investigated•Sterilization in China•Sterilization in Indonesia• In situ sterilization within SL premises just before mixing

Comments

• Seasonality of the bacteria level will carefully be taken into account after understanding how this is currently handled

• Talc for baby currently arrives to Europe with a microbiology <10 considered as very good

• Sterile talc is only required since production moved to Indonesia. We'll not challenge this requirement.

Sterilization cost

Page 13: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.13

Negotiations held for each of the two sterilization options were focused on understanding suppliers cost structure

Rel-ion (Gamma ray) Malidas Sterilindo (Steam sterilzation)

Key information

• Expensive process due to the costly cobalt radiation source regular renewals needed (fixed cost)

• The cobalt source continuously radiate whether it is used to sterilize products or not

• Radiation source currently used 50% of the time

• Lecturer at the university who launched this sterilization business for J&J 10 years ago; added filling lines for J&J when they closed local plant

• Initially in Surabaya. Built a plant in Jakarta to sterilize ~4000 tons/year of talc for Cusson's (through Delta)

• Volume dropped to 1000 tons/year of talc for Delta (mainly Sara Lee volume since August 05)

• Only 10% of capacity is used

Key Client • Frozen Fish (no other sterilization option)• Petra Chemical (1000 tons of talc in 2005)

• J&J in Surabaya• Delta in Jakarta

Pricing • Cost + margin with frozen fish revenues (~1.2mio USD)• Special agreement with Petra Chemical since 1997 which

will end by end of Jan. 06 (following financing of Cobalt source in 1997): 28USD/ton. New management ended this agreement and don't want to maintain any relationship with Petra. New price of 120USD/ton

• Agrees that for non captive clients, any pricing above variable cost is almost better than nothing… already made during the meeting an offer at 66 USD/ton

• Provided cost breakdown with fixed and variable costs leading to a price of 50 USD/ton for a total volume of 1500-2000 tons/years (50 to 75% for Sara Lee through Delta)

• May get additional volume if Petra decide to switch from gamma rays to steam sterilization

Comments • Low price may be negotiated, but will only be valid as long as the radiation source has a low usage rate

• Reliable process with QC of each batch to ensure perfect sterility

• Jakarta facilities include a warehouse in which we can store up to 20 containers

Sterilization cost

Page 14: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.14

We've built an Excel model to calculate the total cost based on multiple parameters

ParametersDeparture port Qingdao  Arrival port Jakarta  # of containers / shipment 8  # of different items in shipment 1  Tons per container 22  Exchange rate: 1 USD = 9 642 IDR

Cost USD Assumptions      Shipment per Ton Cost IDR / Cost USD DriverFOB Qingdao 19 712 112,0        Freight 4 800 27,3 5785200 / 600 per container  Insurance 61 0,3  0,25% of Cost + FreightCIF Jakarta 24 573 139,6      

  Bank charges 21 0,1 200 000 / 21 per shipment and per item  Import duties 1 229 7,0  5% of CIF (HS code:2526.20.1000) for non-sterile talc only  Company Income tax 0 0,0  0,00% (C&F+duties) Not considered since refunded to SLI  Clearing 2 794 15,9 4 330 070 / 449 per container (to forwader)  Fixed 114 0,65 1 100 000 / 114 per shipment  Variable 2 680 15,23 3 230 070 / 335 per container  Other 52 0,3 500 000 / 52 per shipmentDDP     28 669 162,9        

Logistics cost

Page 15: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.15

12

3

3

8

14

3

15

6

5

3

3

Long List After 1st screening(email+phone)

Short list for RFQ aftersupplier visits

Talc candidate for futureuse

After analysis of the RFQ(2) responses, we selected 6 talc references for testing by R&D

2nd set of selection criteria(1)

• Production and QC capabilities assessment during site visits

• Packaging / contamination protection capabilities

• % of Pharmaceutical (vs Industrial) grade talc powder in total production

1st set of selection Criteria• Own mines vs. buy Talc

lump• Have a Pharmaceutical

grade license• Export experience

Total 34 producers

16 producers after 1st screening

Shan Dong

GuangXi

Liao ning

9 producers after 2nd screening (visits)

(1) Screening questionnaire in Appendix(2) RFQ in Appendix (3) Including 2 references currently used

6 talc references considered for future use(3)

3rd set of selection Criteria for RFQ analysis

• Price• Talc information provided

through certificate of analysis

Page 16: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.16

Using our "total cost" model, we calculated (sterilized and) delivered talc price based on FOB quotations

206.0

300.0

27.9

12.616.3

40.0

115.0

16.37.1

27.6

321.8

40.0

225,0

FOB Freight &Insurance

Importduties(1)

Other importcharges

Sterilization(2) DDP Current Price

All figures in USD/ton

-31%

+7%

(1) Actually, up to 34% of savings when Import duties are refunded(2) Last offer from Malidas Sterilindo at 40USD/ton

Page 17: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.17

For the non sterile talc , savings of kUSD 40 are immediately achievable buying directly the very same talc (same mine & same reference) in China.

Talc Usage Qty (Tons)

CurrentPrice

(USD/Ton)

New Price

(USD/Ton)

Savings(kUSD)

Haichen YinFeng

Non sterile, Asia Adult 600 233

166(-29%)

40.2A

A

PRECISIONS COMMENTS

Savings of 12 kUSD • Already effective after negotiation by Sara Lee Indonesia bringing down current supplier price from USD 233 to 213 per ton

Savings of 28.2 kUSD• Will be considered as "Implemented" after a 1st successful trial order• Savings figure will be refined (warehousing and inventory financial costs not yet finalized)

Page 18: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.18

For the sterile talc , the 1st screening excluded the two cheapest references

B

Shandong Pindu

Haicheng Hongda

Guangxi Longuang

(currently used for Sterile needs)

Guangxi Longshen

Guiguang Rose Brand

Haicheng Yinfen

(currently used for non Sterile)

165 140 202 200 196 115

Off-specs LOI Off-specs LOI

Talc reference

Price (USD/ton)

Shortlisting for screening 2 Selection for Screening 2 based on price and heavy metal analysis

Screening 1 (1)

Talc currently used by Sara Lee, used as the reference in the screening process

1 Shandong Pindu qualifies Savings of 44kUSD

2 Shandong Pindu doesn't qualify but Guangxi Longshen does

Main benefit is a qualified alternative to current talc reference

3 Shandong Pindu and Guangxi Longshen do not qualify No benefit

3 scenarios

(1) Detailed results in Appendix

Page 19: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.19

In summary, different scenarios lets anticipate for this talc projects savings in the range of 40 to 84 kUSD, corresponding to 9 to 19% of the baseline

Source Sterilization Usage Qty (Tons)

CurrentPrice

(USD/Ton)

Worst Best(1)

scenario (USD/Ton)

Haichen YinFeng

(Asia Qualified for Adult & Baby use)

Non sterile Asia Adult 600 233166

(-29%)

GuangXi Longuang

(Europe Qualifiedfor

Adult & Baby use)

Sterile

Asia Baby 800

300

300(-)

259(-14%)

EuropeAdult & Baby

200300(-)

249(-17%)

Total Spend 440 k$ 400 k$ 356 k$

Savings 40 k$(-9%)

84 k$(-19%)

CURRENT TALC USAGE

Buy the very same talc in China at a

lower cost

Qualify cheaper alternative talc for up to 17% savings

PROPOSITION

(1) Assuming talc testing will allow the usage of the cheapest talc reference

OPTIONS

A

B

A

B

Page 20: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.20

Agenda

1. Talc

2. Rigid Plastic Packaging

3. Summary & Next steps

Appendices

Page 21: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.21

Discussions with visited suppliers are articulated around our screening questionnaire 1/2

Creation yearCurrent ownership

# of EmployeesMines # owned Reserve (MT)

Factory -Mgmt / admin / QC / /Total

# of Factories X° in Factory 1 X° in Factory 2 X° in Factory 4 X° in Factory 5

Total sales (kTons) Lumps Powder Industrial DomesticExport Japan

Powder Powder Pharma Domestic Europe & USExport Rest of the world

Sales (RMB)Tons/day # of machines Domestic

ExportTotalProfit (% of sales)

Quotas Own Traders COMMENTSQuantity (kT)2005 Price (RMB/T)Planned 2006 (RMB/T)

Comments: how do they minimize microbiology levelAverageMinMax

Key Pharma grade clients (Western, if any) and corresponding volumes (how attractive our client is…)

325 Mesh Talc Powder Prod. Capacity

Bacteriology

TALC SUPPLIER OVERVIEW :Comments (JV, purpose of the JV,…)

Powder Pharma Export

X° in Factory 3

Talc mines OutputT/day - kT/year

% Pharma grade reserve whiteness>=92

Page 22: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.22

Discussions with visited suppliers are articulated around our screening questionnaire 2/2

Yes / No Certificate Last certification renewal date Certification body

Quality certificationPharmaceutical Certification

T/20" cont.5 ply paper bag With pallets paper + plastic liner Without pallets other (specifiy) Comment

LUMP SORTING CLEANING/DRYING OTHER QA/QC

Visible activity Equipment

People vs. Machine cost (fixed/variable)Expected impact of new regulation (Environment & labor protection)Price trend for 2006. Based on which rationale?Capability of delivering "baby powder", i.e., of mixing talc with other components in a sterile environmentTalc sterilization unit in the neighbourhood? Or between factory and sea port?Do they have client using in situ sterilization equipment?

CO

MM

EN

TS

All analysis internallyWhiteness FinenessMoistureLOI Chemical caract.Microbilogy

MILLING/PKAGING QA/QCFor how long do they keep the QC records?

Where?

What else can they offer to reduce contamination risk (container preparation? Where do they fill the

container?)Transport recommendationPacking options

TALC SUPPLIER OVERVIEW :if yes

1st certification date

Page 23: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.23

RFQ cover letter 1/2Dragon Sourcing is a China based Procurement Services Provider,

supporting international and local companies in their sourcing activities in China. Our services consist in identifying and selecting the most competitive suppliers for our clients. We are not traders; this means that contracts are signed directly between our clients and the selected suppliers.

龙源有限公司是一家以中国为基地的采购服务供应商,为跨国公司提供采购服务和支持。 我们主要的服务是为我们的客户评估和选择供应商。我们不是贸易商,意味着采购合同是在客户和我们选择的供应商之间签署的。

Sara Lee is a major player in the Body Care sector with several local and global brands.Sara Lee intents to buy a recurrent annual volume of 1600 tons of talc powder to be used for body care in Europe and Asia. See Attachment 1 for the talc powder complete specifications.

莎利集团 是全球护肤品领域中主要的生产商之一, 拥有多个国际知名品牌。莎利集团正在寻找一个能够提供滑石粉原料的供应商,今年的需求量为 1600吨,用作于欧洲和亚洲市场的护肤品原材料。附表 1是我们需要的滑石粉规格。

The supplier selection process has been structured around the following approach:

供应商的选择将遵循以下的步骤:

Step Comment 步骤 注释

Supplier screening for invitation to tender (interview and supplier site visits)

Completed供应商的拜访和筛选 已完成

Request for Quotation including provision by supplier of certificate of analysis and sample of the proposed talc

Our objective is to select a single supplier for the recurrent annual volume of 1600 tons based on both price and talc quality. The proposed price must be extremely competitive to ensure supplier qualification for the next step

报价单 (包括样品以及检验报告)

我们的目标是根据报价和样品的质量选择一个供应商,报价必须有很强的竞争力以确保能够进入下一轮的考核

Final supplier selection during supplier visits

Final selection will be made with the effective participation of Sara Lee representatives

最终拜访和确认供应商 最终的选择将由我们和莎利集团代表一同来决定

Page 24: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.24

RFQ cover letter 2/2

This RFQ includes 4 attachments: 这份询价单包含:附表1 滑石粉规格附表2 报价单附表3 检验报告附表4 意向书贵公司的回复

Please submit your response by email or fax to: 请将传真或者电邮发到以下联络方式:

Dragon Sourcing Shanghai Representative Office 283上海市卢湾区淮海中路 号

Project DS2005/TALC001 - Attn: Ivan CUI 1008香港广场 室 邮编 200021Rm1008, Hong Kong Plaza 龙源有限公司上海代表处

283 Huai Hai (M) Rd. Shanghai 200021 项目代码 DS2005/TAL001 联系人: 崔艾文Tel: +86 (0)21 6390 6291 Fax:+86 (0)21 6390 7099 021 6390 6291电话: 021 6390 7099传真:Email: [email protected] 电邮: [email protected]

2. Sendig by fax or by email the attachments 2 and 3 fully completed by Monday J anuary 9, 2006 – 11:00 am

3. 请依据分析报告准备2公斤滑石粉样品并邮寄至以下地址: 截止期至2006年1月9日上午11点

2. 传真或者电邮已填写完整的附件2和3。截至日期2006年1月9日上午11点

3. Sendig to the below adress a 2kg sample of talc corresponding to the Certificate of Analysis by Monday J anuary 9, 2006 – 11:00 am

Sara Lee is a renowned actor of the Body Care industry, and will be a valuable client reference for the selected supplier. Sara Lee intents to qualify and select a supplier that will be able to provide the recurrent annual volume of 1600 tons year after year. For these 2 major reasons, we expect your quotation to be below the prices usually applied to traders and distributors.

1. 传真或者电邮附表4告知贵公司是否有回复此份报价单的意图。此意向书必须在2006年1月4日下午4点前回复给我们。

Attachment 1: Talc SpecificationAttachment 2: Quotation sheet

我们的客户是全球护肤品领域中主要的生产商,并且对供应商来说是有潜力 和价值的客户。

1600 莎利集团计划核定并选择一个供应商提供一年 吨需求量的滑石粉。2基于这 个原因我们希望你们能够提供低于现有贸易商和分销商的报价单。

Attachment 3: Information required in the Certificate of Analysis

Your response to this RFQ will consist in:

Attachment 4: Intent to respond

1. Sending by fax or by email the Attachment 4 to indicate whether you intent to respond to this RFQ. This intent to respond must be sent by Wednesday J anuary 4, 2006 at 16:00

Page 25: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.25

RFQ - Attachment 1 – Talc specifications

Whiteness 白度 Min 92%

0.4-0.5 g/cm3

Maximun 1.5% > 75µm

≤2%≤6.5%≤0.2%8.1-9.1

Free

- MgO Min 30%- SiO2 Min 60%

1. Total Viable Count ≤100 cfu/g2. Specific pathogen ≤100 cfu/g-Clostridium tetani Negative 无-Clostridium welchii Negative 无-Staphyloccous aeruginosa Negative 无-Pseudomonas Negative 无-Salmonella Negative 无-Candida albicans Negative 无-Aspergillus niger Negative 无

Attachment 1 - Talc Powder Specifications

CRI TERIA REQUIREMENTS

Determination of Apparent Density 密度

Acid Solube Substance 酸溶度Loss Of Ignition 烧失度

Volatile or dray matter content 干燥度

Particle Size Analysis 颗粒径

Determination of pHAsbestos Mineral 石棉Chemical properties

Microbiology (cfu/g)

Page 26: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.26

RFQ - Attachment 2 - Quotation sheet 1/2

Supplier 供应商Contact Person 联系人Title职位Email电子邮件Tel 电话Fax 传真Mobile phone 手机

Contact I nformation 联系信息

Talc Powder- Attachment 2 - Quotation Sheet滑石粉询价单

See Attachment 1 for talc powder specificationsAnnual volume: 1600 tons

需求

请查阅附表1 滑石粉的规格 为参考

年需求量:1600吨

Our requirements

Deliveries: 10 deliveries of 8 x 20" containers 运输:10个20尺的集装箱柜Packaging: 5-ply paper bags 包装: 5层牛皮纸袋

Page 27: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.27

RFQ - Attachment 2 – Quotation sheet 2/2

Supplier Product Designation/Reference 产品名称EXW Price per Ton (RMB)/T 出厂价单价(人民币)/公吨Exporting quota cost per Ton (RMB)/T 出口配额 (RMB)/吨FOB Price per Ton (RMB)/TFOB价格/吨

FBO报价对应的港口

CIF Port Kelang Price per Ton (RMB)/TCIF Port Kelang Malaysia 马来西亚CIF J akarta Price per Ton (RMB)/TCIF J akarta Indonesia 印尼雅加达

Please provide pricing per Ton according to the below breakdown for your product reference matching our requirements请提供以下报价按公吨为单位,并按照我们的需求细目分类

Precise Port corresponding to your FOB price

Please precise the payment terms on which you base your quotation付款方式

Optional pricing information 其他报价

Page 28: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.28

RFQ - Attachment 3 – Format of Certificate of AnalysisAttachment 3 - I nformation Required in your Certificate of Analysis

Whiteness 白度 (%)

Water Soluble I ron 水溶铁

Magnesium Oxide- MgOSilicon Oxide- SiO2

Calcium Oxide- CaOAluminium Oxide- Al2O3

Iron Oxide- Fe2O3

1. Total Viable Count2. Specific pathogen-Clostridium tetani-Clostridium welchii-Staphyloccous aeruginosa-Pseudomonas-Salmonella-Candida albicans-Aspergillus niger

pH Value ph值

Asbestos Mineral 石棉

Chemical properties

Microbiology (cfu/ g)

Arsenic (ppm) 砷Lead (as Pb) (ppm) 铅

Acid Solube Substance (%)酸溶度

Loss Of Ignition (% at 1000°C)烧失度Moisture/Volatile or dry matter content (%)干燥度

Particle Size (% > 75µm)颗粒径

CRITERIA 标准

Apparent Density (g/cm3)密度

YOUR CERTIFICATION AFTER ANALYSIS 贵公司的分析结果

Page 29: Case Study - Facts about sourcing of consumer goods in China

© 2006 Dragon Sourcing. All rights reserved.29

RFQ - Attachment 4 – Intent to respond

To 收件人 Ivan Cui 崔艾文Email 电子邮件 [email protected] 电话 021 - 6390 6291Fax 传真 021 - 6390 7099

Company Name公司名称

Address地址

Town城市

Province省份

Contact Person联系人

Title职位

Email电子邮件地址

Tel电话

Fax传真

Mobile phone手机

Please tick with a "X" one of the 2 boxes请在选项前的方框内标记"X"

We intend to respond to this RFQ by the due date requested我们将在截止日期前做出回复We do not intend to respond to this RFQ (Reason Below)我们不准备回应此询价单 (请说明原因)

The reason of our intention not to respond is:请说明贵司做出不回复的原因:

Please, complete this page, print it and fax it by Wednesday J anuary 4, 2006 at 16:00 to

DRAGON SOURCING 龙源有限公司上海代表处

请填写此页, 用电子邮件发至,或打印后传真至: (截至日期:2006年1月4日下午16点)

CONTACT I NFORMATI ON联系信息