USITC Staff Report: Quartz Surfaces from India and Turkey staff report USITC | Page 101

reported quarterly purchases. 10 11 Twenty-two of 36 responding purchasers reported that their
purchasing frequency had not changed since 2017. Of the fourteen that reported changing their
purchasing frequency, most indicated that their purchasing frequency had increased due to
increased demand. One purchaser, ***, indicated that it had decreased its purchases after
Cambria cancelled its exclusivity agreement *** and it has not been able to find a supply
source. A plurality of responding purchasers (13 of 33) contacted only one supplier before
making a purchase, and 9 purchasers contacted up to three suppliers. 12
Sales terms and discounts
U.S. producers typically quote prices on an f.o.b. basis 13 and importers typically quote
prices on a delivered basis. 14 Five of six responding U.S. producers reported offering a quantity
discount, four offered a total volume discount, and two offered discounts based on a rebate
program and special price quotes for commercial jobs. 15 16 U.S. producer *** did not offer any
discounts. Most responding importers did not offer any discounts (34 of 61 firms), 23 importers
reported offering quantity discounts, 11 importers offered discounts based on other policies,
and 10 importers reported offering total volume discounts. 17
10
Four purchasers reported their frequency of purchases as “other”, with *** reporting that it
depends on customer orders and *** reporting that its purchases are project specific.
11
Some purchasers indicated more than one response. Purchasers *** indicated both weekly and
monthly purchases. *** reported that the frequency of purchases is driven by the timing and size of
customer projects, and *** indicated that its purchases are “several times per month.”
12
Other responses included four firms reported contacting up to four suppliers, one firm contacted
up to five suppliers, two firms contacted up to eight suppliers, and two firms contacted up to 20
suppliers. Purchaser *** reported that it contacts suppliers on an “as needed” basis.
13
Five of eight U.S. producers reported quoting prices on an f.o.b. basis, and U.S. producer *** noted
that it ***.
14
Forty of 62 responding importers reported quoting prices on a delivered basis.
15
U.S. producers *** reported using more than one discount policy.
16
U.S. producer *** did not respond to the question, and reported that it ***.
17
Other types of discounts included: discounts for wholesalers and contractors, an “auto discounting
table” for distributors for larger projects, periodic promotions and clearance markdowns, program
pricing to select fabricators and customers on a volume basis, rebate programs, discounts on defective
materials, and reducing prices based on a competitor’s price.
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