SHERRY: I understand we will need seven air conditioning units on the two floors.
That's what you think, yes?
ARNOLD: Yes. You could use five or six units.
But five or six wouldn't be very efficient. I recommend seven.
SHERRY: And if we take the Decker units you suggested, what would the price be?
ARNOLD: Let me calculate the price for you.
I can give you a 15% discount if you buy the seven units.
Let's see here. Your total would be 5929 dollars.
SHERRY: Isn't there any way we can get central air conditioning in this building?
ARNOLD: As I said, it is possible, but it would be much more expensive.
I think it would be at least 12000 dollars to do a complete system.
SHERRY: That's too much. We need to use the separate units, I guess.
ARNOLD: It's more practical, and the new units really are very quiet.
Your customers won't even notice them.
SHERRY: So you say we can do it for 6000 dollars.
ARNOLD: Yes, that's for the units.
Installation would probably be another 700 to 1000 dollars.
But it depends on the time spent, of course.
SHERRY: You mean installation isn't included? I'm very surprised.
ARNOLD: No, Ma'am. Installation isn't included.
The price I quoted was just for the units.
SHERRY: In Taipei, you know, the company usually installs the things they sell.
They don't charge extra.
ARNOLD: I know that, Ma'am.
But they would just raise the price of the units to cover their costs.
Here in L.A., installation is charged separately.
SHERRY: Yes, I suppose I should get used to it.
But I'm not really willing to spend more than 6000 dollars for this.
We haven't even opened yet.
ARNOLD: I understand, Ma'am.
SHERRY: And the other company that gave me a quote on this said they could do it for 4000 dollars.
ARNOLD: It's a question of quality, Ma'am.
At that price, you would not get good equipment.
I've been in this business for almost twenty years. I know what happens.
If you don't get quality air conditioning now,
you will just have to replace the system after two years.
SHERRY: I will tell you what I can agree to.
If you can quote me a price of 6000 dollars, installation included, I can accept.
ARNOLD: Well.
SHERRY: You do seem like a better company than the other one.
So I am willing to pay more than 4000 for you. But I won't pay more than 6000.
ARNOLD: Well, we don't usually do it, but... I believe we can accommodate you on this.
We will do the installation for free. Because we appreciate your business.
SHERRY: Good. I hope we can arrange the contract as soon as possible.

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