外貿(mào)接單案例！從開(kāi)發(fā)到下單全過(guò)程（附往來(lái)郵件）
日期 2020-03-14 / 人氣 3389 / 欄目： 新聞動(dòng)態(tài) 網(wǎng)絡(luò)顧問(wèn)
昨天工廠那邊通知貨已經(jīng)發(fā)到貨代的倉(cāng)庫(kù)去了,工廠的余款也付清了,總算松了口氣，雖然訂單很小,打樣開(kāi)模大貨一起都不到1W USD,但這單是我做得最有成就感的一單一個(gè)原因,客戶(hù)是自己開(kāi)發(fā)的,而且很有發(fā)展?jié)摿?曾是時(shí)代周刊的封面人物)還有一個(gè)原因,在談判的過(guò)程中加了價(jià)錢(qián)(當(dāng)時(shí)覺(jué)得利潤(rùn)少了),中間僵持了近兩個(gè)月,中間沒(méi)有降價(jià),最終客戶(hù)還是接受我報(bào)的價(jià)格。
整個(gè)過(guò)程歷時(shí)近六個(gè)月,貼出來(lái)跟網(wǎng)友一起分享
（1）
澳大利亞的客戶(hù)，從DOLLARCOME外貿(mào)客戶(hù)搜索與開(kāi)發(fā)系統(tǒng)中開(kāi)發(fā)出來(lái)的
看到網(wǎng)站上有賣(mài)我們的產(chǎn)品，毫不猶豫的拿起電話(huà)就撥
我： Good morning, it's Terry from China, we provide cloth hangers, as I saw some hangers on your webpage, I think you might need some of our products, could you please tell me whom should I talk to?
客戶(hù)： You should talk to me. Could you please send your product information to me?
我： I'm glad to do so. Could I have your name and email address please?
客戶(hù)： My name is Lucy, you could send the email to sales@xxxxx.com.au
我： Thanks , I'm going to send the email to you. Have a nice day.
客戶(hù)： Thanks for calling, you as well, bye.
我： Bye
掛掉電話(huà)，心里還是有些不爽，奶奶的居然給我個(gè)sales的郵箱。
據(jù)我的經(jīng)驗(yàn)，但凡這種客戶(hù)回復(fù)率都很低的，哪怕只是在電話(huà)上說(shuō)得再好聽(tīng)，為了對(duì)得住那一毛七一分鐘的話(huà)費(fèi)，硬著頭皮發(fā)了郵件過(guò)去，附件帶了產(chǎn)品目錄。
Hi Lucy,
It's been a great pleasure to talk with you via the phone.
It's Terry from China, we are manufacturer of all kinds of clothes hangers.
We have attached our product E-catalog in this email, which is for your consideration, please take a short look at it.
Since we have been in this business for over 13 years, we provide hangers with competitive prices and reliable quality.
If you are interested in any models of our products, please feel free to let us know.
We are looking forward to hearing from you.
I wish you all the best,
Terry (Sales Representative)
發(fā)完郵件后，沒(méi)怎么抱希望會(huì)收到客戶(hù)的回復(fù)的
因?yàn)橹斑@種案例太多了，但凡讓我發(fā)郵件到sales，或者info郵箱的客戶(hù)有九成以上是盼不到回復(fù)的，但事實(shí)證明我錯(cuò)了。
包括半年以前讓我發(fā)產(chǎn)品信息到info郵箱的南非客戶(hù)現(xiàn)在也蘇醒過(guò)來(lái)了，后天過(guò)來(lái)看廠。
半個(gè)月過(guò)后，等我差不多已經(jīng)把這個(gè)客戶(hù)給淡忘的時(shí)候，奇跡般的收到回復(fù)了，依然是sales的郵箱地址，讓我意外的是郵件后面的落款是Owner/Creator
從此對(duì)于讓我發(fā)郵件到sales，info郵箱的客戶(hù)我再也不敢怠慢。
Hi Terry
thank you so much for calling me and also for emailing me
I am currently looking for a hanger supplier so it was very good timing
i will ask you to quote on my current coat hangers
I will also ask you to help me design my own coathanger
it will be a coathanger which is a combination of a few different hangers
can you please send me an image of a hanger which you can hang
pants with no slip rail and a skirt hanger combined in the one hanger?
looking forward to receiving your pricing for the hangers which i have attached
and your ideas about a hanger which can combine many different features
regards
當(dāng)時(shí)同事的一票貨質(zhì)量出了問(wèn)題
把我一起拖到工廠去跟工人一起翻工(我們是外貿(mào)公司)
客戶(hù)早上發(fā)的郵件,我下午才看到
一般情況下超過(guò)兩個(gè)小時(shí)沒(méi)有回復(fù)客戶(hù)的郵件
我都會(huì)扯些理由去解釋
仔細(xì)分析了下這封郵件
發(fā)現(xiàn)客人的最終目的是為了design my own coathanger
而并非想買(mǎi)其他現(xiàn)有的款式
要報(bào)價(jià)只是想看下我們提供的價(jià)格合不合理
而且客戶(hù)本身又是owner/creator
不會(huì)像阿里上的很多鬼子是職業(yè)買(mǎi)家
有事沒(méi)事到處比比價(jià)格之類(lèi)的
這個(gè)客戶(hù)應(yīng)該沒(méi)有這么空閑
于是
在其他款式上的價(jià)格我是一分利潤(rùn)都沒(méi)加
工廠拿的多少價(jià)格給她報(bào)多少
只求在為她設(shè)計(jì)的款式上撈點(diǎn)就行了
畢竟是定制的東西，沒(méi)法到處去比價(jià)格
利潤(rùn)相對(duì)高很多
而且常規(guī)的款式我給的價(jià)格絕對(duì)有競(jìng)爭(zhēng)力
客戶(hù)肯定不會(huì)嫌棄貴的
事實(shí)證明，我的分析是正確的
Hi Lucy,
It's so great to hear from you. I'm so sorry for could not reply earlier, I got two clients visiting our factory today and tomorrow, I had no time to read and reply your email.
It's been a great news for us that you are currently looking for hanger suppliers, we do believe we could be the one that you are looking for.
1) Prices for the hangers that you have attached are as following, please confirm
Wood: US$ xxx/ Piece (FOB Shenzhen)
Pant: US$ xxx/ Piece (FOB Shenzhen)
Skirt: US$ xxx/ Piece (FOB Shenzhen)
Above prices are based on the total quantity of 1x20 'GP.
We could not quote for the plastic hanger without knowing it's dimensions. Please advise.
2) It would be our pleasure to disign coathangers for you. Attached pictures shows two models of our products which we think you might be interested in, please confirm. We would be glad to hear your opinions on the hangers in your mind, if you could tell us the shape and compositions of the product, which could be much easier for us to design.
Looking forward to hearing from you.
Kind regards,
因?yàn)楫?dāng)時(shí)也是剛?cè)胄胁痪?br/>在產(chǎn)品這塊不是很專(zhuān)業(yè)
隨便挑了兩款產(chǎn)品，發(fā)個(gè)圖片過(guò)去就完事
剩下全扔給客戶(hù)了
幸好后來(lái)客戶(hù)找了一款現(xiàn)成的，也不知道從哪搞來(lái)的
發(fā)給我讓我報(bào)價(jià)
郵件剛發(fā)過(guò)去就收到客戶(hù)的回復(fù)了
附件中帶了她想要找的產(chǎn)品圖片
Hi Terry,
thank you for your quote
what great timing - I was just sending you this
can you please quote this hanger attached ?
40cm wide
metal hook is 8cm to start of top of hanger
hanger is 15cm in height
regards
我們主要是做木衣架的
公司成立到現(xiàn)在還沒(méi)出過(guò)塑料衣架的單子
也沒(méi)什么固定合作的工廠,當(dāng)時(shí)心想夠嗆，估計(jì)不好搞定
專(zhuān)業(yè)一點(diǎn)的都知道塑料的產(chǎn)品價(jià)有重量還有材料差不多就能報(bào)價(jià)了
我還問(wèn)產(chǎn)品的厚度還有尺寸,呵呵,幸好客戶(hù)也不專(zhuān)業(yè)
Hi Lucy
Thanks for your email and your product picture as well.
Since plastic hanger is different from wooden hanger, we could not figure out the exact price without detail information of the product, such as its thickness, its weight, etc.
If we could get a sample of your hanger, which could be the best. So that we can figure out everything much easier.
Looking forward to hearing from you.
Best regards,
Hi Terry, I don't want to send my sample out just yet - a general idea of price is much better for me ?
鬼子現(xiàn)在都很精明的，知道運(yùn)費(fèi)要錢(qián)
樣品不能隨便寄
Hi Lucy, It's ok if you do not want to send your sample out yet.
Could you please let me know how many pcs you want to buy? The price we are going to quote would be closer to the exact price if we know the quantity of the order.
Best regards,
都不知道上哪找工廠去問(wèn)價(jià)格
不過(guò)還好有百度中文阿里
估計(jì)報(bào)個(gè)價(jià)格不是問(wèn)題
先問(wèn)下數(shù)量，要是量不大的話(huà)直接pass掉得了
當(dāng)時(shí)心里是這么想的
也沒(méi)調(diào)查過(guò)客戶(hù)什么身份，主要面對(duì)的是那些客戶(hù)群體，有多少家分店之類(lèi)的信息
只要一萬(wàn)只
量比較小，不過(guò)頭一回合作的很少說(shuō)走整柜的吧
之前都沒(méi)了解過(guò)行情的，也不知道塑料的產(chǎn)品需要開(kāi)模，滴汗
客戶(hù)的郵件中還強(qiáng)調(diào)這是高度機(jī)密的，丫的她壓根就沒(méi)了解過(guò)中國(guó)的山寨文化
Hi Lucy
How about the weight of you hanger? The price of plastic hanger is mainly depend on its weight
thanks
Best Regards
百度了一下，問(wèn)了幾家供應(yīng)商以后終于開(kāi)竅了
塑料的東西要先問(wèn)重量
要尺寸和產(chǎn)品厚度都是不專(zhuān)業(yè)的表現(xiàn)
客戶(hù)也沒(méi)什么疑問(wèn)
也沒(méi)發(fā)現(xiàn)我的不專(zhuān)業(yè)
看得我偷著笑了
Hi Terry
It is very light I will have to weigh it in 30 minutes
0.077 is the weight
Hi Lucy
FOB Shenzhen price for each piece is ABOUT XXX USD based on the quantity of 10.000 pcs.
Exact price could be figured out only if we can see the sample.
Best regards,
找了幾家供應(yīng)商以后
挑了家價(jià)格適中的，然后加了利潤(rùn)報(bào)出去
有了重量以后，價(jià)格就八九不離十了
工廠都這么說(shuō)
不過(guò)還是給自己留了退路
沒(méi)看到樣品給不了最終的價(jià)格
客戶(hù)的網(wǎng)站上有賣(mài)其他款式的塑料衣架
估計(jì)價(jià)格確實(shí)是喊得有點(diǎn)高了
據(jù)我了解，一般的塑料衣架有個(gè)十幾美分就差不多了
而我卻報(bào)了好幾十美分，誰(shuí)叫她是定制的還要打LOGO上去呢
對(duì)于我報(bào)的FOB價(jià)格她也有疑問(wèn)
我們公司是在桂林的，怎么突然冒出個(gè)FOB深圳出來(lái)
當(dāng)時(shí)才八月中，就開(kāi)始問(wèn)國(guó)慶放假的事了，我汗
Hi Terry
this price is very high but I am sure we can work something out
are there any other costs involved in this transaction?
is your office in Shenzhen?
are you having chinese holiday for 1st October - throught to 8th October?
Hi Lucy,
The price I quoted is estimated price. Because the quantity is not that large, the export operating cost for each piece would be higher then if the quanlity could be a container, you could understand that, right? Hopefully we can find a way to cut down the price a little bit the time when we get your sample.
We do not have office in Shenzhen. Our factory is located in Guilin, which is not far from Shenzhen, that's the reason why we used to quote FOB Shenzhen prices. There isn't any port in Guilin, it's an inland city, not that big either, but the labor power is very cheap, the workers' salary is very low, which could save the cost of the products.
Yes, 1st October is our National day, we used to have one week holiday, but this year, 3rd October is Mid-Autumn Festival, which is one of the most important festivals in China, so we will have one more day off this year.
Kind regards,
量少單價(jià)自然就貴，這是恒古不變的真理
雖然不是港口城市，但工人的工資低，不會(huì)因?yàn)槌隹诓僮髻M(fèi)的增加而導(dǎo)致價(jià)格沒(méi)有競(jìng)爭(zhēng)力
這么解釋似乎也講得通
沒(méi)想到這封郵件過(guò)去以后
客戶(hù)開(kāi)始耍小孩子脾氣了
五萬(wàn)只的話(huà)多少錢(qián)一只?
十萬(wàn)只的價(jià)格呢?一個(gè)柜的價(jià)格又要多少?
丫的一個(gè)柜能裝得了十萬(wàn)只么........
Hi Terry,
can you quote me on a quantity of
50 thousand pieces
one hundred thousand pieces
and a container load
thank you
Hi Lucy,
Around 40.000 pcs fills a 20 feet container, 80.000 pcs fills 1x40 'GP.
Price for 40.000 pcs XXX USD
Price for 80.000 pcs XXX USD
Prices are still estimated, which are for your consideration.
Best regards,
隨便按了下計(jì)算器，得出的結(jié)論是裝小柜四萬(wàn)只，一個(gè)大柜裝八萬(wàn)只
之前給了產(chǎn)品尺寸，估計(jì)也八九不離十了
比較隨意的給她降了幾美分
反正你也要不了那么多，當(dāng)時(shí)心里是這么想的
客戶(hù)問(wèn)模具是不是我們自己廠里能開(kāi)的
我算是醒悟過(guò)來(lái)了
原來(lái)塑料衣架還要開(kāi)模具的
還真要謝謝她的提醒了，接下來(lái)我該問(wèn)工廠模具費(fèi)的事了
Hi terry. are the plastic hangers moulded in your factory or are you outsourcing the moulding
regards
Hi Lucy, that's correct, we do everything ourselves, moulded in our factory and manufactured in our factory as well
Regards
丫的四五個(gè)人的家庭小作坊都說(shuō)以個(gè)月能做四五個(gè)柜子的貨
咱這么說(shuō)也不算過(guò)分吧。。。
后來(lái)才發(fā)現(xiàn)很少有工廠自己能開(kāi)模的
牛皮吹得有點(diǎn)大了
不過(guò)幸好客戶(hù)后來(lái)沒(méi)有細(xì)問(wèn)
差不多該問(wèn)的問(wèn)題問(wèn)完以后
客戶(hù)同意把樣品寄給我了
不過(guò)讓我兩天后要給她寄回去，因?yàn)樗稚现挥幸粋€(gè)樣品
就算我們自己能開(kāi)模具兩天時(shí)間也不夠。。。。汗
郵件的開(kāi)頭看著心里倒是挺舒服的
首先對(duì)我的工作給予了極大的肯定
其次對(duì)于我跟她之間的“緣分”表示感到非常的意外
還讓我拿到樣品以后給她提些建議
我自己還是門(mén)外漢，產(chǎn)品知識(shí)一問(wèn)三不知
光是能忽悠而已，有點(diǎn)愧對(duì)客戶(hù)了
Hi Terry
thank you so much for your professionalism in regards to my quotes
i appreciate your efficiency and instant reply to my emails
I think that it is an amazing co incidence that you called me in Sydney when I was looking
for a hanger supplier.
how did you find me ?
Terry - as I explained this is all very confidential - I hope I have your trust
I would like to send you my sample by air express but it is the only sample that I have
we will call this sample the xxx hanger from here on
I will then go through it with you
you may have some suggestions to make it better or save me money
some suggestions how we put my logo on to the hanger
I must ask that you send the xxx hanger back to me within 2 days is that possible ?
can you do that ?
i will also send you my samples of the other 4 hangers that I currently sell
you can keep these samples and quote accordingly
have a lovely weekend
regards
問(wèn)我要地址了
同時(shí)也問(wèn)開(kāi)模的費(fèi)用
Terry
Good morning
Which address is it best to send you the samples ?
How much should I pay for the moulds?
Regards
Good Morning,
Thanks for your Email.
Following is the address you could send samples to, please confirm
Company Name: xxxxxx
Address: xxxxxxxx
Contact person: Terry
Contact Number: xxxxxx
The hanger is made of four parts, which means we need make four moulds in total, and the price for the moulds would be 3200 USD, hope it could be acceptable for you.
Warm regards,
看上去一切是那么的順利
從確認(rèn)單價(jià)到給我寄樣，確認(rèn)模具的價(jià)格
表面看上去已經(jīng)有了質(zhì)的飛躍
可事實(shí)證明我把這一切想得太簡(jiǎn)單了
收到樣品后
拍了不下二十張照片發(fā)給工廠
因?yàn)楣S在浙江,離得太遠(yuǎn)了
很多事情根本無(wú)法控制
只能說(shuō)盡量多拍些照片,盡量讓他們能夠報(bào)更準(zhǔn)確的價(jià)格
一直小心翼翼的操作著,生怕會(huì)出什么亂子
工廠那邊再次跟我確認(rèn),價(jià)格不會(huì)有變動(dòng)
并一口咬定說(shuō)只需要四副模具就可以了
于是我就給客戶(hù)發(fā)郵件說(shuō)樣品已收到,模具的價(jià)格不會(huì)有變動(dòng)
現(xiàn)在已經(jīng)把樣品交給生產(chǎn)部,最終的價(jià)格也跟當(dāng)初報(bào)給你的一樣,沒(méi)有變動(dòng)
Hi Lucy,
We recieved the samples today, and passed them to our production department. They told me the prices stay the same as what we quoted before. Please confirm.
Kind Regards,
Terry
ok thank you that is wonderful
I am really happy with your service
the first order will be ten thousand pieces
with many repeat orders after that
收到客戶(hù)的郵件以后眼淚滑滑的
以為一切都可以很順利的進(jìn)行下去了
同時(shí)，我馬上著手打包剛收到的樣品，寄往浙江工廠那邊
工廠那邊收到樣品以后
首先加了模具的數(shù)量
并說(shuō)這款衣架跟普通的衣架不一樣
給了些我無(wú)法理解的理由（只因?yàn)槲彝庑校＞邚乃膫€(gè)加到了八個(gè)
價(jià)格也有了變動(dòng)，好在當(dāng)初我給客戶(hù)報(bào)價(jià)的時(shí)候給自己留了空間
不過(guò)報(bào)給客戶(hù)的價(jià)格已經(jīng)不夠?qū)嶋H開(kāi)模的費(fèi)用了
最后跟工廠軟磨硬泡之后
終于工廠同意幫我們分擔(dān)五百的模具費(fèi)用
這樣一來(lái)模具這一塊算是有驚無(wú)險(xiǎn)，在價(jià)格上沒(méi)有變動(dòng)
但至于大貨的價(jià)格，工廠又說(shuō)到材料跟圖片看上去的不一樣
而且產(chǎn)品比較復(fù)雜，需要加人工費(fèi)
雖然價(jià)格變動(dòng)不是很大，但這讓我相當(dāng)不爽
畢竟數(shù)量不多，雖說(shuō)當(dāng)初給客戶(hù)的報(bào)價(jià)還是有一定利潤(rùn)
但工廠那邊加了價(jià)格以后，利潤(rùn)已經(jīng)所剩無(wú)幾了
考慮到自己能拿的那部分提成就更低了
無(wú)奈，只有想辦法讓客戶(hù)多掏錢(qián)了
雖說(shuō)這樣做很不厚道，但根據(jù)我對(duì)客戶(hù)的判斷，還是想去嘗試一下
事實(shí)證明我做的這個(gè)決定太冒險(xiǎn)了
由于收到樣品跟客戶(hù)確認(rèn)價(jià)格的時(shí)間剛好是周五
周末兩天的時(shí)間工廠那邊剛好收到我的樣品，給我最終的價(jià)格
還沒(méi)來(lái)得及跟客戶(hù)談模具的付款方式就要求加價(jià)
現(xiàn)在想想覺(jué)得很不厚道
當(dāng)時(shí)的心態(tài)是工廠離得太遠(yuǎn)，很多東西都控制不了
萬(wàn)一出現(xiàn)什么意外的話(huà)，肯定會(huì)賠的血本無(wú)歸的
還有一個(gè)原因是沒(méi)有分析過(guò)客戶(hù)，對(duì)客戶(hù)的經(jīng)營(yíng)情況及需求量沒(méi)有個(gè)大概的了解
反正就一萬(wàn)個(gè)的小單，利潤(rùn)夠好的話(huà)我就做，利潤(rùn)不好的話(huà)拉倒
也省的自己成天去操心
沒(méi)來(lái)得及多想，獅子大開(kāi)口，加了10美分的價(jià)格
但是我加價(jià)的理由有點(diǎn)牽強(qiáng)了，因?yàn)樯洗蔚膱?bào)價(jià)是在收到樣品之后才給出的價(jià)格
熟悉這個(gè)產(chǎn)品的估計(jì)都清楚，一個(gè)普通的塑料衣架差不多也就10美分左右的價(jià)格
Hi Lucy,
How's your weekend?
I wrote this email on the purpose of telling you that our people took your hanger apart today, firstly, we found we should increase the moulds for the hanger, secendly we found out that the body of your hanger is made of ABS, but we thought it was made of PP the first time when we saw pictures and your sample. And the price of ABS is much more expensive than PP, because the strength and flexility of ABS is much higher than that of PP.
And the shoulders are made of two moulds on the purpose of anti slipping. The time when we complete the shoulders the hanger, we will cover a plastic film on it. We are sure we could make exactly the same hangers as your sample. But it's much more complicated than what we expected. And the price would change a lot. We are asking for 10 cents more for each piece now. We already tried our best to keep prices for the moulds the same as we quoted.
I'm so sorry for this, and we are looking forward to hearing your opinions on this matter.
Kind regards,
HI Terry
this is all beginning to be bad news ......
firstly you changed the amount for the moulds
and now you are increasing the price of the hanger by 10c -
this is an incredibly large amount to increase by
I really thought that all of this was going to go ahead
I will have to get back to the other companies who are interested in my business -
I'm sure you can understand this
I am really not a hard woman to do business with but you are worrying me as
you are changing your mind so much. I thought your company could have seen
the " bigger picture " and this was not going to be a once off order. I would continue to purchase from
your company
I would like you to re consider your offers - please send me a detailed quotation for each piece, mould etc
and finnancial requirements you need from my company so we are both very clear.
after I receive that - I will consider it....
May I please ask you to package up my xxx hanger with all of its attachments and
i will send a courier to collect it. Please let me know when this is ready.
I still haven't received a quotation for my other hangers - I would still like this quotation.
I don't need to have these other hangers returned to me
regards
看到這封郵件的時(shí)候心都涼了
當(dāng)然，加了價(jià)格以后我已經(jīng)做好最壞的打算了
畢竟生意還是講究誠(chéng)信的，我再次反省自己的不厚道
但真的沒(méi)想到客戶(hù)的反映竟然如此激烈
當(dāng)時(shí)只顧著跟工廠要價(jià)格，寄樣品
忽略了客戶(hù)一同寄過(guò)來(lái)的其他樣品
報(bào)價(jià)也一直遲遲沒(méi)給
或許當(dāng)時(shí)我已經(jīng)對(duì)這個(gè)客戶(hù)失去了興趣
能做就做，做不了拉倒
這封郵件的火藥味十足
現(xiàn)在擺在我面前的問(wèn)題是如何去回復(fù)這封郵件
道歉,是肯定需要的
然而更重要的是要能夠給出合理的解釋
由于對(duì)產(chǎn)品的不專(zhuān)業(yè),也只能是工廠跟我怎么說(shuō)
我再傳達(dá)給客戶(hù)而已
客戶(hù)在郵件中說(shuō)和她做生意并不難
那么言下之意就是說(shuō)跟我們合作就很難了
我能做的就是盡量去解釋
剛好前幾天有個(gè)澳大利亞的客戶(hù)來(lái)拜訪過(guò)公司
在這個(gè)行業(yè)中, 該客戶(hù)在澳大利亞還是有一定影響力的
剛好可以搬出來(lái)作為擋箭牌了
對(duì)于客戶(hù)說(shuō)的，我讓她很不放心
我的解釋是
一切都還不算太晚
在你付款之前，把價(jià)格上的變動(dòng)都說(shuō)清楚
你仍然可以決定最終要不要跟我們合作
如果說(shuō)等你付了開(kāi)模費(fèi)以后我再告訴你價(jià)格有變動(dòng)的話(huà)
你會(huì)怎么想？你又能怎么辦？
自我感覺(jué)這種說(shuō)辭還是有一定說(shuō)服力的
至于樣品給她寄回去，只能順著她的意思說(shuō)了
如果她真的跟我較勁的話(huà)，估計(jì)樣品也要不回去
因?yàn)橐呀?jīng)寄到浙江那邊的工廠手中，想要回來(lái)也不容易
Hi Lucy,
I do understand your feeling, because the price has changed a lot compared with what I quoted before, business should not be like this. But please allow me to provide an explanation.
1) Your hanger is not common one, it's made of several parts, except the meterial, we have to pay a lot to our workers.
2) For another reason, as I mentioned before, the meterial of your hanger is on the top side, but not as what we seen on the pictures. And more complicated as we thought. I do apologize the first time when I see the sample and I could not tell the meterial of the hanger.
3) The reason why we changed the amount of the mould because the shoulder of your hanger is actually made of two moulds, if we make only one mould for the shoulder, it will not work as no slip shoulder, which is all for your needs.
Please do not say we are hard to do business with, actually we do a lot of business with companies from your country. XXX company is one of our largest buyers from Australia, they buy a lot of containers of hangers from us each year. The president of that company visited our office few days ago, he said he was so pleased with the prices and service we offered during all these years. You could call the company to confirm if everything I said is true or not.
I do apologize for the mistakes I made, and I concede that I'm not professional in this business at all, because I only had few months working experience in this field, but I really think it's not too late to tell you the truth, then I told you. Before you pay money for your items, you know things well, and you can decide to pay or not, which is not bad news for you. Please imagine that if the time when you pay for the moulds, and then I tell you the price will change, what will you think? And what can you do?
The price for your other items and moulds do not change even one cent as what I quoted last week. Following are FOB prices for your other hangers, please confirm. I do not quote for your other plastic hanger, because we do not sell the same hanger as yours at the moment, since the quantity is very small, I'm sure you are not willing to pay for the mould.
Wood Suit Hanger: US$ xxx/ Piece (FOB Shenzhen, based on the quantity of 1x20 'GP)
Metal Pant Hanger: US$ xxx/ Piece (FOB Shenzhen, based on the quantity of 1x20 'GP)
Wood Skirt Hanger: US$ xxx/ Piece (FOB Shenzhen, based on the quantity of 1x20 'GP)
If you need your samples back, please tell me the place and the person I can send the package to, I will do it shortly.
I do not know if you could understand all the things I said above or not, anyway, I apologize for all what I have done.
All the best,
Terry
HI Terry
there has to be a lot of thought go into all of this as it is a very large committment.
is there anything we can do regarding the pricing of the moulds?
I really want you to make my hanger for me - but I need you to be negotiable on the moulds?
there are other companies who are happy to decrease the price of moulds as business is very difficult everywhere
and in fact they have a much lower quantity for me to reach if i want the moulds for free ?
can you please re think the price of the moulds
can you please re think the quantity required for me to have the moulds for free?
thank you Terry
客戶(hù)還有興趣跟我們合作
總算是有驚無(wú)險(xiǎn)
之前說(shuō)過(guò)模具費(fèi)要訂單量到15萬(wàn)才給退回的
這是工廠給的數(shù)字，我這邊做不了主
開(kāi)模的費(fèi)用也是，經(jīng)過(guò)比較之后已經(jīng)算是相對(duì)很低的價(jià)格了
只能再次跟你說(shuō)抱歉了
盡管我不想搞的這么不愉快
我已經(jīng)盡力在工廠那邊爭(zhēng)取了
被工廠很委婉的拒絕了
現(xiàn)在我能做的
就是很委婉的拒絕你
Hi Lucy,
Thanks for your understanding. It's been a great news for me that you are still interested in doing business with us.
Referring to the price for the moulds, as I mentioned before, we never aimed to get money from the moulds, because we have a very clear understanding that it's not a once off deal.
To be honest, we could only get very little money from any kind of plastic hangers, just like all other plastic hanger suppliers, we keep the prices low, because we want to sell large volume. But I could understand your position, you are not a professional hanger distributor, 150 thousand pieces might cost one year or even longer for you to reach.
But for your hangers, we need to pay for the meterial, labor force, packaging, delivery (from our factory to the port), etc. Though I know this could be long term business, we can imagine how much we can get from this. I really do not have any idea how many pieces we should produce then we can get 3200 USD back.
Unfortunately this is all business, I feel sorry that I could not be any of help.
Kind Regards,
Terry
這封郵件過(guò)去以后
兩個(gè)月沒(méi)收到客戶(hù)的回復(fù)
反正能解釋的都已經(jīng)解釋了
留點(diǎn)時(shí)間給客戶(hù)
差不多到該跟進(jìn)的時(shí)候
也沒(méi)有發(fā)郵件,直接打電話(huà)過(guò)去問(wèn)
大概就問(wèn)她是不是還有興趣跟我們合作
電話(huà)里可以感覺(jué)得出她還是很有興趣的
也問(wèn)了模具的付款方式之類(lèi)的
不過(guò)又一次讓她失望的是模具費(fèi)必須事先一次性付清
幸好對(duì)我的解釋客戶(hù)表示能夠理解
掛掉電話(huà)幾分鐘后就收到客戶(hù)的郵件
Hi Terry
Thank you for re contacting me again I really want to go ahead but will let you know in a few days
I appreciate your calling -
收到郵件后
突然有種感覺(jué)，像是在跟這個(gè)客戶(hù)談戀愛(ài)，而不是談生意
期間鬧矛盾，鬧情緒，誰(shuí)都不理誰(shuí)
等我再一次主動(dòng)聯(lián)系她的時(shí)候
她又表示很想繼續(xù)談下去
看得出來(lái)，她一直在等我主動(dòng)繼續(xù)聯(lián)系她
看來(lái)男的確實(shí)應(yīng)該主動(dòng)一些的
其實(shí)故事寫(xiě)到這里就差不多了
高潮部分已過(guò)
最后一次和客戶(hù)通話(huà)以后
也沒(méi)發(fā)郵件過(guò)去追著問(wèn)了
話(huà)都說(shuō)到這份上了,只能坐著等通知了
一星期后收到客戶(hù)郵件
Hi Terry
i haven't forgotten you
should know something more this week
regards
--------------------
和澳大利亞那邊有幾個(gè)小時(shí)的時(shí)差
等我準(zhǔn)備回這封郵件的時(shí)候
客戶(hù)的郵件又來(lái)了
Hi Terry
I have another meeting this morning regarding the hangers
can you please send me through your final pricing
hangers
parts of hangers
moulds
thank you
確認(rèn)價(jià)格，接下來(lái)應(yīng)該就是開(kāi)模打樣了吧
丫的可讓我等到這一天了
------------------------------
回郵件，報(bào)的價(jià)格還和以前一樣
之前提到模具費(fèi)退回的數(shù)量也不變
郵件就不貼出來(lái)了哈，就純粹的一些數(shù)字
丫的不知道客戶(hù)這兩個(gè)月都折騰些什么
貌似看上去最終會(huì)以我的勝利而告終
幾分鐘后客戶(hù)的郵件又來(lái)了
Hi Terry
I would like to go ahead with the hanger making sure that it has my logo on it
The hanger with the pant strip, the skirt clips and the black connector
I do not need the bar hanger with the white hook
I would like ten thousand pieces of the hanger
Five thousand pieces of the skirt clip
Five thousand black connectors
----------------------------------
訂單的數(shù)量定下來(lái)了，幾千USD，加模具一起不到一萬(wàn)
磨了這么久終于算是塵埃落定了，這下應(yīng)該跑不掉了吧？
接下來(lái)該談模具樣品和付款方式了吧。。。
Hi Lucy,
I appreciate your email, thanks for your interest in working with us.
The next step for us to go is moulds and it's payment. It's 3200 USD in total, and you need to pay the full money in advance, which is nonnegotiable. For hangers, if the order has been cancelled somehow during the process of manufacturing, we can sell them to others, but for moulds, if the project has been cancelled, no one's willing to buy them. That's the reason why we ask for the full money for the moulds before its production. After the samples has been confirmed by yourself, when you are placing order with us, the payment terms could be negotiated, 30% deposite, and the rest against the documents is always the case, L/C at sight is also acceptable.
Please take the above matters into consideration and I look forward to hearing from you.
Kind regards
客戶(hù)要付錢(qián)了，真爽快。。。
看來(lái)兩個(gè)月的冷戰(zhàn)還是有一定效果的
Hi Terry
Can u assure me that the hanger will be exactly as I supplied with my sample
Exactly the same thickness,size,colour and functionality?
When u send me the first sample - if there is anything that I am not happy with - how do you change the mould ?
Of course I am sure that I will be happy but this is a very large committment for me.
Can u please invoice me with banking details so I can transfer some funds
Regards
丫的樣品都拿在手上了
模具應(yīng)該不會(huì)出什么問(wèn)題的吧？
要不然還要你樣品來(lái)干嘛？直接照?qǐng)D片開(kāi)模得了
先付錢(qián)下單，剩下的都好說(shuō)
等這個(gè)訂單等好久了
Hi Lucy,
I understand what you are worrying about, if we could not make exact the same product as your samples, it's unnecessary for us to ask for samples from you. We have your samples in our hand, then we have a very clear understanding what kind of product you need.
I promise there would not be any problem, even if there are problems with the samples, we re mould and re produce that for you for free...till you are happy with the them...
Attached are invioce and bank details, please confirm.
Best regards,
客戶(hù)付錢(qián)好積極的說(shuō)
五分鐘后發(fā)來(lái)水單，當(dāng)天下午銀行通知錢(qián)已到帳
開(kāi)模打樣大貨收款一切順利
話(huà)說(shuō)在我離職后該客戶(hù)又下了兩單，客戶(hù)的質(zhì)量還不錯(cuò)
故事講到這里差不多該收?qǐng)隽?/p>
最后非常感謝DOLLARCOME外貿(mào)系統(tǒng)團(tuán)隊(duì)給予的支持與幫助，現(xiàn)在已經(jīng)開(kāi)發(fā)到20多個(gè)客戶(hù)了，下單的有5個(gè)了，不錯(cuò)?。?！替他們坐下宣傳哈！
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