我的第一个国外客人邮件整理及洽谈过程

INCLUDEPICTURE "http://bbs.fobshanghai.com/images/default/agree.gif" \* MERGEFORMATINET INCLUDEPICTURE "http://bbs.fobshanghai.com/images/default/agree.gif" \* MERGEFORMATINET INCLUDEPICTURE "http://bbs.fobshanghai.com/images/default/agree.gif" \* MERGEFORMATINET 我的第一个国外客人邮件整理及洽谈过程（查看19楼，第一单继续和第二单的开始） 在网站上看到这个客人的求购信息 因为不是会员，所以只能看到对方公司的名字 知道该公司求购的产品是我司生产的产品，但具体是什么都不清楚 通过GOOGLE搜索，找到对方网站，获得FAX号码 了解到该公司是一家正规、大型、常年在中国采购的公司 关键是他们采购和我们的生产对口。 根据他们的FAX NO.发了封传真 My FAX01 March 14， 2006 Dear S， I get your buying information in http://alibaba.com/ We are now writing you to introduce ourselves as one of  large State-owned enterprise integrated in …… and express our wish to enter into business relation with you. Our business Scope: …… Our annual production capacity is …… Sales amount is …… realizing the total profit and tax of…… generating export earnings of …… Please let us know if we may be of further assistance, and we are looking forward to your any inquiries. Best wishes! Yours sincerely, T MP:111 TEL:111 FAX:111 E-mail:111 想不到该公司很快就给回复了（传真） Customer FAX01 March 15， 2006 内容就是一个讯价函件 并注明：PLZ REPLY BY E-MAIL：…… 当时，我有了两个猜测 1．该公司采购人事有变动 2．该公司与合作工厂出现变动（后来这个猜测正确） 因为象这样常年采购的公司，对于他们采购的主要产品会有固定的供应方。 出来讯价就不常见，况且这么积极的回复“建交函件”更是少有。 于是，我打起200%的精神，积极与客人沟通。 My E-mail01 March 16，2006 Dear S, Thanks for your enquiry! The items` price you asked for is as follow: ……（除非有很多规格和品种，一般的我觉得没有必要做EXCEL表格。） Have a good day! Yours sincerely, T MP:…… TEL:…… FAX:…… COMPANY NAME Customer E-mail01 March 17，2006 ATT. MR.T PLS QUOTE ME YOUR BEST PRICE  PER MT.C&F …… TOP URGENT. S M E02 March18，2006 Dear S, …… is a inland city. We are not familiar with the transport charges between inshore port and …… port. It will spent us one or two days to get the detailed charges. Is it convinient for you to choose a inshore port instand ……? T C E02 March 18，2006 att. mr. T ……( ……) IS A PORT NEAR ''……'' PORT. IF YOU PREFER YOU CAN QUOTE …… RGDS S 在这里，我和客人在目的港出现了误会。因为客人刚开始说的那个名字不常用，当我去讯运费的时候，很多船代不清楚，说可能是内陆港要转船。 在客人第二封E-mail中，他在括号里写了另一个名称，于是我查询到该港的运费，并给客人报CNF价。 M E03 March 21，2006 Dear S, How are you? I wish you are very well! The items` price C&F in ……  you asked for is as follow: (THE PRICE IS OFFERED ACCORDING TO BULK PRODUCTION.) 1.…… 20'…… 40'…… C&F in……(NO QUOTAVALUE) 2.…… 20'…… 40'…… C&F in……(NO QUOTAVALUE) 3.…… 20'…… 40'…… C&F in……(NO QUOTAVALUE) Have a good day! Yours sincerely, T 发了报价去，客人没有当天回复。 （因为时间差关系，我们这边下午3点，就是那边的上午刚上班时间。一般是我下午2点半写E-mail过去，这样客人一上班就能看到我的E-mail，并马上回复。） 所以第二天，我写封E-mail问问客人收到我的E-mail否，试试口风。 M E04 March 22，2006 Dear S, Yesterday, I sent a E-mail including the quotation for your inquiry to you. Have you got it? Looking forward to your reply. Have a good day! yours sincerely, T 客人有反应了。FAX过来。 把我的报价E-mail打印出来，在上面标明他们能接受的低价。 价格低的没法做！ M E05 March 25，2006 Dear S, How are you? I wish you are very well. I have gotton your fax including your maximum price you could pay in March 22, 2006. I am sorry. I still have not given you the reply. Because those day, I am keeping negotiating with our sales manager, producting direct and skill engineers. We are talking about the botton value of your items. But your price is too low and even is lower than the valve of the goods themselves. (Maybe the quality between your demands and our products is different.) Though there are many problems, I will give you our lowest price C&F in ……. What I need is please give me more time to negotiating with our skill engineer . We want find a way to reduce the valve of materials while keeping the quality as soon as possible. Meanwhile, I will go to beijing for attending a international appreal&fabric exhibition-2006 tomorrow. When I am back, I will give you reply including our lowest quotation but the goods with best quality. What I need is more time. Have a good day. Yours sincerely, T 接下来，客人又没反应了— —！ 可能是以为我去北京了吧。 但是还是坚持发了封E-mail过去。 M E06 April 7，2006 Dear S, Maybe you have read my quotation for your enquiry. What do you think about it? Our company has 6700 work-hard people, wise leaders, advanced machines and standard workrooms, so we can guarantee the qualities of our production and the date of the delivery. Maybe we have some problems in the price. But could you make a trial order? I believe you will find our products are so good that they are over the value. I am looking forward your reply! Have a good day! Yours sincerely, T C M03 April 10，2006 ATT. MR. T, the price of…… is to high!! courrent price of …… is 1.08. pls ceck and let us know urgently. rgds S C M04 April 10，2006 Dear T I was very glad to receive your offer. I would like to receive your samples of the requesr articles. after that we can make a trial order container to see your production quality our address is: …… PLS CONFIRM RGDS 哈哈，终于有反应了！ 而且还两封E-mail。 M E07 April 11， 2006 Dear S, I am sorry to tell you that the price of white is 1.08 and the price of colours is 1.2. There are two reasons for it. First, this item needs a big quantity of materials(212g/mt2 …… and ……), and meanwhile the price of materials is higher than last year, so the price seems a litter high. Second, the RMB is rising in value more and more. The courrent rate RMB to USD is 8.0192(less 8.02) to 1. I have done my best to reduce the price but keeping the good quality. Looking forward to receiving your reply! Have a good day! Yours sincerely, T C E05 April 11，2006 wich is your best quotation if you use  …… with weight 195-200 gr m2? in this article I need best best price 'couse i use 1.700.000 mt. per year. pls answer at soonest. rgds S p.s pls confirm me that you will send samples. — —！ 郁闷的是他要的那三个品种我们公司还没样品，不过肯定能做。 而我又被派去广交会了。 晕。 广交会布展、参会、善后一下子，十来天。 回来后，我自己都觉得和那客人没机会了。 后来想了想， 不发邮件是一点希望也没有。 发了邮件，多少有那么一丁点希望。 找什么借口搭讪呢。 就推荐个产品吧。 — —！ M E08 May 5，2006 Dear S, For some special reasons, one of our old clients(two Japan companies, one Spanish company) stopes to purchase our item …… So our company startes to seek another company which could sell or use large quantity of item …… and build long-term relation with us. 1．…… PRICE:…… 2．…… PRICE:…… I believe that this item producted by our company has a good quality and price.   If you have any requiries, please kindly let us to know. Have a good day! Yours sincerely, T 郁闷哦，没反映咯。 再发一封吧。 M E09 May 13，2006 Dear S, Last time, I gave you the quotation as follow. The price of first and third items are similar with your max price. Why don`t make a trial order? I am sure that our good quolity and exact dilivery time will be satisfied with you. Yours sincerely, Steven    1.…… …… C&F in ……(NO QUOTAVALUE) 2.…… …… C&F in ……(NO QUOTAVALUE) 3.…… …… C&F in ……(NO QUOTAVALUE) 嘿嘿，客人有反应了哦。：） C E06 May 13，2006 att. T pls give me latest quotation that we make a trial 20'' container. rgds S 晕，就一句话。 什么品种，什么规格也没说。 当我神仙啊！ M E10 May 13，2006 Dear S, I am glad to have received your enquiry. But you only tell me the…… are …… Could you tell me the detail specification? The ……, the ……, the weight and white or coulors. I am looking forward to your reply. And I will give you the latest quotation as soon as possible. Best regards! Yours sincerely, T C E07 May 15 DEAR T, your price for …… is ok and your price for …… is ok but your price for …… it is too hight!! so I ask you the price using …… so: …… weight 195-200 gr m2 pls give me the price so that we can make a trial container. rgds T M E11 May 16， 2006 Dear S, Thanks for your E-mail. First, (THE PRICE IS OFFERED ACCORDING TO BULK PRODUCTION.) …… PRICE：…… C&F in ……（NO QUOTAVALUE) Second, Maybe, you will think the price is high. But please pay attention that the…… is made by ……, not by……I believe that you know the fabic made …… has better quality and delivery time. Third, 1, We can promise the quality; Before you put big order to our company, we need to do lab dips for you(generally ……to ……). And those samples goods will send to you for checking the quality. If you are satisified with the quality, then we can arrange the bulk production. 2,We can promise the delivery time. We have ……( including ……) to product, and regular working time. Looking forward to your good news. Have a good day! Yours sincerely, T C E08 May 16，2006 Dear T, I wolud like to start to work with you, but really the maximum price I can pay for…… is 1.10 for coulors and 1.00 for white. I hope to get your confirmation so that we can make a trial 20'' container with the 3 articles to ceck your quality. After that we can start the real work with 3-4 container per month. you must know that i work with these articles from 8 years, every year same articles same coulors during all the year. so is a continuos work. rgds S 唉，在价格上卡住了。 不要笨笨的在价格上争执吧。 谈的别的先，缓和下气氛。 我公司这边再降价格就没利润，解释原因，客人也听不进去。 M E12 May 17，2006 Dear S, Thanks for your kind E-mail. Our company is very interested with you and knows that you are a famous company in …… But still we want to know more about you. Could you kindly give us a introduction about your company and may I have your website? Our company`s website is …… Looking forward to hearing your any news. Thanks. Best regards! Yours sincerely, T C E09 May 17，2006 dear T, We are a group of company ''……'' divided in the follow factory: …… my factory in wich I buy from china (……) …… per year in only 4 articles with the same coulors from 6-7 yaers. all the article I buy are …… ……my fathar company that buy …… …… my sister company that buy about …… …… my usband company that buy ready made article for ……in china he use about n. 130, 40'' container of ……from china. Haw you can see we are a big group. you can see my web site that is …… where there is only my company. I HOPE TO RECEIVE YOUR CONFIRMATION FOR …… PRICE SO THAT WE WILL MAKE A TRIAL CONTAINER WITH ALL THE ARTICLE AND THAEN WE CAN START WITH REAL PROGRAMM. URGENT NEWS RGDS S 嘿嘿，轮到客人看我没反应了。 他开始找话和我说了。 我就猜到，其实我们的价格他们觉得不错了，前面那么多只是一直在压价格！ C E10 May 19，2006 dear T, I 'm producin in……  3 special articles and the selling is about……for each article, I know that this articles are special but peraphs your tecnologies can permit you to produce it. …… (but we can import writting …… for quota problems) 1. …… 2. …… 3.…… rgds S 我知道他是要勾引我说那个品种的价格问。 但我就是不说，只回答他新品种的事情，西西。 M E13 May 20，2006 Dear S, According your description about three items, I still do not know what kind of……they are detailly. If it is possible, you can send three sample in the same parcel of colour cards to me. And our engineer will analyze them, then I could offer you the exact price. Best regards! Yours sincerely, T 看吧。 他果然耐不住了。 直接下定单了。 嘿嘿。 C E11 May 20，2006 dear T I'm waiting your news about …… price, in the meantime I would like to confirm you a trial container 20'' of …… usd. 1.25. pls confirm me so that I will send you coulor assortment and my coulor cards. rgds S M E14 May 20，2006 Dear S, Thanks for your kind E-mail. First Now, our company give the price you asked as follow: 1．…… PRICE： (THE FABRIC IS MADE BY……) 2．…… PRICE： (THE FABRIC IS MADE BY……) Second I am waiting for your colour assortment and colour cards any time. If you need any assistant, please confirm me without delay. Third I should tell you our company has 900…… beside …… including …… Forth I am glad you make a trial order container 20" of …… I think we should do our best to cooperate with each other in this item. And then when we have cooperation relation, I think our company will give better price in other item. Becouse we are not very familiar with each other now. You know, the price of …… and …… is ok, and we only have some problem in the price of …… So we should have some cooporation, and we can know better each other, then we will do better. Looking forward to recieve your good news. Best regards! Yours sincerely, T C E12 May 20，2006 I SENT TO YOU THE ORDER BY FAX PLS CONFIRM AND GIVE ME YOUR ADDRESS TO SEND YOU COULOR CARDS AND HAND-FEEL SAMPLE. AFTER TAHT WE WOULD LIKE TO RECEIVE YOUR LAP DIPS AND HAND FEEL SAMPLE. RGDS S M E15 May 20，2006 Dear S, I will make the PROFORMA INVOICE and sent it to you by fax as soon as possible. Our address: …… COMPANY NAME: …… CONTACT PERSON: …… MP: …… Yours sincerely, T 后面就是谈交期，包装，催他开信用证的事情了。 一切顺利。 早收到了100% irrevocable L/C at sight 有时间，我再把后面的E-mail整理出来 和大家分享！ 熟悉生产技术 掌握价格底线 坚持不懈沟通 简单沟通 ——我得到第一个外单 希望大家多多指教，共同进步，谢谢！ About your FAX NUMBER 传P/I，失败。所以发E-mail过去确认一下。 M E16 May 22，2006 Dear S, Last saturday, I tried to send the PI and our address to you by fax, but I failed. Is your FAX NUMBER ……? Looking forward to your reply. Yours sincerely, T C E13 May 22，2006 dear T, The number of fax is axactly, if you have problems pls send me to  fax …… or you can send me in attachment with e-mail. rgds S M E17 May 22，2006 Dear S, I sent you the PI and our address again by fax …… And also here is an attachment. Please have a look. Best regards! Yours sincerely, T C E14 May 22，2006 dear T, ok I received your proforma. I accept …… and …… prices only 'couse i want to see your quality. today i will send you all our cards by fe-dex. rgds S We have received your parcel. 对方寄过来的办样收到了，发封邮件通知一下。 M E18 May 30，2006 Dear S, Just now, we have received your parcel including your name cards, the colour cards, hand-feel samples, PI with signatures and the trail order form. All go well. Best regards! Yours sincerely, T C E15 May 30，2006 PERFECT!!! RGDS SILVIA （哈哈，老外的回信好可爱！） sent l/c copy 开始确认信用证了。 要注意审证，看有没有软条款和你们难以达到的条款。有必要的话，找货代帮忙看下，或者问银行。P/I上写的通知行有义务帮你看信用证的。 C E16 May 29，2006 dear T I sent you by fax the copy of l/c messagge. pls confirm so that I can give my ok to the bank. rgds S M E19 May 19，2006 Dear S, I have received your l/c messagge. I will reply you as soon as possible. Best regards! Yours sincerely, T M E20 May 30，2006 Dear S, The L/C copy has been sent to you by fax again. I have writen down the signature and made our company`s print. We show that Could you delete the document require +6+" AND THE RELATIVE REPORT MUST BE HERETO ATTACHED"? Because our fax machine has not this function to report without delay, it only can report memories note for a long time. AND THEN WE ACCEPT ALL OTHER CONTENT. PLS OPEN THE FORMAL L/C, AND WE CAN ARRANGE OUR WORK PROGRAM IMMEDIATELY. Looking forward to receiving your any news. Yours sincerely, T C E17 May 30，2006 DEAR T, I WILL MAKE THE L/C WITHOUT POINT +6+. I GIVE TRHE OK IMMIDIATLY TO THE BANK AND WE WILL HAVE THE PASSED MESSAGGE THIS AFTERNOON MAXIMUM TOMORROW MORNING. I WILL FAX YOU THE ORIGINAL AT SOON. RGDS S About the first order 开始催客人的正式信用证了。 但不要说的那么直接，可以间接地问。 （这里客人开始下第二单了。） M E21 June 1，2006 Dear S, I wish you have a nice day! First, Yesterday, I gave your samples and colour cards to our produce department. They have given a producting plan today. When I receive the news of the original L/C, I will give ok to produce department, and then our company will start to work for your order.（这句话就是间接地要求客人赶快把信用证开出来。） Second, When our coorpration is going, I will make reports to you including the working complexion, producting schedue and so on, by E-mail or by fax according your choice. Third, When the first order is going successfully, may I talk with you about two new …… in your parcel?（提醒他一下，上次问的那新品种的事情。） Looking forward to receiving your good news. Best regards! Yours sincerely, T C E18 June 1，2006 dear T I fax you the l/c original messagge immidiatly. I hope to see this first container at soon 'couse I would like to start to buy really from you for example today i'm making orders for …… delivery 15 september! RGDS S M E22 June 1，2006 Dear S, Thanks for your E-mail. I am sorry I still have not received your L/C original messagge and I have not gotten any news for our advicing bank. Have you faxed it? Our fax no.…… When the work begins, we will bring forward the delivery date as soon as possible. And I believe you will see the first container at soon. Looking forward to your reply. Best regards! Your sincerely, T C E19 June 1，2006 att. T sorry my bank have problems with fax machine I go to the bank to bring the copy during lunch time and I fax you at soon. I would like to make you a new order of …… 1*40'' delivery 25-30 september 2006 but before to open the credit I would like to have one meter for each coulor of the produced goods, so that I can see the quality. （这个很正常，开第二个大单信用证前，要先看第一批试单的质量。） pls let me know. rgds S 下封邮件，是两封。客人直接在我的E-mail上回复，发回来的。客人很懂的节省时间。 M E23  C E20 2006/6/5, …… see my answer in red. ----- Original Message ----- From: …… To: …… Sent: Friday, June 02, 2006 8:29 AM Subject: Re: About the first order Dear S, First I have received your original L/C and the new order by fax. Our producting will be going formally from now on. We will do our best to bring forward the date of delivery and make the product with good quality. Second We will make lab dips of …… and send one …… each colour(COMO BLU 03, GREEN 07, BOTTLE GREEN 08, KELLY GREEN 09, YELLOW 14, GREY 15) by DHL OR EMS to you as soon as possible. We hope our quality will be satisfied with you, and then we could have opportunity to cooperate with you in the new order.thanks, pay attention to the width that must nbe minimum 150 cm. The width is one of most important thing. Third About the requirement of your packing. the label Do you have standard label or special design before? DO YOU HAVE MY CARDS SO YOU CAN SEE MY LOGO pls put my logo in original coulor (light blu) and than make label haw you want ( pls fax me label schetch for approval. If you have, please send to me, and I will do it according to your standard label; If you have not, may I design a label for you? Of course, it will contain your company name, art no, colour, mt, and I will fix two labels in one roll packing. the material of your roll packing Our standard material of roll packing export is Poly Bag. It is double Poly Bag and very solid, and I believe your goods will be very safe. And our other customers are always satisfied with our standard roll packing. Of course, if you stick to use Poly Bag+Cloth Bag, we can do it. But I am sorry the cost will be added, and you should pay for it. send me the first container with poly bag. if is ok we can go on otherway we will ask you cloth bag. I am sorry the E-mail is too long, because I always want to explain all details clearly and insure that our cooperation goes very well. Thanks for your reading all. （哈哈，这么长的E-mail，我怕老外看的头晕，不好意思一下。） Looking forward to receiving your any news. Best regards! Your sincerely, T rgds S M E24 June 6，2006 Dear S, Thanks for your reply. I have gotten your opinion. And I will insure the samples and the goods` width must be 150cm. Tomorrow, you will receive the label with your light blue logo by fax. After getting your comfirm, I will prepare enought labels for each roll packing. And The producting goes very well. …… and ……are the way to becoming ……(……, ……, ……). You may rest assured that we will finish on time. Best regards! Yours sincerely, T C E21 June 6，2006 MANY THANKS FOR YOUR ANSWER. RGDS S （这个老外好有礼貌！— —！） 下面就是确认标签。 打样，寄样，大样生产，催客人开出第二个订单的信用证了。 对于我公司的产品来说 是做长期客户，我们的生产和客人的需求是需要长期磨合的。 所以有第一单，质量过关，是肯定有第二单，第三单…… 我们进入客人的市场难，客人进入我们的生产也难。 QUOTE: 比如说你们生产某个数量的产品需要日期是：15天 （一）T/T         比如4月20日客人要你发PI，你怎么写PI的Delivery time 呢？         假设这个问题解决了，5月1日客人跟你下单，给你传真了他们的银行水单,是不是根据水单就开始生产，还是要等收到定金后在进行生产呢？ （二）L/C LC怎么写delivery time 呢？ PI中怎么限定客人的开证日期和装运日期呢 （三）生产要15天 因为一般进仓都要提前2天 那就算17天能开船， 但是有个问题是不能保证第17天正好有船啊 1.PI的delivery time: 20days after receiving your deposit/LC(做信用证的话)。具体天数你也可以再调整，算算看到时有没船期。尽量宽裕点。银行水单传过来了，如果一直在做的就可以开始安排生产了，怕是假的可以请银行鉴别。如果时间不是很急，可以钱到帐再安排生产，近的如东南亚，快的一天就到了，稍微慢点也就三天左右。 2. LC的话，客人按照你们商定好的日期写效期和装运期。客人自己也会计算的。如果你PI中说明了收到订金的20后安排装运，客人会相应转换的。 3. 船期你可以问货代，尽量找船期稳定的，MSC经常延期。 原则，尽量把时间弄的宽裕点，不要死扣。