与沙特客人的合作..希望一路走好!加油!

Jucie · 发表于 2007-3-4 09:35:00

我要改标题啦原先是:与沙特客人的心痛----样品成功,试单失败!
现在要更正下,哈,因为后续有新的啦..

也感谢下大家的支持哦!!
今天是周末,回想了下06年的工作,觉得自己真的很失败!认识中国也是06下半年,一直潜水,今整理下自己的一个客人,跟大家分享下,写的不好,请别拍砖啊...

虽然05年6月就毕业了,学的是2年的笼统外贸知识,真正接触外贸是在06年的2月,来到这个所谓的家族式的小企业,忧喜双存,实在难忘..我们公司有三大产品:汽车排气管,金属软管,补偿器,外贸上主要以排气管为主的,(不会嫌我做广告了吧

)
前面的废话就免了，言归正转,认识这个沙特的客人是在10月的广交会上(4月的是第一次参加,完全是当熟悉场景),客人当时对我们的软管感兴趣的,我们样品却没拿几根,主要款式太多，又沉重.价格也高,另外我们主要想扩大排气管的

做软管的朋友应该知道:此产品的关键部位是两头的连接形式的具体参数: 一种是接头,另一种是法兰,还要细分是固定连接还是活套连接..客人告诉了长度和法兰连接形式后说EMAIL联系就走了..回到公司发邮件却没反映,当时可真有点郁闷.中间陆续试探发邮件询问均无应答..
一直到12月25号,圣诞节,西方人的节日,问候性的发了邮件并在签名处写了句specializing in the manufacture and export of Auto Exhaust Flexible Pipe and Metal Hose.客人然后开始跟我联系了哈

然后开始了甜到苦的滋味.小提示:亏到家的单子!!
!.

现在回头想想真是要感谢这个顾客,让我明白做外贸的一定要对自己的产品很了解,价格要会把握,谈判要有技巧,而我也是从这一单里学会了很多很多,失败不可怕,要学会吸取经验是关键(让老板知道的话要骂死的

  )下面开始帖来往的邮件..
先声明:本人英语很烂..大家凑和的看吧..
客人的第一封回信
Dear Miss Yolanda,
            Accept congratulation for the coming new year and happy Christmas to you. Please qoute us for the following mentioned sizes of the Flaxible Pipe . We Gulf Traders would like to import such a product from you and hope you will co-operate us.

( 1 ) Stainless steel Flexible Pipe
Lenght       :          180cm
Pressure    :          6bar
Temperature :          150C
Both side flanged, 4 hole flanged

( 2 ) Stainless steel Flexible Pipe :
Lenght          :  70cm
Pressure       : 8 bar
Temperature : 250C
Both sided threaded nut.

We hope you will quote us your best price for trading and will give us a chance to develope close business relation with you.
Thanks and regards
Please while on MSN we can better share our views about business (这个要批评下,总是习惯开QQ而不开MSN,现在这毛病改过来了:L,另外跟客人时差太大,通常我5点要下班了，他3.4左右上线 )
Rashid
(客人主要说了下产品的基本规格等参数,但不够详细)
然后我的回复
Dear Rashid
Good day!

The size is in 2"*1800mm,right?(因为广交会上已经知道通径和长度)
You know that importance for both flanges and nuts of flexible metal hose,how about the metariel?
please tell us the detail information or send drawing ,we should confirm whether we can do it.
Yolanda
(问客人两边连接的具体参数,最好画图纸让我们看,因为产品这个部位是最严格的,最重要的..)
第2封邮件
Dear Yolanda,
                  Thanks for your mail.
The flange should be Standard of ANSI of  4 holes.
The diameter of the flange should be about  152mm
The thickness of the flange should be about 15mm

( 2 ) The threaded nut :  What is the difference between NPT and Metric thread ?
   There should be ineternal taper thread
      The pipe size should be 1", 3/4" and 1/2".
Please send us picture of it as mail attachement

Waiting to receive prompt reply
Thanks and regards
(其实客人一点都没有说清楚,只是笼统的概念,因为只知道基本的尺寸,却不知道要的哪种规格的，有分美标,德标,日标....)
我的回复
Dear Mohammad

1.Flange
We had find the only type of flange is ANSI PN2.0MPa(class150) flating flange with neck in stainless steel.
(Diameter 2",
the pipe OD 60.3mm,
flange OD 150mm,                                           D = 150mm
bolt hole's diameter 120.5mm,                         D1 = 120.5mm
bolt diameter is 18mm,bolt number is 4,          n-L = 4-§?18mm
screw thread is M16,
thinckess of flange is 19.5mm,                         C = 19.5mm
flange ID is 61.5mm,                                        B = 61.5mm
flange neck is 78mm,                                        d = 78mm
flange high is 25mm,)                                        f = 1.6mm
Please confirm the information with attached picture.

2.Threaded nut
Could you tell me which country's standard you need NPT or ZG(just like the flange)?
we should know the diameter of thread nut not in pipe.you'd better send the drawing for us ,thank you!

Thanks & Regards!
Yolanda
(这里是对法兰让我由此而了解了基本的,让技术部查阅了信息,找到唯一一个符合客人要求的,然后按照图纸一个个标出来给客人的,再让客人自己看是否是他需要的那款..万幸的是我没找错,是客人需要的那款..)
中间插曲:大家应该可以看出来:我和客人对产品都不是很了解..然后就开始出问题了.产品没确定好,却过早的报价了..:L  :L
[ 本帖最后由 Jucie 于 2007-3-10 14:44 编辑 ]

Jucie · 发表于 2007-3-4 09:37:00

第3封客人的回复:
Dear Yolanda have a good time,
Thanks for your mail regarding Flange specification. O.k the flange specification is right.

Regarding Threaded nut, we need American standard. Not like flange.
And the diameter of the thread nut in pipe should be 1/2", 3/4", and 1"

Anyway you know better than us.
It will be far better if we asked for fair of samples.
Waiting for your best quotation.
Thanks and regards
Mohammad Ashraf Chaudary.(我纳闷这个名字是谁的..名片上是另个的,MSN上又是那个采购商的..都分不清到底谁和我联系呢..

)
Company Address is :*************(省略

)
(简要说法兰的确定OK,但接头的又确定不了...继续..)
我的回复
Dear Mohammad
Good day !

For the last question how about the connection:
1.flange:
one fix flange another loose flange in ends,same fix flanges or same loose flanges in both ends?
2.thread nut:
are they swivel female in both end too?
or tell us how the connection you need.

we will quotation as soon as possible if you confirm the information.

Thanks & Regards!

Yolanda
(继续问客人对产品需要什么样的连接方式....继续啊。....)
第4封客人的回复
Dear Yolanda,
Thanks for your information,
Regarding flanges at the end: one fix flange and other loose flange at the end.
Regarding thread nut : Thread nut at both ends should be female.

Waiting for your prompt reply because from Tomorrow we have 4 days vacations for Eid Festival.
Thanks and regards
Mohammad Ashraf Chaudary
(确定了连接的方式,并通知他们那边的节日要放4天的假期..)

插话: 很明显的客人对产品不是特别的了解,总要我一问一答的确定,问题都没解决完就要求寄样,这里是很确定客人肯定会要这个产品的..先小甜了一把..先甜后苦啊

我上头还有个外贸主管,她也有看我的邮件联系,然后让我给客人报价,错误的步骤开始蔓延了..(后话了....)
首先因为软管的成本本就不好计算的,最贵的部位也就是两边的法兰,
失误1.成本错误,对产品结构不熟悉,所以有的小部件没有算进去,更别说其他的包装费用.总体下来,成本是亏的..

失误2.费用错误,客人要求TNT发货,运费是主管给的,原先我估算的N.W.有18.15KG,实际有18.4KG,实际G.W.有20KG,至于她不知道怎么给算的,110 RMB/KG应该是2200元最后让我给客人那报只有USD195 (按7.75汇率约1511元,亏了有700多了。

:L )
[ 本帖最后由 Jucie 于 2007-3-4 15:14 编辑 ]

Jucie · 发表于 2007-3-4 09:37:00

客人回复邮件
Dear Yolanda wish you all the best,
Thanks for your quotation, please send us sample of each.
The first one i.e 2" x1800mm, send us two samples of this item, one with both side fixed flanges and the other sample with one side fixed flange and the other side loose flange.
Thus the total number of samples become 5pcs.

I hope you will understand what i mean to say you, if you still feel any question please aske me.
Note : The samples should be send by air to avoid wastege of time.
Yolanda, give me your MSN or Yahoo ID because i want to chat with you.(这里时差问题,寒..要么客人发信息时我在车间，没在电脑前.)
Thanks for your co-operation.
Mohammad Ashraf Chaudary
(客人说明要5个样品,并要求TNT以避免浪费时间,又一次提到我和他不能在MSN上沟通

)
P.S:这价格他当然满意死了...我都亏的么。.

(这里还不知道,后来重新核算知道的),接着下面汇钱这问题败落出来,真是郁闷到家了。..
中间这就做了PI给他让他付款---生产--发货..(中间的邮件就省略不贴了。.)
这里要强调下客人要的5个样品总费用是USD135.45 +快递费 USD195 =USD330.45
而实际到帐的只有285.45.其中手续费扣了USD45,

..也就是说客人的285.45实际只够付TNT的费用,我们的样品等于是免费的,
前面说过了失误2,TNT费用已经亏了700多的..真郁闷..
然后就跟客人解释了说自己都亏了,当然还没提到TNT的费用,只是说银行手续费扣太多了，何况我们没利润可赚的,希望续单不要这样了

后话:结果呢,续单都没了哎...

)
Dear my friend Rashid
Good day

We had received your money,but they only usd285.45 in all,that's very pity for us,because the bank deduct from usd45 for commission charge ,that is too much for us,you know we won't have any profit in our first order,and we hope receive the money except the commission charge in all in repeat order.
The sample is going well,and will be finished after 4 days ,we will be contact you when they already finished.

Thanks & Regards!
Yolanda
以为客人能谅解呢,谁知道他回的真让我气愤啊..难道这费用是扣的很合理?如果说有续单,我们也就不计较这费用了,但实际呢???

Dear Friend Yolanda,
Thanks for your informative mail regarding receiving money for the samples.
But friend we have paid you according to your invoice the sum of 330.45USD.And it is inevitable that bank will take his commission charges.
Hope to get your samples in the early days. and I think there is no need of documents as the samples will be hand over in our company.
Thanks and compliments
Your friend Rashid Ahmad
过了3天客人收到产品在MSN上跟我说
REPAET ORDER..要求原价...
(这里曾经发贴求助过,大家都说:没利润的生意宁可不做...

)
想问下大家,如果客人跟你说这个REPEAT ORDER词是什么感觉?我当时心情很激动也很难过...:')
因为接下来因为价格问题最终 SAY BYE-BYE:( :(
----同时发现谈判也是一门学问啊!!
[ 本帖最后由 Jucie 于 2007-3-4 15:45 编辑 ]

Jucie · 发表于 2007-3-4 09:38:00

继续下来就是和
客人的讨价还价....
如果下次有机会,我想我还是情愿做买家..

同时发现客人的干脆利落让我很难过.......贴邮件....
跟客人在MSN上就强调过那个价格是亏的..要重新抱价的。
另外就是产品NUTS连接的客人要的不是原先的700mm.所以自己认为加价应该是合理的事情才对..
而且这个价格还是主管给报的..
发邮件第一个价格:A价格
Dear my friend Rashid
      Wish you all the best.
First,very glad say that you can give our repeat order.

Second,let me have a detail explain on the new price base on C&F Riyadh
you know the sample and TNT fee in all is $330.45,at last we only received $285
($45 for commission charges with the bank,the TNT fee in fact is $284,so our sample is just free for you!)

Three,as follow is our new quotation  base on C&F Riyadh (last price our profit is ZERO)
2"*1800mm  with flanges                      USD A/unit
1/2"*900mm with nuts                      USD A/unit
3/4"*900mm with nuts                      USD A/unit

We highly treasure your cooperation,which is the foundation of our happy working relationship.
If you have any question please feel free to contact with us.

Best wishes!
Yolanda
客人立马就回复抗议了,要求分开报FOB 和 C&F价..说我们是翻倍的乱报价,天晓得我怎么敢呢。.客人并要求按原价走,很干脆的要挟说BYE

Dear Yolanda,
                  Quote us seafreight charges separately and unit price separtely. Are you going to double increase the unit price ? Is it justice, It is against business roles to deviate from the decided price, once you have quoted us the price and now that we are going to placed order for the quantity you are repulsing,
if you have not restore the previous price and include separately the seafreight charges to Riyadh, then goodbye.

Rashid  Ahmad
第二次降价,按要求我就把价格又重新分开报了(B价格)..当时想的是在运费上(算USD1.70)赚回一点成本的。
因为产品我们也知道加太多也不可能的,利润也是很低的了。.
可是客人还是不同意..
Dear Yolanda,
                  So sorry that you have increased price so and so that double. Because it is strange that once price is decided and when one is going to place order then you are repulsing and deviating from your stands,
Bye.
Mohammad Ashraf Chaudary
第三次重新抱价格:C价格,运费改到USD1.50(看论坛有高手写:不要在运费上做文章,因为客人不是白痴.

)
郁闷死了快..然后我就把前面的价格都整理了张做了对比发给他,让他明白我并不是乱开的价,并把加价的理由写的很详细也很合理的
并说会给他以后的单子给予优惠..可是客人不领情啊 :') ...
Dear Rashid:
Wish you all the best. Pls find the prices difference as follows:
(参阅图片,价格改了A,B,C )每次在中国上图片总是很痛苦...

1.the additional flange
sorry for my fault in the sample quotation,I only add one flange price for you.you know,the flanges are expensive, so I have to add the extra cost to the prices.(编个理由吧,要不实际没办法说成本怎么亏的,实际也确实是亏的..前面说过是失误1引起的

)
2.the additional  length
because the length is added 200mm by your request.
3.We promise to give you discount for the further bulk order!
Fully awared of the inconvenience it may bring to you, we've tried our best to give you our bottom prices, pls understand.

By the way ,our company Spring  holiday is form Feb.11th.We look forward to hearing from you.(这句也显的我猴急了点,因为想在年前搞定,然后过个好年来着的...结果一点都过的不好，一直担忧中。..)

Thanks & Regards
Yolandal
[ 本帖最后由 Jucie 于 2007-3-4 15:35 编辑 ]

Jucie · 发表于 2007-3-4 10:05:00

2.11号公司就放假休息的
发完邮件就很压抑,等客人的邮件...
Dear friend,(连我的称呼都没了过..

)
               sorry we can not bring on such a double price, suppose the lenght has been increase 200mm it does not cost so much so as to increase the double price,.
It is not our problem that you have added the price for only one flanges, earlier we have discussed everything. What you have increase double price and now decrease only one USD, it is nothing. Sorry for wasting your time and ours.

Suggested price is  **USD **USD **USD
Thanks
Mohammad Ashraf Chaudary
(客人很直接的就说不接受这价格,并说错误是我引起跟他没关系,哎....同时说了他的3个产品的目标价格..可亏的,我们不可能接受的。.)
Dear Yolanda,
                  So sorry that you have increased price so and so that double. Because it is strange that once price is decided and when one is going to place order then you are repulsing and deviating from your stands,
Bye.
Mohammad Ashraf Chaudary
(再次强调说的价格离谱..

:Q )
没敢回..老大也不在,做不主,只是发了个春节休息的通知....
Dear Sir,
         Hope your best vacations for the new year 2007.
Regarding the MC1 Pipe lenght 1800mm, we have not increased the lenght but it is just the same, then why you have increased the price ? Because you have already quoted us price (A价格)USD and and add one doller for seafreight cost per unit according to your estimate then why increasement. (客人跟我犯晕了寒..加长度的是另外2个产品啊..)
In short, if you can restore the original price for this MC1 pipe 1800mm as (A价格)USD
then o.k otherwise so sorry for wasting your time and ours. Because this is for the first chance that after deciding everything then increased price and our G.M disagree with our suggestive price that i have given you for pipe 1800mm.
Thanks
Mohammad Ashraf Chaudary
(客人似乎对另外2个产品接受了,但法兰的产品不接受,要求原价,但实际也就法兰的是最亏的,所以坚决不让价..)
简单的回了个我们不能接受他的目标价..然后放假休息...
前2天发了邮件问候下,客人力马上MSN找我..我就直接问产品考虑怎么样(我真幼稚啊，客人要的话应该会主动找我的吧..
一点都没有抓住客人的心态),
MSN聊天简要记录:采购商说他们经理接受不了这价,他也没办法..
客人:  you have too much increased the price although we have finalized the price
我 :yeah,i had explain that the sample price with some mistake.
客人:that mistake should not be done first as now our manager do not accept this high price because first he has watched the
      lower price
我  :that price is have very very low profit, i'd like tell you,the last price is much low than we sell in China!
客人:i know and accept it may be so but be clear as our manager watched the lower price now ha can not accept this price
      he says how it is increased now . although i explain it to him.
我  :if we offer you low price which we will face loss, i hope you also will understand our posotion
客人:it was your mistake becaus you should always quote that price which you can afford later on.
   because once G.M or any responsible person acept the price then later we can not accept hight or change price
我 :  we don't care the profit of your sample order because we hope establsih long-term friendly and mutual benefit business
   relationship
客人:i can myself do nothing in it . i just negotiate price and the G.M accept it
i have talk but he says leave about it ,even i have try to convince him,i talk him about the increased lenght,flanges etc..
客人:may but now neither you can do someting in it nor i can do something in it . now leave it
我 :.............
.(只能BYE了.当时感觉特火,那会已经下班了。我同事问我怎么还不走.我喊了句:哎!!马上!)
后记:老总知道我那单亏的,被骂死了...

:Q ,说虽然这个产品难做,但每个人都象你这样做那厂都可以关门了! 暴寒......

:L :L
[ 本帖最后由 Jucie 于 2007-3-4 15:42 编辑 ]

Jucie · 发表于 2007-3-4 10:35:00

寒....是不是因为是周末啊，都没人拍转的?????

zoumf88 · 发表于 2007-3-4 11:23:00

来了,只是看到你的英语好累,不如译成中文让我们看一下,偶平时看客户的邮件就已经很辛苦了,嘻嘻顶一下

zuliwei · 发表于 2007-3-4 15:17:00

是啊,英文太累了,看八懂,用中文简单陈述吧

Jucie · 发表于 2007-3-4 15:49:00

嗯,改过来了,中文加了解释了

别人的天长地久 · 发表于 2007-3-4 16:05:00

哈哈,我也看不懂,就不知道怎么回了

Jucie · 发表于 2007-3-4 16:10:00

QUOTE:原帖由 别人的天长地久 于 2007-3-4 16:05 发表
哈哈,我也看不懂,就不知道怎么回了
寒,,贴了一天的功夫呢，都说看不懂.....
我的表达有问题???那我是不是回家学拼音去....

Jucie · 发表于 2007-3-8 08:17:00

今天客人又写信了。语气特别的诚恳...

要求再报价格给他,数量却没原先说的多了，而我们材料又有变化升了,都不知道该怎么报了...

jacktianchina · 发表于 2007-3-8 16:23:00

有个时候就是要摆正心态，不要怕客户不买。如果他真的需要的话，我们拖一下，他还是得把价格加上去，不至于让我们亏着走。

conte_weng · 发表于 2007-3-8 16:41:00

外贸人生，要稳撒。这样才能成功，我以前激动吃过亏。。。

daisylove · 发表于 2007-3-8 17:35:00

对的阿，但是好象我遇到的客人还没有这样的，一般如果还价太厉害我就不理他了，

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