【外贸案例】从开发到下单全过程------附往来邮件
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外贸订单英语邮件全过程范文(1)开发信Hi Kelvin,Glad to hear that you're on the market for flashlight and other promotional items.This is C from *** Ltd in China. We specialized in flashlights and premiums for 10 years, with the customers of Coca-Cola, Craft, Pepsi, etc., and hope to find a way to cooperate with you!Please find the pictures with models and different packaging in attachment. An American guy purchased this model in BIG quantity last year. I would like to try now, if it's suitable for Europe.FREE SAMPLES can be sent on request. Call me, let's talk more!Thanks and best regards,C*** LtdTel: ***Fax: ***Mail: ***(2)价格谈判Hi Kelvin,Thank you so much for your kind mail!Sure, our models with top quality, and think all of them meet the quality level in your local market! If the price is not suitable in your price range, could you pls accept to do a little change The price will be reduced 3%. That is, EUR2.13/pc.Looking forward to your early reply. Thanks.Kind regards,xxxx(3)价格谈判的调整Dear Kelvin,Pls don't worry about the quality. Price is important, but quality counts for much more! Here is just a little change, the original length of the flashlight is 102mm, and now we just make it short, 89mm instead! And then, the total cost will be reduced 3% because of the material saved!All the luminosity and the body look the same! I think it's workable for both of us. Any commentsBest regards,(4)运费商议Hi Kelvin,Already checked the freight cost with forwarder, and was informed the air freight from Shanghai to Stockholm would be EUR2.9/kg. That is, EUR0.35/pc will be added on the basic price.Therefore, the C&F cost is EUR2.13+EUR0.35=EUR2.48/pc.Please confirm the above details, and I'll send you the proforma invoice.Looking forward to your reply!Thanks and best regards,(5)催Dear Kelvin,Sorry to trouble you again. Because the busy order season is coming, pls confirm the details soon.We need to arrange the mass production asap, to keep the delivery on time! Thanks.Kind regards,(6)价格再不满后的谈判Sorry Kelvin,Please consider more about the quality, would you like to evaluate the sample in advance And we can talk about price later. Okay(7)价格确定选择Dear kelvin,Thank you for your kind mail! But unfortunately, this price also unworkable for us.I sincerely hope to have business with you, pls realize our position. 2 suggestions as below:1) everything keep the same, EUR2.45/pc, C&F air Stockholm2) everything keep the same, EUR2.60/pc, with 3*AAA battery, C&F air StockholmComments, please. Thank you!Rgds,(8)成交催单下订金Dear Kelvin,Great! My boss finally confirmed your target price. You're a so good negotiator!!! Please find our PI in attachment, and sign by return today. Also pls arrange the wire transfer of 30% deposit soon!Thank you!Kind regards,(9)跟踪确认范文1:Hi Kelvin,No news from you for one week Any problemsKind regards,范文2:Dear Kelvin,Any update I phoned your office yesterday, but nobody answered.What's up now We need your urgent confirmation to arrange the mass production.By the way, did you already arrange the wiretransfer of 30% deposit Pls send me the bank receipt. Thank you!Best regards,(10)完成任务。
出口实例说明外贸流程
在进行出口贸易时,企业需遵循一定的流程来确保交易顺利进行。
本文将通过一个出口实例详细说明外贸流程及每个环节所需的单据。
出口实例描述
假设一家名为ABC有限公司在中国生产了一批优质玩具,并计划将这批玩具出口到美国。
外贸流程及所需单据
1.洽谈与签约阶段:ABC有限公司首先与美国的一家玩具批发商达成
合作意向,双方开始洽谈并最终签订销售合同。
–所需单据:销售合同
2.生产与包装阶段:ABC有限公司开始生产玩具,并在生产完成后进
行包装,确保玩具在运输过程中不受损坏。
–所需单据:生产合同、包装清单
3.报关与报检阶段:在出口前,ABC有限公司需要向海关申报出口货
物并进行报检,确保符合目的地国家的相关标准。
–所需单据:报关单、商检证书
4.运输阶段:完成报关后,ABC有限公司选择合适的运输方式将货物
运送到美国,可以选择海运或空运。
–所需单据:提运单、运输保险单
5.支付结算阶段:货物运抵美国后,ABC有限公司向美国的批发商提
交货款要求,完成交易结算。
–所需单据:发票、收据
6.售后服务阶段:ABC有限公司在货物交付后提供售后服务,确保客
户满意度。
–所需单据:售后服务协议
结语
通过以上出口实例,我们可以清晰了解到出口贸易的具体流程以及每个环节所需的单据。
在实际操作中,企业要严格遵循相关规定,准确准备各项单据,确保出口交易顺利进行,提升公司的国际竞争力。
一笔外贸订单的顺利成交和完成需要经过非常多的细节沟通,包括从最初给潜在客户发送开发信或回复询盘,到最终客户收到货物后的售后跟进和维护。
整个外贸业务流程中的每一个细节都需要外贸业务人员能够准确、及时的和国外客户进行有效沟通,只有这样才能确保每一笔外贸订单的高质量交付以及后续客户的持续返单。
以下是30个外贸业务员常用邮件模板-完整流程:你可以根据自己的行业、公司、产品情况以及自身的经验判断进行调整和完善,做出一套适用于自己的邮件模板,从而让你在以后每一次与客户进行邮件沟通的时候都能够高效省时,最大程度上提升你的客户开发跟进工作的整体效率和效果。
外贸开发信(1)Dear John Smith,This is Lily Lee from [ABC Company]. We're a company that specializes in [choose either your primary vertical or a vertical you have experience in] to [insert a typical challenge you help clients face].I'm wondering if you might be open to an initial conversation to gauge a fit?We've worked with companies like [insert 2-3 clients here relative to the vertical] to [insert a typical client goal].If you have a minute or two to learn more about us, you can visit our XXX here at [site-link]. If I don't hear from you, I will reach out to you via phone later in the week.Thank you.Best regards,Lily Lee外贸开发信(2)I hope this email finds you well!I wanted to reach out because [explain how you got their contact information and how you relate to them: talked to a colleague on linkedin, saw your company online, etc.].Our company has a new [Product or Service] that will help your company [One sentence pitch of benefits]. We do this by:Benefit/feature 1Benefit/feature 2Benefit/feature 3Let's explore how our [name of your product] can specifically help your business. Are you available for a quick call [time and date]?Best regards,Lily Lee外贸开发信(3)Dear John Smith,We are the main manufacturer of A product, B product and some other related product here in China, our product have been exported to [Country name] market for many years. For more details about our company and our products, please kindly take a visit to our XXX at.For your reference, I have attached our product catalogue here in this mail, please kindly take a view of it.In case you have any interest or inquiry, please feel free to let us know.Sincerely,Lily Lee外贸开发信(4)Dear John Smith,My name is [your name] and I head up business development efforts with [your company name].I am taking an educated stab in the dark here, however based on your online profile, you appear to be an appropriate person to connect with ... or might at least point me in the right direction.I’d like to speak with someone in your company who is responsible for handling something that's relevant to my product.If that’s you, are you open to a 15 minute call on [time and date] to discuss ways that our produ ct can specifically help your business? If not you, can you please put me in touch with the right person?I appreciate the help!Best regards,Lily Lee客户跟进邮件(1)Dear John Smith,Quickly following up on my email from yesterday. I tried to call you, but was unable to connect. Hoping to set up a call to introduce my company, [ABC Company]. Do you have 10 minutes anytime early next week that would work?While I have you, I thought you might find some interest in our cooperation with [client name]. We helped them [achieve goal] resulting in [ideally you have a % to use here, but any meaningful result will suffice]. You can read the whole story here: [Provide case study link.]As a reminder, we're a [Outline the main business] company, expert (or specializing) in the [Describe more spcifically] category. We've worked with [name 2-3 clients] in your country, and help many others to [achieve goal].Lily Lee客户跟进邮件(2)Dear John Smith,As I've gotten to know your company better, I've come to believe that our company aligns well with both your company's immediate needs and ultimate goals.We can offer [product or service] that will allow you to [solve specific problems they're facing]. We use different tactics than our competitors, including [differentiators from other companies in your space].We've consistently been recognized for our exceptional product quality and service, like [specific accomplishments you can reference]. We were able to help one of our customers [reference a specific, relevant customer story].Given how well our [product or service] suits your needs, I think we could do some great work together.[Engaging question to wrap things up]?Best regards,Lily Lee客户跟进邮件(3)Dear John Smith,Hope you had a good weekend (been well, etc.).Not sure if you've been really slammed or you've decided to hold off for now, but I wanted to see if you might have any feedback on our proposal?I also thought you might have some interest in a recent post on [a post specific to the prospect's category, or if you don't have one, a category-specific, third-party article]. You can read it here: [link].Look forward to hearing from you.Best regards,Lily Lee客户跟进邮件(4)Dear John Smith,I've tried to reach out a few times now without a reply. Usually when this happens, it means my offer is not a priority right now. Is it safe for me to assume that's the case here?If it is, I won't bother you anymore. If you'd rather I follow up in a month or two when you have more bandwidth, I'm happy to do that as well.Thanks for your time.Best regards,Lily Lee询盘回复(产品信息较为明确)Dear John Smith,Thanks for your below inquiry.This is Lily Lee, the sales manager of ABC Company. [Product name] is our main product, and our productAs per your request, we'd like to give you our quotation for the [Product name] as below. I am also attaching the formal Quotation List with more details in this mail, please kindly take a view of the attached file.[Quotation]Looking forward to hearing from you soon.Sincerely,Lily Lee询盘回复(产品信息不太明确)Dear John Smith,Thanks for your below inquiry.We are a professional manufacturer of [Product name] here in China, our product have been exported to [Country name] market for many years. For more details, please take a visit to our XXX.In order to give you our offer precisely, could you please let us know the below information:1. Which product do you need?2. What is your quantity demand?3. Do you have any specific requirement about the product?4. Do you need us to give you the quotation with freight charge? If yes,please let us know the name of your destination port.Looking forward to hearing from you soon.询盘回复(要求提供产品目录)Dear John Smith,Thank you for your interest in our [Product name].We are excited to hear from you. In response to your enquiry, please find attached to this email our product catalogue.We hope the information provided in it answers your query. However, please do not hesitate to contact us for further clarification if need be.We look forward to your patronage.Best regards,Lily Lee报价跟进邮件(1)Dear John,In order to enable you have a better understanding about our product, I have attached some pictures of our product here in this mail, please kindly take a view of it.Please note that the pictures attached here are for your reference only, we will make the production strictly according to your specific requirement.Looking forward to hearing from you.Sincerely,报价跟进邮件(2)Dear John,For your further reference, I am attaching the Specification Date Sheet of our [Product name] here in this mail, please take a view of the attached file.Hope these information will be helpful for you.Sincerely,Lily客户下单前讨价还价的回复(不能降价)Dear John,Thanks for your email.You know, except for giving you our lowest possible price, we need to use the best material to guarantee the quality of the product, we are a company focusing on long term cooperation instead of doing one time business, we need to give you and your client the best quality product with the best material. The price we quoted for you are already our bottom price, we can’t compromise on the the quality of material, and we are unable to reduce the price now.But, if you can increase the quantity to one 40′HQ, the unit logistic cost will be lower, and we will be able to give you 1% discount. Enclosed please find the PI for both one 20′GP and one 40′HQ. Please compare the difference and let us know your decision.By the way, because of the Chinese New Year holiday, our factory will stop working from 8th Feb –5th March. If your deposit could be made within this week, we will do our best to make the delivery before our new year holiday, although it is quite a difficult job. If you are going to place the order later on, most probably the shipment could only be made when we get back to work from the new year holiday, that will be in the middle of March.Sincerely,Lily客户下单前讨价还价的回复(适当降价)Dear John,Thanks for your fast reply.We do appreciate your efforts on this tender, we hope you can win it and we will spare no efforts to assist you to win this tender.You know, except for giving you our lowest possible price to win this order, we need to use the best material to guarantee the quality of the product. We are a company focusing on long term cooperation instead of doing one time business, we need to give you and your client the best quality product with the best material. Therefore, we can’t compromise on the material, and it will be very difficult for us to reduce the price.But considering this is a tender and in order to start our cooperation from now on, we’d like to give you our “cost price” and leave no profit m argin in our side to assist you win this tender. Attached please find our rock bottom quotation with “cost price”:We hope our efforts could help you win this tender, and hope to hear from you soon!Sincerely,Lily客户确认订单让发形式发票Dear John,Thanks for your order.By the way, do you need us to book the shipment for you? If yes, please kindly let me know the name of your destination port, we will check the freight cost for you.Looking forward to hearing from you soon!Sincerely,Lily客户收到形式发票说会安排支付定金,同时让报海运费Dear John,Thanks a lot for your efficient work.If possible, please kindly send us the bank slip once the deposit is made, so that we will be able to track the payment with our bank.As for the freight cost from China port to Hamburg, I will check it for you tomorrow morning immediately when we get back to office, because it is evening now here in China.Have a good day!Sincerely,Lily几天过后仍未收到客户订金,和客户沟通情况并报海运费Dear John,How are you today?We have checked the freight cost with our shipping agent this morning, currently the freight cost from China port to Hamburg is USD1,200/20′GPLooking forward to hearing from you soon.Sincerely,Lily客户说定金已付,并发来付款水单(凭证)Dear John,Thanks a lot for sending us the bank slip, we will check with our bank and let you know immediately once we receive it.Have a nice day!Sincerely,Lily通知预付款(定金)已收到,并询问相关装运信息Dear John,How are you today!Deposit received, thanks. We are arranging the production now, and will keep you updated about the progress.By the way, please let us know the below information for arranging the shipment later on.2.We will send Commercial Invoice, Packing List and B/L to you, what other documents do you need us to provide?3.Please let us know your receipt address for the shipping documents.Looking forward to hearing from you soon.Sincerely,Lily距离发货前两周告知客户预计发货时间,同时通知客户支付余款Dear John,Your order is expected to be ready for shipment around 20th Oct.Please kindly check and make the balance payment with the below details:Total $39,860.00Paid $3,200Balance $36,660.00Looking forward to hearing from you soon.Sincerely,Lily订舱后反馈订舱情况,告知客户预计装柜日期和ETD(预计开船日期)Dear John,I will send you the loading photos after the loading in factory, and will keep you updated about the shipment.Sincerely,Lily装柜当天发装柜照片给客户Dear John,The goods have been loaded into container today in our factory. Attached please find the loading photos.I will send you the shipping documents in my next mail.Sincerely,Lily装柜当天发议付单付草本给客户,并让其确认内容Dear John,Enclosed please find the draft copy of the shipping documents, please check and let me know if they are ok.Waiting for your information.Sincerely,LilyDear John,Due to the bad weather in the seaport, the shipment of [Invoice number] has been postponed to 19th July by the shipping company.Please kindly note this, and we will keep you updated about the shipment.Sincerely,Lily开船当天告知客户实际开船日期和预计到达日期(ETA),以及清关单据预计寄送日期Dear John,The shipment has been made on 28th October, and the ETA is 25th November.We are working on the shipping documents now, and they are expected to be sent to you on 2nd November.Sincerely,Lily清关文件寄出后告知客户快递单号和跟踪链接Dear John,The shipping documents has been sent to you by DHL today.You can track it with the waybill number [12345678] at [Link:]Lily网上跟踪单据是否签收,并和客户确认Dear John,Today I have tracked the shipping documents on DHL XXX and found that they have been signed by “Donald Trump”. Have you receive it?In case you have any questions, please let me know.Sincerely,Lily货物到港前一周,告知客户货物预计到港时间,提醒客户安排清关提货Dear John,How are you?The shipment are expected to arrive Hamburg port on 28th November(next monday), please kindly pay attention to its arrival and arrange the custom clearance.In case you have any questions, please feel free to let me know.Sincerely,Lily货物到港两周后,询问客户是否提到货,货物有无问题Have you received the goods?If you have any questions or problem with this shipment, please feel free to let us know.Sincerely,Lily上述模板仅供参考,具体应用在自己的工作中,还应该根据实际情况做对应调整,终极目的是帮助自己建立工作流程标准化作业。
完整的外贸流程范文外贸流程包括以下几个主要步骤:1.市场调研:在进行外贸活动之前,首先需要对目标市场进行调研,了解该市场的需求、竞争情况、法律法规等信息,以便制定相应的市场策略。
2.产品准备:根据市场需求,准备相应的产品。
包括产品设计、生产、包装等工作,并保证产品符合目标市场的相关标准和法规要求。
3.订单洽谈与签订:与潜在客户进行洽谈,了解其需求并提供相应的产品信息。
如果双方达成一致,签订合同,并明确交货日期、质量标准、价格条款等细节。
4.生产与包装:根据合同要求开始生产产品,确保产品按时交货。
在生产过程中,通常会对产品进行质量控制,并确保产品的包装符合目标市场的要求。
5.物流与运输:选择适当的运输方式和物流服务商,安排货物的运输。
在国际贸易中,通常采用海运、空运、陆运等方式进行货物的运输。
6.报关与报检:根据目标国家的法律法规,进行货物的报关和报检手续。
这些手续包括填写相关单证、提交货物信息、缴纳关税等。
7.进出口付款:根据合同约定的付款方式进行结算。
常见的付款方式包括信用证、托收、电汇等。
在这个过程中,通常还需要提供相应的付款凭证和相关证明文件。
8.海关放行:在货物抵达目的地后,将货物送至海关进行放行手续。
海关要求检查货物的文件和货物本身,确保货物符合目标国家的进口标准。
9.运输至目的地:货物放行后,将货物运送至客户指定的目的地。
通常需要协调运输、清关和配送等环节,确保货物按时送达。
10.售后服务:确保客户对货物满意并解决可能出现的问题。
提供必要的技术支持和售后服务,以建立良好的合作关系。
以上是外贸流程的主要步骤。
随着全球化和技术的发展,外贸流程也在不断变化和优化。
为了成功开展外贸业务,除了了解流程,还需要积极开拓市场,保持产品质量和服务的竞争力,建立良好的供应链体系,并与相关的政府部门、物流公司、金融服务提供商等建立合作关系。
外贸开发所有流程〔通用3篇〕外贸开发全部流程〔通用3篇〕外贸开发全部流程篇1超强外贸开发信实例及解析一共分九个局部:一、新人进公司工作思路,产品说明,产品名目,产品报价单。
2、在2上发布产品,搜寻客户,等待和回复客户询盘,投入正规的工作中去。
3、理解老外的思维方式---一件事归一件事案例分析:1公司是做油泵的,前一段联络了一个印度的经销商,之间来来回回联络了有三四个月了,客户发了许多的询价给,每次报价过去,他都根本上不回复的。
上一月又有新的报价来询问。
答复:这个很正常,可能原先的工程他没有拿下来,或者找别人做了,所以这时候问你新的东西。
在该邮件中,你就根据新的东西给他报价。
原先你报的东西假设要追问一下,那就换一封邮件写给他,不要写在同一封邮件里,否那么就有可能还是不回复。
老外的思维方式和我们不一样的哦,比方说有一个客人在问我索赔,说我的产品有破损,要赔10000美金!可与此同时,他别的订单还在跟我确认,别的询价也在进展中。
因为在他看来,一件事归一件事!可你假设你给他报新价格的同时,又追问以前报价的进展,那就等于你无形中把两件事归类为一件事,客人会不兴奋! 2理解客户方法如何准确定位一家公司类型如何有效地直接联络买手如何定位一家国外贸易公司的类型的如何区分他是消费商还只是贸易公司?一般找到一家贸易公司的网站上边供给的邮箱也只有,没有买手地邮箱答复:没有特殊好的方法,只有你对行业的理解,丰富的阅历,对目的市场的分析,以及大量的阅读相关资料,包括通过理解当地的消费力量,供给商状况,大中小型超市等等,还有一些进口商的资料,这些在一些贸易类网站、政府的网站以及其他的各种地方都能找到。
总之一句话,多用搜寻引擎,多阅读,多找资料,资料不会等着给你的,要你自己去找的。
你阅读的东西多了,自然会有所推断了。
我做美国市场,还只是一局部的区域市场而已,我就详细理解学习过美国的商业习惯,美国的选购量,每个州的贸易指数,进出口总额,当地的不同超市,老百姓的消费习惯,等等,我光是在网上阅读的文字就不下20单词,包括的经济分析,的一些论文,香港一些权威机构的物价指数分析等等,这还不算其他的途径的资料,包括一些书本上的学问等等。
我们做外贸业务的,从客户的开发到最后的成单,其实是有一个长时间的过程的,这个过程大致可以分为四个阶段。
一、匹配阶段这个时间段可以被称为准备阶段,大致从我们熟悉产品开始,到我们找准潜在客户发开发信,并且建立初步的沟通为止。
匹配阶段的定义是我们要找准适合我们的客户,与我们对口的客户,比如如果我们是卖肥料的,我们就要找那种大量在采购种子和农作物的客户,或者采购农具、采购园艺工具的客户,这类的客户才会需要肥料,而不是去找一些产品不相干的客户来发开发信,那必然是没有结果的。
找准自己对口的客户是第一个步骤,也是我们业务员在开发的时候最重要的一个步骤,如果这个步骤做错了,我们开发的方向就错了,再怎么努力都是白费。
二、沟通阶段在开发信发出去并得到了客户回应以后,我们就算是初步建立了一个沟通关系,客户对你的产品有了一个初步的印象,并且有了一定的兴趣,他希望能够了解下去,这个时候我们就进入了沟通阶段。
在这个阶段,我们要做的就是让客户加深兴趣,让客户对我们的产品产生足够的购买欲望,从让对方对我们的产品有足够的了解开始,再到分析市场情况和产品在客户所在市场上的前景,总之,要全面仔细的让客户了解你的产品,不能让客户对你的产品只有一个初步印象,这样不容易得到客户的认可,也就没有足够的下单欲望。
我们这样一步步的沟通,就是在加深客户心中的购买欲,就像服装店里的售卖员在不断的分析你穿那件衣服怎么怎么好看一样,我们也要不断的强调客户购买我们的产品在他的市场上销售会获得多大的利益,这样才能刺激客户购买。
三、谈判阶段沟通阶段结束是从客户开始问价格开始的,这个就属于谈判阶段了,因为谈判本身就是一个利益拉扯的问题,当然也有许多询盘一上来就询价的,这种情况不少见,但是我们还是要尽量把这个谈判阶段往后面拖一点,因为充分的沟通能够增加我们的成单率,也能够为我们在谈判中争取更多的筹码。
我们通常讲的谈判阶段往往就是僵持在一个价格的问题上面,很多的外贸的朋友不知道僵持在价格问题上的时候该怎么办,这里我详细的说一下。
外贸一般的操作流程过程如下:1),和老外谈生意,接订单―― 2),备货:下订单到工厂生产或采购―― 3),进出口商品检验检疫局检验货物(这个叫“商检”)―― 4),向海关申报出口(“报关”)―― 5),把货物运输出国,交给客人(“货运”)―― 6),从客人那里收钱结汇(“收汇”)―― 7),向外汇管理局申报(“核销”)――8),向国税局申报(“退税”)。
在这里边,很多工作是交给专门的机构去做的。
货代帮你“报关”和“货运”以及买保险,银行帮你“收汇”,工厂帮你“商检”,所以你只要集中心思跟老外谈生意就可以了,但是你也要了解一些这些流程,不光有配合的问题,里边还有费用问题。
第一步和老外谈生意接订单这里有四个内容:a,客人怎么来?b,报价怎么报?c,合同怎么签?d,钱该怎么付?a,客人怎么来?有几种办法,主要的有,一,网上吆喝,找买家。
二,参加展会,揽生意。
相对而言,网上找客人费用低,成交率低;展会费用高,成交率高。
还有其它找客人的办法。
网上一边找客户一边发布信息,在中文的贸易平台上,你招来的都是国内的贸易公司,但也不要都放弃,说不准有的还有用;要上国外的贸易平台,若是你的邮箱里有Enquiry,说不准你的生意来了。
展会就比较直观了,国内的有广东的广交会,上海的华交会.国外的就更多了,就服装而言,有法国(TEXWORLD)、德国(CPD)有两大著名的展会,仅在德国还有Fashion Look、Herren-Mode-Woche、Hamburg、Sindefingen。
多了去了。
若是有老外前来询盘,你就可以跟老外当面外讨价还价了,这就是要报价了。
狗狗比较喜欢跑展会。
怎么样,哪位愿意让狗狗做你们的代理商。
哈哈~~小提示 A尤其是在网上找客人的业务人员,你给客人的mail 等信函是被快速阅读的,如何吸引人和得到回复,那你的mail必须符合当地的特色,比如说你按欧洲人的标准来写,那将是被认为你在了解欧洲,是“courtoisie”(礼节)。
出口实例说明外贸流程(并附每个环节所需单据)案例基本资料外贸公司(简称思科):南京思科纺织服装有限公司NANJING SICO TEXTILE GARMENT CO., LTD.HUARONG MANSION RM2901 NO.85 GUANJIAQIAO, NANJING 210005,CHINATEL: 0086-25-35784312 FAX: 0086-25-35784513国外客户(简称FF):FASHION FORCE CO., LTDP.O.BOX 8935 NEW TERMINAL, ALTA, VISTA OTTAWA, CANADATEL: 001-613-4563508 FAX: 001-613-4562421交易商品:COTTON BLAZER全棉运动上衣成交方式:CIF付款方式:即期信用证(L/C AT SIGHT) 通知行:中国银行江苏省分行出口口岸:上海服装加工厂:无锡季节制衣有限公司面、辅料工厂:无锡百合纺织有限公司货运代理公司:上海凯通国际货运代理有限公司承运船公司:中国远洋集装箱运输有限公司备注说明:本案例涉及思科公司的部门有三个:业务部、单证储运部、财务部。
其中,业务部负责接洽业务,单证储运部负责出运安排、制单、核销,财务部门负责应收、应付帐款。
这是一笔南京思科纺织服装公司和加拿大客户就女式全棉上衣交易的贸易实务案例。
出口到加拿大的纺织品有配额限制,在准备单证时需注意及时申请“输加拿大纺织品出口许可证”,另需注意缮制“加拿大海关发票”等单证,及时寄出给客户用于进口清关。
本案例涉及贸易公司业务部、单证储运部、财务部三个部门,以及工厂、货运代理公司等。
在实际业务中,租船订舱、报验、申领核销单、申请配额等工作往往是贸易公司的各个部门在同时进行的,次序不分先后。
一、交易磋商南京思科纺织服装有限公司(NANJING SICO TEXTILE GARMENT CO.,LTD,以下简称思科公司)成立于1992年,是经国家外经贸部批准的具有进出口经营权的贸易公司,从事纺织服装等产品进出口业务。
外贸下单和出货流程1,当客户在邮件里说明要订购产品或直接发PO过来时,就需要做形式发票(Proforma Invoice),在业务员的成交客户里面都可以找到模板。
形式发票的编号需要在部门共用的绿色笔记本里面拿编号,组成为:HP+年分+月份+流水编号;比如HP20121305001。
需要注意产品金额,数量,交易条款,银行信息等,做好发票后打印出来找Sawyer签字盖章,再扫描发给客户。
2,一般发出形式发票后就需要提醒客户打款,并要求提供银行水单。
如客户已确认打款,要留意钟经理在QQ群里面发出的汇丰银行进账信息。
发现与客户信息和打款金额是相同或相近的时候,就在群里面确认是哪个订单的款项或者是还未下单的。
3,询问客户当地电压。
4,收到客户PO和订金或全款时,就需要下单到工厂。
如果是公司常规产品,也可以灵活处理;只要收到PO,不需要等到订金,也可以下单。
但如果是非标产品,比如说客户特殊要求的尺寸,容量等,就需要收到订金再下单到工厂。
下单前可以找相关同事确认一下交期,以便填写在订单交期一栏。
下单时先找Bella拿订单编号,编号组成是:WM+年份+月份+流水号,比如WM1305001。
然后再根据表格要求填写相应的信息,需要注意产品参数,电压,交货条件,包装,付款条件等信息。
尤其是客户特别要求的非标参数,一定要列在订单上。
填写好订单就打印出来,连同形式发票本人签字后再找Sawyer签字,然后扫描发给Judy,抄送给Bella, Sawyer, 钟经理等。
5,和客户确认Consignee和Notify party或者指定货代信息,用于后续订舱用。
并询问清关需要哪些资料,比如:packing list, commercial invoice, bill of lading, certificate of origin...,且提单(B/L)是需要电放还是寄正本。
6,跟进订单交期和生产情况,快到交期时,需要亲自到工厂看货以确保产品质量。
全套外贸流程邮件尊敬的先生/女士您好!感谢您对我们公司的关注和支持。
我们很高兴有机会与您合作。
为了更好地展示我们公司的外贸流程,我将向您介绍全套外贸流程邮件。
1.询盘邮件尊敬的业务经理我是来自中国的公司,我们在互联网上了解到贵公司是一家专业从事XX产品的制造商和供应商。
我们对贵公司的产品非常感兴趣,并希望能够建立长期合作关系。
我们目前对以下产品感兴趣:-产品1:名称、详细描述、数量-产品2:名称、详细描述、数量-产品3:名称、详细描述、数量还请提供以下信息:1.产品目录和价格表2.最小订单数量和付款方式3.交货时间和运输方式4.公司介绍和资质证书期待贵公司的回复。
此致XX公司2.报价邮件尊敬的客户谢谢您的询盘。
附件中是我们的产品目录和价格表,请查收。
下面是我们的报价:-产品1:价格、数量、交货时间-产品2:价格、数量、交货时间-产品3:价格、数量、交货时间另外,我们的最小订单数量是XX件/箱,付款方式是XX,交货时间为XX天。
运输方式可以根据您的需求来确定。
谢谢!此致XX公司3.订单确认邮件尊敬的客户非常感谢您选择我们的产品并提交订单。
附件中是我们的确认信和订单详情,请查收。
订单详情:-产品1:数量、价格、交货时间-产品2:数量、价格、交货时间-产品3:数量、价格、交货时间请您仔细核对订单信息,并在确认后回复此邮件。
一旦确认无误,我们将会立即进行生产和安排交货。
请注意,付款方式是XX,付款截止日期为XX。
运输方式将在订单确认后与您协商确定。
谢谢!此致XX公司4.装运通知邮件尊敬的客户感谢您的订购。
我们非常高兴地通知您,您的订单已经生产完成并准备出货。
附件中是装运通知和提单副本,请查收。
我们已经安排了如下装运细节:-起运港口:XX-目的港口:XX-装运日期:XX-船期:XX请注意,在货物发出后,我们将提供跟踪号码,以便您随时掌握货物的运输状态。
谢谢!此致XX公司5.收货确认邮件尊敬的客户我们非常高兴地通知您,您订购的货物已经安全抵达目的港口。
2010-03-14 12:17:17 来自: Pin(EVA)作者:改行坐沙发 (妖家78)原帖:/thread-2433604-1-1.html=================================昨天工厂那边通知货已经发到货代的仓库去了,工厂的余款也付清了,总算松了口气,虽然订单很小,打样开模大货一起都不到1W USD,但这单是我做得最有成就感的一单一个原因,客户是自己开发的,而且很有发展潜力(曾是时代周刊的封面人物)还有一个原因,在谈判的过程中加了价钱(当时觉得利润少了),中间僵持了近两个月,中间没有降价,最终客户还是接受我报的价格。
整个过程历时近六个月,贴出来跟网友一起分享(1)澳大利亚的客户,从google上搜索来的看到网站上有卖我们的产品,毫不犹豫的拿起电话就拨我: 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?客户: 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?客户: My name is Lucy, you could send the email to sales@.au我: Thanks , I'm going to send the email to you. Have a nice day.客户: Thanks for calling, you as well, bye.我: Bye(发现google上可以找到客户信息的,这里客户的名字还是用虚拟的好了)挂掉电话,心里还是有些不爽,奶奶的居然给我个sales的邮箱。
据我的经验,但凡这种客户回复率都很低的,哪怕只是在电话上说得再好听,为了对得住那一毛七一分钟的话费,硬着头皮发了邮件过去,附件带了产品目录。
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)发完邮件后,没怎么抱希望会收到客户的回复的因为之前这种案例太多了,但凡让我发邮件到sales,或者info邮箱的客户有九成以上是盼不到回复的,但事实证明我错了。
包括半年以前让我发产品信息到info邮箱的南非客户现在也苏醒过来了,后天过来看厂。
半个月过后,等我差不多已经把这个客户给淡忘的时候,奇迹般的收到回复了,依然是sales 的邮箱地址,让我意外的是邮件后面的落款是Owner/Creator从此对于让我发邮件到sales,info邮箱的客户我再也不敢怠慢。
X登录······Email:密码: 忘记密码了在这台电脑上记住我>还没有注册...2010-03-14 12:18:44 Pin (EVA) Hi Terrythank you so much for calling me and also for emailing meI am currently looking for a hanger supplier so it was very good timingi will ask you to quote on my current coat hangersI will also ask you to help me design my own coathangerit will be a coathanger which is a combination of a few different hangerscan you please send me an image of a hanger which you can hangpants 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 featuresregards当时同事的一票货质量出了问题把我一起拖到工厂去跟工人一起翻工(我们是外贸公司)客户早上发的邮件,我下午才看到一般情况下超过两个小时没有回复客户的邮件我都会扯些理由去解释仔细分析了下这封邮件发现客人的最终目的是为了design my own coathanger而并非想买其他现有的款式要报价只是想看下我们提供的价格合不合理而且客户本身又是owner/creator不会像阿里上的很多鬼子是职业买家有事没事到处比比价格之类的这个客户应该没有这么空闲于是在其他款式上的价格我是一分利润都没加工厂拿的多少价格给她报多少只求在为她设计的款式上捞点就行了毕竟是定制的东西,没法到处去比价格利润相对高很多而且常规的款式我给的价格绝对有竞争力客户肯定不会嫌弃贵的事实证明,我的分析是正确的> 删除 2010-03-14 12:19:42 Pin (EVA) 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 confirmWood: 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,因为当时也是刚入行不久在产品这块不是很专业随便挑了两款产品,发个图片过去就完事剩下全扔给客户了幸好后来客户找了一款现成的,也不知道从哪搞来的发给我让我报价邮件刚发过去就收到客户的回复了附件中带了她想要找的产品图片Hi Terry,thank you for your quotewhat great timing - I was just sending you thiscan you please quote this hanger attached ?40cm widemetal hook is 8cm to start of top of hangerhanger is 15cm in heightregards我们主要是做木衣架的公司成立到现在还没出过塑料衣架的单子也没什么固定合作的工厂,当时心想够呛,估计不好搞定专业一点的都知道塑料的产品价有重量还有材料差不多就能报价了我还问产品的厚度还有尺寸,呵呵,幸好客户也不专业Hi LucyThanks 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 ?鬼子现在都很精明的,知道运费要钱样品不能随便寄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,都不知道上哪找工厂去问价格不过还好有百度中文阿里估计报个价格不是问题先问下数量,要是量不大的话直接pass掉得了当时心里是这么想的也没调查过客户什么身份,主要面对的是那些客户群体,有多少家分店之类的信息只要一万只量比较小,不过头一回合作的很少说走整柜的吧之前都没了解过行情的,也不知道塑料的产品需要开模,滴汗客户的邮件中还强调这是高度机密的,丫的她压根就没了解过中国的山寨文化> 删除 2010-03-14 12:20:37 Pin (EVA)RegardsHi LucyHow about the weight of you hanger? The price of plastic hanger is mainly depend on its weightthanks百度了一下,问了几家供应商以后终于开窍了塑料的东西要先问重量要尺寸和产品厚度都是不专业的表现客户也没什么疑问也没发现我的不专业看得我偷着笑了Hi TerryIt is very light I will have to weigh it in 30 minutes0.077 is the weightHi LucyFOB 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,找了几家供应商以后挑了家价格适中的,然后加了利润报出去有了重量以后,价格就八九不离十了工厂都这么说不过还是给自己留了退路没看到样品给不了最终的价格客户的网站上有卖其他款式的塑料衣架估计价格确实是喊得有点高了据我了解,一般的塑料衣架有个十几美分就差不多了而我却报了好几十美分,谁叫她是定制的还要打LOGO上去呢对于我报的FOB价格她也有疑问我们公司是在桂林的,怎么突然冒出个FOB深圳出来当时才八月中,就开始问国庆放假的事了,我汗Hi Terrythis price is very high but I am sure we can work something outare 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,量少单价自然就贵,这是恒古不变的真理虽然不是港口城市,但工人的工资低,不会因为出口操作费的增加而导致价格没有竞争力这么解释似乎也讲得通没想到这封邮件过去以后客户开始耍小孩子脾气了五万只的话多少钱一只?十万只的价格呢?一个柜的价格又要多少?丫的一个柜能装得了十万只么........Hi Terry,can you quote me on a quantity of50 thousand piecesone hundred thousand piecesand a container loadthank youHi Lucy,Around 40.000 pcs fills a 20 feet container, 80.000 pcs fills 1x40 'GP.Price for 40.000 pcs XXX USDPrice for 80.000 pcs XXX USDPrices are still estimated, which are for your consideration.Best regards,随便按了下计算器,得出的结论是装小柜四万只,一个大柜装八万只之前给了产品尺寸,估计也八九不离十了比较随意的给她降了几美分反正你也要不了那么多,当时心里是这么想的> 删除 2010-03-14 12:21:14 Pin (EVA) 客户问模具是不是我们自己厂里能开的我算是醒悟过来了原来塑料衣架还要开模具的还真要谢谢她的提醒了,接下来我该问工厂模具费的事了Hi terry. are the plastic hangers moulded in your factory or are you outsourcing the mouldingregardsHi Lucy, that's correct, we do everything ourselves, moulded in our factory andmanufactured in our factory as wellRegards丫的四五个人的家庭小作坊都说以个月能做四五个柜子的货咱这么说也不算过分吧。