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发表于 2011-11-14 12:41:59
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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顺利
从确认单价到给我寄样，确认模具的价格
表面看上去已经有了质的飞跃
可事实证明我把这一切想得太简单了
收到样品后
拍了不下二十张照片发给工厂
因为工厂在浙江,离得太远了
很多事情根本无法控制
只能说尽量多拍些照片,尽量让他们能够报更准确的价格
一直小心翼翼的操作着,生怕会出什么乱子
工厂那边再次跟我确认,价格不会有变动
并一口咬定说只需要四副模具就可以了
于是我就跟客户发邮件说样品已收到,模具的价格不会有变动
现在已经把样品交给生产部,最终的价格也跟当初报给你的一样,没有变动
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
收到客户的邮件以后眼泪滑滑的
以为一切都可以很顺利的进行下去了
同时，我马上着手打包刚收到的样品，寄往浙江工厂那边
工厂那边收到样品以后
首先加了模具的数量
并说这款衣架跟普通的衣架不一样
给了些我无法理解的理由（只因为我外行），模具从四个加到了八个
价格也有了变动，好在当初我给客户报价的时候给自己留了空间
不过报给客户的价格已经不够实际开模的费用了
最后跟工厂软磨硬泡之后
终于工厂同意帮我们分担五百的模具费用
这样一来模具这一块算是有惊无险，在价格上没有变动
但至于大货的价格，工厂又说到材料跟图片看上去的不一样
而且产品比较复杂，需要加人工费
虽然价格变动不是很大，但这让我相当不爽
毕竟数量不多，虽说当初给客户的报价还是有一定利润
但工厂那边加了价格以后，利润已经所剩无几了
考虑到自己能拿的那部分提成就更低了
无奈，只有想办法让客户多掏钱了
虽说这样做很不厚道，但根据我对客户的判断，还是想去尝试一下
事实证明我做的这个决定太冒险了
由于收到样品跟客户确认价格的时间刚好是周五
周末两天的时间工厂那边刚好收到我的样品，给我最终的价格
还没来得及跟客户谈模具的付款方式就要求加价
现在想想觉得很不厚道
当时的心态是工厂离得太远，很多东西都控制不了
万一出现什么意外的话，肯定会赔的血本无归的
还有一个原因是没有分析过客户，对客户的经营情况及需求量没有个大概的了解
反正就一万个的小单，利润够好的话我就做，利润不好的话拉倒
也省的自己成天去操心
没来得及多想，狮子大开口，加了10美分的价格
但是我加价的理由有点牵强了，因为上次的报价是在收到样品之后才给出的价格
熟悉这个产品的估计都清楚，一个普通的塑料衣架差不多也就10美分左右的价格
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
看到这封邮件的时候心都凉了
当然，加了价格以后我已经做好最坏的打算了
毕竟生意还是讲究诚信的，我再次反省自己的不厚道
但真的没想到客户的反映竟然如此激烈
当时只顾着跟工厂要价格，寄样品
忽略了客户一同寄过来的其他样品
报价也一直迟迟没给
或许当时我已经对这个客户失去了兴趣
能做就做，做不了拉倒
这封邮件的火药味十足
现在摆在我面前的问题是如何去回复这封邮件
道歉,是肯定需要的
然而更重要的是要能够给出合理的解释
由于对产品的不专业,也只能是工厂跟我怎么说
我再传达给客户而已
客户在邮件中说和她做生意并不难
那么言下之意就是说跟我们合作就很难了
我能做的就是尽量去解释
刚好前几天有个澳大利亚的客户来拜访过公司
在这个行业中, 该客户在澳大利亚还是有一定影响力的
刚好可以搬出来作为挡箭牌了
对于客户说的，我让她很不放心
我的解释是
一切都还不算太晚
在你付款之前，把价格上的变动都说清楚
你仍然可以决定最终要不要跟我们合作
如果说等你付了开模费以后我再告诉你价格有变动的话
你会怎么想？你又能怎么办？
自我感觉这种说辞还是有一定说服力的
至于样品给她寄回去，只能顺着她的意思说了
如果她真的跟我较劲的话，估计样品也要不回去
因为已经寄到浙江那边的工厂手中，想要回来也不容易
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
客户还有兴趣跟我们合作
总算是有惊无险
之前说过模具费要订单量到15万才给退回的
这是工厂给的数字，我这边做不了主
开模的费用也是，经过比较之后已经算是相对很低的价格了
只能再次跟你说抱歉了
尽管我不想搞的这么不愉快
我已经尽力在工厂那边争取了
被工厂很委婉的拒绝了
现在我能做的
就是很委婉的拒绝你
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
这封邮件过去以后
两个月没收到客户的回复
反正能解释的都已经解释了
留点时间给客户
差不多到该跟进的时候
也没有发邮件,直接打电话过去问
大概就问她是不是还有兴趣跟我们合作
电话里可以感觉得出她还是很有兴趣的
也问了模具的付款方式之类的
不过又一次让她失望的是模具费必须事先一次性付清
幸好对我的解释客户表示能够理解
挂掉电话几分钟后就收到客户的邮件
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 -
收到邮件后
突然有种感觉，像是在跟这个客户谈恋爱，而不是谈生意
期间闹矛盾，闹情绪，谁都不理谁
等我再一次主动联系她的时候
她又表示很想继续谈下去
看得出来，她一直在等我主动继续联系她
看来男的确实应该主动一些的
打完电话的时候我在想
完完了,客户会不会真的看上我了 其实故事写到这里就差不多了
高潮部分已过
最后一次和客户通话以后
也没发邮件过去追着问了
话都说到这份上了,只能坐着等通知了
一星期后收到客户邮件
Hi Terry
i haven't forgotten you
should know something more this week
regards
和澳大利亚那边有几个小时的时差
等我准备回这封邮件的时候
客户的邮件又来了
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
确认价格，接下来应该就是开模打样了吧
丫的可让我等到这一天了
回邮件，报的价格还和以前一样
之前提到模具费退回的数量也不变
邮件就不贴出来了哈，就纯粹的一些数字
丫的不知道客户这两个月都折腾些什么
貌似看上去最终会以我的胜利而告终
几分钟后客户的邮件又来了
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
订单的数量定下来了，几千USD，加模具一起不到一万
磨了这么久终于算是尘埃落定了，这下应该跑不掉了吧？
接下来该谈模具样品和付款方式了吧。。。
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
客户要付钱了，真爽快。。。
看来两个月的冷战还是有一定效果的
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
丫的样品都拿在手上了
模具应该不会出什么问题的吧？
要不然还要你样品来干嘛？直接照图片开模得了
先付钱下单，剩下的都好说
等这个订单等好久了
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,
客户付钱好积极的说
五分钟后发来水单，当天下午银行通知钱已到帐
开模打样大货收款一切顺利
话说在我离职后该客户又下了两单，客户的质量还不错
故事讲到这里差不多该收场了
感谢顶贴的福友
下一季再见 |
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