加拿大外贸
今天，回顾一下我的第二位西班牙客户。这个客户是主动找上我们公司的，我负责跟进他。来询盘的那天是1.23日，距离我们春节放假还有1天时间。
询盘如下：
2017-01-23 20:27
We are contacting you after learning that your company is a reliable supplier for railway supplies.
Our company does manufacturing outsourcing in China, one of our customer that is in the railway supply industry has asked us to search for a reliable
supplier of these type of products .
We have to submit quotations for two different projects, as follows:
Project 1:
Ø A product like Vortok Coil for sleeper screws nº 3, 4 y 5 (attached drawing)
Ø Quantity : 600,000 pcs
Ø Delivery time: it can be in partial shipment to be completed in less than 9 months
Ø Norm: it must comply with NRV 7-6-1.1
Project 2:
Ø For project 2, similar quantity that project 1.
Ø References and norm to be complied as follows:
REFERENCE
NORM
RAILWAY SLEEPER SCREW, NUMBER TYPE 2, GAVL/CROMAT
03.360.103.0
RAILWAY SLEEPER SCREW, NUMBER TYPE 3, GAVL/CROMAT
03.360.103.0
RAILWAY SLEEPER SCREW, NUMBER TYPE 4, GAVL/CROMAT
03.360.103.0
RAILWAY SLEEPER SCREW, NUMBER TYPE 5, GAVL/CROMAT
03.360.103.0
SLEEPER SCREW NUMBER 8 (SS-8-160), BLACK
03.360.103.0
BOLT HS32-65, C/NUT
03.360.103.0
BOLT HS32-55, C/NUT
03.360.103.0
BOLT HS32-90, C/NUT
03.360.103.0
ELASTIC RAIL CLIP DOUBLE FE.6, FOR M22 & M24
03.360.103.0
RAIL BOLT FOR CONCRET SLEEPER RS TYPE
03.360.103.0
T-2 BOLT FOR VM FASTENING
UNE EN ISO 898-1
Ø Attached you can find the drawing for all above references.
Ø Delivery time: 24 months sin the first delivery (partial shipment)
We will need also detailed information about your company:
Ø Factory description with dimensions
Ø Equipment
Ø Company owner
Ø Business license
Ø Employees
Ø Export countries
Ø Products
Ø Norm compliance
We have experience working in China for more than 14 years, and we have our in QC inspection team in China, any order is always inspected before
shipment by our team. We work only with manufacturers and our China team audit supplier factory before we start supply.
I look forward to hearing from you soon, we know that you are in
Regards,
此封邮件比较长，设计的产品也比较多。但是作为一名销售，反应就是要快，分清哪些事情是自己要做的（阅读询盘内容，梳理主要信息，提取核心问题，移交问题给其他人
员），哪些是安排给别人做的（报价）。
第二天，我就将价格报出去了，如下：
2017-01-24 14:37
Thank you for your inquiry.
Please check our quotation in the attachment.
I also include our company presentation in the attachment for your reference.
If you have further concern, please feel free to contact me.
The Chinese New Year Festival is coming soon. We will be on holiday during Jan. 25th to Feb. 5th.
However, you are free to email me with any new inquiry or something on urgent basis, I will endeavor to reply at the soonest time.
隔天，收到客户的答复，如下:
2017-01-25 00:38
Thank you very much for your prompt reply, especially during these days of holiday.
I have checked you quotation, and I have seen that you have not sent us the quotation for vortok coil of which I am attaching the drawing again. Could
you quote this reference?
Also in your quotation for project 2, I can see that you have quoted 13 pieces, but in our requeste there are 12 references, of these 12 references you
have not quoted for ELASTIC RAIL CLIPDOUBLE FE.6 M24, and you have quoted for two other reference marked below in yellow:
{此处略去表格}
当天，我给予答复，如下：
2017-01-25 09:05
Thank you for your kind reply. I am so happy to hear your recognition and praise.
Below is the answers to your questions:
For vortok coil, I listed in item 14 as multiple coil. Sorry for the confusion.
For ELASTIC RAIL CLIP DOUBLE FE.6 M24, it is listed as item 9 in the quotation. Both FE.6 for M22 and M24 are with same price.
For the listed item 12, it should be deleted. Sorry for the mistake.
By the way, the listed quantity is MOQ, please let me know the exactly amount for each item once available. Then I will update the quotation to you.
隔天，收到客户的答复，如下：
2017-01-27 01:32
Thanks for your mail.
I have checked quotation and specifications, and I have to tell that for project 2, you have to make your prices better otherwise we are out of target
prices.
For project 1, you cost is acceptable, but I have doubts if the product you quote is the same we need. It is clear that Vortok coil is internationally
well known, so I assume that your company as professional supplier for railway industry should know the product, however today customer send us this bid
briefing, and it says that vortok coil must comply with N.R.V. 7-6-1.1 regulation for general railways – Europe. The briefing is in Spanish and it
says:
Espiral VORTOK coil: it is a metallic coil made out of a malleable aluminum alloy with truncated cone shape, with inferior end turning inward in the
geometric axle to give a inserting shank in the hole made in the inserting tool. It takes a 15% lengthening without breaking or cracking, having enough
mechanic capacity for absorbing the tensile strength generated when inserting in its interior the screw. It section has the shape of an arrow head to
ease wood penetration. It is inserted in the hole of the sleeper with an inserting tool.
I can see in your quotation the coil material is 65Mn, and if I am not wrong this is not aluminum alloy, could you clarify?
Regards,
评论
事前，我给老板看过产品图纸和图片，也说过时铝制品，结果他给报的是铁质材料的。不过客户到时也是外行，只是说让我们确认。
此邮件没有答复，过了几天，客户又发来邮件，如下。
2017-02-1 20:28
Still on holiday? , we are short of time to submit our quotation for project 1, you quoted us in 65Mn material, but that is steel, and as I said in my
below mail, this is a metallic coil made out of a malleable aluminum alloy. Haven’t you made this coil in aluminum? Could quote in aluminum? In that
case for this quotation we need aluminum chemical composition, as any material for the project has to be validated.
I look forward to receiving your reply.
Regards,
直至假期结束，我给客户回复了邮件，告知我们已经返回公司上班，并希望客户能够寄样品过来。如下：
2017-02-6 15:10
We are back from the holiday today! I am sorry for the late reply.
We have not made this coil before. If you have sample, please send the sample to us for analysis and quotation.
客户答复，确认我们能否用铝材料生产。如下：
2017-02-6 16:26
I hope you have a good holiday.
The coil shall be made out of aluminum, same as the original VORTOK, it is quite common in European railway construction, we have no sample , this is a
government bid for railway supplies, they just gave us the specifications, and with that we have to work. Would not be possible for your to quote with
aluminum?
Regards,
我给予的答复，重新报价。如下：
2017-02-6 16:41
Thank you for your kindness.
We checked again with our technical department, they made a quote for the coil. I have updated the quotation as attached.
Any question, please let me know.
客户答复，并提供了图片，如下：
2017-02-6 19:32
Thanks you for your reply, I have checked the new price and it is workable, below you have some photos of the original:
{省略图片}
We are going to submit your latest quotation, customer has to submitt also aluminum alloy chemical composition, so I need you to send me the chemical
composition of the aluminum on which you have based you quotation. For instance a quotation submitted with 3.3206 AlMgSi0.5 was not approved for this
project.
If we get the order, this original pieces would be sent to you for production.
Please let me know you comments, and send us the aluminum chemical composition.
Regards,
第二天，客户催问，并要我们提供我们产品的材质证明。如下：
2017-02-7 17:39
Have you got my below mail?
Could you send the chemical composition of the aluminum on which you have based you quotation? Customer confirmed that our cost is competitive and seems
that we have many chances to get the order if our aluminum grade is validated.
答复客户，要求提供产品给我们做检测。如下：
2017-02-7 17:48
Thank you for your following.
As we have not made this before, we will need to check the sample to do chemical analysis. Afterwords, we can offer you similar material we can get in
China market and provide you the chemical composition report.
Thank you for your support.
第二天，客户答复，告知此项目的相关情况，并提出几项问题。如下：
2017-02-8 17:11
Have you ever made a coil like this? Is this type of coils used in China? VORTOK coil is quite common in Europe. This is going to be an order for a
large amount of pieces ,we are talking about 700K, and this will go for a railway project in Spain manage by government agency so we will need to
support the project with guarantees, and certifications, I understand that your company will be able to provide all that documentation.
If we sent a sample to you, how long will take before you can provide chemical composition of the type of aluminum?
Regards,
答复客户问题。如下：
2017-02-8 17:26
We didn't made this. It's not used in China. But we are able to develop this new part with you.
There will be 3 days needed for us to provide chemical composition.
客户看到我们是新开发这个产品，有疑虑。如下：
2017-02-9 00:21
I am quite worried now that you are telling me that this will be the first time you manufacture this piece. Have you never made something similar? If
material is aluminum, have you experience working aluminum pieces?
This is not a question of doing tests, we are talking about order for 700K coils, so you factory shall be familiar with aluminum pieces manufacturing
otherwise it would be complicate for you to complete the order.
Regards,
答复客户，并将成分说明给客户看了。如下：
2017-02-9 16:27
We have supplied aluminium parts for bicycle and automobile. So there is no problem for the quality of producing.
The table shown as below is a report for the chemical composition
{此处略去表格}
Please check if this is suitable for approval.
Any question, please let me know.
客户询问是否我们的报价是基于此份材料。如下：
2017-02-9 18:48
Does this mean that your quotation is based on ADC12 aluminum? What would happen if when you check aluminum composition of the original piece if it does
not match with ADC12? I assume that for other aluminum grades the cost will not increase? We know ADC12 and we produce many aluminum pieces in China and
we use always that aluminum grade, the reason of contacting your company is that you are railway supplier, how come that you made pieces for bicycles
and automobile parts?
Please let me know your comments.
Regards,
答复客户，确认材料牌号。如下：
2017-02-13 10:33
Yes, our quotation is based on the aluminium ADC12. If it not match with sample, we will make as per your sample. The quotation may vary if the sample's
material is quite different then the ADC12.
Please check our presentation in the attachment. We are group company and we make products and outsource some quality products from others.
Any further question, please let me know.
客户对我们的产品外购有疑问，并告知到时需要提交实际生产厂家的信息。如下：
2017-02-13 18:20
These are the speciations you send for three different alu grade, I understand that for the three of them price is the same, am I right?
{略去表格}
About the product you made at your factory, and the product you source from anothre factory, we are a bit concern, I undersand that this order would be
made at your factory, am I right? It is important because if we get the order we have to submit factory details.
Regards,
评论
客户又说准备寄样品给我们，如下：
2017-02-13 20:14
We are thinking about sending a sample of a Vortok coil, that will allow you to check alu chemical composition, could you tell the address where samples
should be sent?
Regards,
答复客户，告知地址，如下：
2017-02-14 08:52
The address is as following:
{此处略去地址}
答复客户，就上一封他提出疑问的邮件进行说明，如下：
2017-02-14 16:56
The specification I sent is for same grade alu. The row with "standard" is normal value. The latter rows of 998# and 999# are batches with different
heat treatment.
This order would be made at our outsourced factory, but don't worry, they are our tightly connected factory, and we will be able to submit factory
details without problem
客户告知，他们极有可能拿下这个项目，并索要工厂信息。如下：
2017-02-20 01:31
It seems that we are in a great position to get the order for the aluminum coils. . the supply of this order will have to be done within a period of 9
month, I understand that we will have to load 1x20ft each 1.5 month.
As you are going to produce this item in a different factory, I need all the information about that factory, including business license, owner,
employees, export countries, and factory photos, this is an information we have to send to customer and that have to be included in bid presentation.
Could you prepare this information and send it to me ?
客户催问，并询问我的skype ID。如下：
2017-02-21 16:17
Have you got my below mail? Could you give me a reply?
Have you a skype account?
Regards,
Regards,
答复客户，并告知我们需要等下单以后再提供工厂信息。如下：
2017-02-22 09:41
Sorry for the late reply.
We can not provide the factory information until the order is confirmed.
My skype id is ****
客户来邮件说了一长段。如下：
2017-02-22 16:30
I am surprised with your reply, first you told me that order will not be produced at your factory but at a your outsourced factory, you words were:
This order would be made at our outsourced factory, but don't worry, they are our tightly connected factory, and we will be able to submit factory
details without problem
So it is hard to understand your mail saying that factory information will not be disclosed until order is placed, order will never be placed to an
unknown factory, this is information we have to supply to final customer to get the order, for quotation acceptance we have to give a competitive price
and a reliable factory, and when everything is approved then order is placed.
I would appreciate if you submit this information about the factory, it is a must if you want to be the supplier for this order. Don´t worry we will not
go to that factory directly, we are a trustful & honest company, and if you have doubt about this we can sign an agreement with that statement.
Regards,
客户催问。如下：
2017-02-27 19:31
Have you got my below mail? Could you give a reply?
We have sample of VORTOK coil to be sent to you, as customer is asking us to check chemical composition and quote with the most similar aluminum grade.
I would like to send it as soon as possible but before I need a reply to my below mail.
Regards,
答复客户，并询问跟他们提到的不越过我们与工厂联系的协议，以及样品是否寄出。如下：
2017-02-28 08:52
We cannot provide you before agreement, which you mentioned that you can offer. Besides, we need to check your sample first. Do you have my address
already? If not, please check below in my contact details.
客户答复发来协议，并催要信息如下：
2017-02-28 17:13
Find attached our agreement regarding no competition and confidentiality for this order.
I hope that this is enough for sending us requested information, about the samples we will instruct customer to send it you, but this is something that
will happen tomorrow, as today it is a holiday in Spain, but you have to send me the requested information on the factory that will produce the order.
I send you a request to add me to your contact in skype, it would be good if you accept it as I would like to talk with you through skype.
Regards,
答复客户，告诉他们更好的办法是提供我们的信息。如下：
2017-02-28 17:27
Thank you for your reply.
The outsourced factory is only doing Chinese market. They can not do business for you. So we will do the export work. In this way, we can act as your
direct supplier, and information can be from us. How do you think?
Please check our Business Licence and ISO certificate as attached. The licence is in Chinese. So I wonder whether the translated copy with company
owner's signature and company champ is needed or not?
Owner's name is ***, employees are 92. Export record as attached. Also I attached our presentation for your reference.
Any further question, please let me know.
客户还是想要生产工厂的信息。如下：
2017-02-28 18:16
We need to know where order is going to be produced, I have been doing business in China for more than 20 years now, I have taken more than a 100 trip
to China, in all these years I have seen many good things and also bad things, this is a large order and despite you will back up the project, we need
to know what company you are appointing for making the order. This order implies a number of commitment when accepting it, and this means some penalties
and responsibilities in terms of quality and deliveries, we have to be sure that the appointed factory is capable of making it, we have to be sure that
order is not going to be in precarious workshop that cannot commit either quality requirement or deliveries dates.
it is hard to understand the reasons for which you are not providing this information?
答复客户，并把whatsapp的号码和Skype号码给他。如下:
2017-02-28 21:35
My whatsapp is same as my mobile phone number +86139***. or skype id is ***
Best regards
客户让我查看skype，如下：
2017-02-28 23:58
Could you take a look to your skype, I have sent a request to your to accept me as I contact.
答复客户，如下：
2017-03-1 15:08
I have accepted.
评论
客户告知，样品已经寄出，如下：
2017-03-6 16:46
Sample was sent to you by DHL tracking number 18994*****.
Please let me know when you receive it.
Regards,
答复客户：如下：
2017-03-6 17:09
Thank you for the message.
I will inform once I receive it.
客户提前询问样品的事情，并告知需要一份说明。如下：
2017-03-9 16:51
We understand that yesterday you received the sample we sent to you, have you checked it? Is it what you were expecting?
Customer besides confirmación of that you do not see problems for making the piece, has sent us bid requirements, there railway company is asking for a
certiticate issued by supplier, such certificate shall content following statements:
Ø Aluminum coil is made complying NRV 7-6-1.1. (already sent you) , documented with product photo.
Ø Chemical composition of the aluminum grade used for production (ADC12)
Ø State in the certifacate that the coil accepts a 15% elongation with no breaking and no cracking
Ø State measure tool used for above test
Ø Add photo showing the coil in normal condition and elongated condition
If you think that something could be added to this certifacate and that will enhance it, please add it.
We need to submit this document by next Monday, March 12th, it is our deadline, there will be time to make a sample for this testing? If not it should
be made with the sample we sent to you, but later production should be the same do you see this possible?
Also we will need samples, they are asking for 10/12 samples, how long could take to prepare these samples.
I would appreciate your urgent comments?
Regards,
当天晚上，客户通过Skype给我打电话，当时我正在处理一点私事，加上信号不好，以为是另外一个阿根廷的广告推销电话。后来客户给我发邮件了才知道是他打的。主要是
提供那份说明。如下：
2017-03-9 20:40
I tried to reach by phone but it was too noise, also tried to reach you through skype, and no possible.
Could you check your mail and give me urgently a reply to my today’s mail? Customer informed us that we have many chances to get the order but we
should supply requested documentation.
This is urgent.
Regards,
答复客户，如下：
2017-03-9 21:19
I got the skype phone but not able to communicate.
We received your sample yesterday and our technical department is analyzing it, I will update to you tomorrow.
I have not received your mentioned email, please send me again.
查到丢失的那封邮件，马上答复客户，如下：
2017-03-9 21:25
I got the email.
I will feedback to you tomorrow.
客户来邮件，依照Skype沟通，他把草稿发过来，由我们盖章回发给他。如下：
2017-03-10 17:44
Find attached the certificate draft we need you to prepare and send to us signed and chopped.
About Spain´s norm N.R.V. 7-6-1.1 is for general railways – Europe. The briefing is in Spanish and regading the VORTOK coils it only says:
VORTOK coil: it is a metallic coil made out of a malleable aluminum alloy with truncated cone shape, with inferior end turning inward in the geometric
axle to give a inserting shank in the hole made in the inserting tool. It takes a 15% lengthening without breaking or cracking, having enough mechanic
capacity for absorbing the tensile strength generated when inserting in its interior the screw. It section has the shape of an arrow head to ease wood
penetration. It is inserted in the hole of the sleeper with an inserting tool. (and include the attached drawing).
Please confirm receipt.
{略去附件的说明文档}
客户过了周末，到了周一又发来邮件跟进，给我感觉他的跟进能力确实很强。如下：
2017-03-13 02:02
I understand that you received my below, it is imperative to get this certificate tomorrow, if not likely we will be out of the bit, and if yes it seems
that we will get the order.
So please make it happen and send us the certificate dully signed and chopped.
Regards,
答复客户，并提供盖章签字的文件给他。
2017-03-13 10:53
Please check the signed and chopped copy in the attachment.
Any question, please let me know.
客户回邮件询问附件，如下：
2017-03-13 15:25
Your forgot the attachment, could you send it?
答复客户，再次发送，如下：
2017-03-13 15:27
无正文
{略去附件}
隔了2天，客户发来好消息，并要求补充一些资料。如下：
2017-03-15 18:08
I would like you to know that our proposal passed and it has been accepted after receiving the certificate that you prepared, also ADC12 aluminum has
been accepted, customer is quite convinced that this order is for them.
Now next steps are too prepared everything, what means that we have to submit a planning for following points:
Ø You told me that you have to make a tooling for making the VORTOK coil, how long would take to have it ready? In the video you send to me I can see a
machine making a coil from a round section wire, but in our case that round section is not OK, it shall be following drawing section shape, is that the
tooling that you need, a kind of extrusion die?
Ø Samples delivery lead time
Ø 12/15 shall have to be sent to Spain, those samples would be used to make a test in Spain’s laboratory that will certify that what was stated in
the certificate that we sent with the proposal is completely correct.
Ø You ask a certified Chinese laboratory that after testing a sample made by you, certifies that comply with statements already made, these are ADC12
chemical composition and elongation test, so only what it is stated in the certificate we have submitted for the bid.
I would appreciate if you could give me your comments.
Regards,
答复客户，如下：
2017-03-16 15:44
Thank you for your information. Congratulations, for both of us!
It takes 25 days for the tool. And the tool is similar kind to the tool as I show you in the video.
Samples time is 20 days after tool ready.
No problem, we can send you 15pcs for testing in Spain.
No problem, we will submit the samples to Chinese lab for the testing and issue us a certificate with statement as per our former statement content.
The only question is the tool cost is very high, up to USD20,000.00. That is very expensive if the order is not confirmed. Do you accept that?
评论
那几天，我们通过Skype聊了很多。内容很多很杂，不便于粘贴。大致思路就是慢慢跟客户沟通，站在他的立场思考问题。老板想要20000美金，而且100%要客户预付，这个给
任何客户那里，都不是那么轻松的。客户说通常模具费是30%-40%预付的，我认可他的说法。另外，我单方面建议他们付20%，我们承担20%，因为模具是他们要的，而控制权
在我们这里。并得到了客户的确认。如下：
2017-03-17 01:12
Customer accepst to proceed as we discussed this morning.
They agree about paying 40% project fee, sharing that cost with you at 50/50, so customer with contribute with 20% and you with 20%. I have not filled
the amount of tooling cost in the agreement, because I have to ask you negotiate urgently this cost, we have a lot of experience buying tooling in
China, and according to our engineers the cost proposed is too expensive, let see how good you are in negotiation.
I am attaching the agreement that should be signed and chopped to proceed, in that agreement you can see that besides your company name, it should be
added the information of the factory that will make the coils, the agreement shall be signed and chopped by you and the factory as well.
I need you also to send an invoice issued under customer name & address as below for this 20% down payment.
{此处略去客户信息}
Send us this invoice, and details of the bank account we have to use for t/t.
I will get in touch with you tomorrow morning fist thing to see how we can organize everything.
Regards,
当天，客户催问。如下：
2017-03-17 22:01
We need your urgent reply to my below mail.
Regards,
当我把我沟通的结果告诉我们老板说时，他马上就否定了，说不行，要亏本。但是我没有马上跟客户说我们不能做，而是停下来，待过了周末。第二周再跟我们老板商量。情
况出项了转机，如下（CD是老板，KKK是我）：
CD 16:32:48
对于新品开发，模具厂不管后期是否有订单都要提前收款才会去开模
CD 16:33:58
如果你们后期真的有这么多数量订单，后续会返退模具费
CD 16:38:31
可以和他说，如果你们后期有这么多数量订单，我将去尽力说服我们公司老板承担部分模具费来共同开发这款产品
KKK 16:40:19
嗯，告诉他了
KKK 16:40:39
他问他们最少可以承担多少模具费
CD 16:41:54
最低每家各承担50%模具费，但是要写个协议，开发成功要保证一年有他们承诺过的数量
CD 16:42:46
不然辛苦开发出来再没有量是白忙活
KKK 17:28:41
客户说正常情况下，模具没有开发成功，都没有支付100%的。
KKK 17:29:03
他知道我们的模具是找模具厂做的，上次他问的时候我跟你确认过。
KKK 17:29:39
所以如果模具厂能够做到40%，客户提供20%，我们承担20%。他马上可以支付4000美金过来进行模具的开发
CD 17:31:22
你的意见怎么样？
CD 17:32:35
这样我们贴的模具费太多了
KKK 17:33:31
如果这个产品适合我们做，就接下来，我在争取让客户多付模具费。
KKK 17:34:03
如果我们对这个产品把不准，就不用继续谈了。因为后续不仅是模具费损失，其他时间精力也投入不划算
CD 17:35:36
可以开发，应该市场有用量。你尽量谈让对方付到50%模具费
CD 17:35:51
开发不成功我们可以退给他们
KKK 17:36:10
我估计客户最多加10%，总共付30%。
CD 17:36:15
主要是看中后面的用量
CD 17:36:27
尽量去争取吧
KKK 17:36:41
因为4000美金已经没问题了，所以加10%，他咬咬牙基本也是可以的。
KKK 17:37:53
之前我是按100%跟他提的。后来他说模具费通常都是40%，而且模具费是我们管控的，所以希望共同承担。
KKK 17:38:36
我说我跟老板商量一下，如果开发成功，他们需要承担接下来的80%，然后把我们承担的20%还给我们。
KKK 17:39:52
如果他们承担30%，跟模具厂那边沟通得下来最好。如果不行，那就没办法了。
CD 17:40:26
好的，主要是看中后面的量
CD 17:40:41
如果没有量开发就没有意义了
KKK 17:41:45
这个客户对这个产品这个上心，又舍得投入模具费，量的几率还是很大的
CD 17:42:24
我也是看中这点，否则他们不会一直和你这么积极的沟通
KKK 17:44:05
嗯。那我跟他说一下，他们最少需要承担30%我们才能继续下去？
CD 17:45:38
好的，并且要签署后续的最低采购量协议，因为我们前期开发投入太大了
CD 17:46:29
这样他才会相信我们是真心看中采购量才舍得投入前期开发费用的
KKK 17:46:41
好
于是跟客户沟通，将他们承担的20%，开始并不顺利。如下：
2017-03-21 01:22
I send below mail with attached agreement.
We have quoted the project with the quotation you sent us, in that quotation there is no tooling cost, and also you informed that such cost was included
in pieces. We have got the order but it is based in that cost, and we cannot accept any change in the cost because we will be out.
You are telling us that supplier needs to make a tooling at a cost of usd 20000, something I told you based in our experience making molds in China,
sound too expensive, nevertheless with the intention of moving this project forward we accepted to talk about a down payment, we talked about 40% of
total cost, sharing the cost 50/50, so you pay usd 4000, and we pay usd 4000.
This is what we talked on Friday, but today you are telling that we should change that, first you said that supplier request 100%, and I am afraid to
tell you that this would be the first time in my entire professional life that I see somebody asking for 100% payment of a mold/tooling, it is my
experience in China to pay 30 or 40% down payment when tooling is contracted (whatever industry), besides when buying tooling, it does not go related
to any order but the tooling order. So what you told me this morning goes out of normal business practice, and I am sure that you agree with me.
Now you are telling me to disburse usd 6000, when still it’s not clear the way we should proceed. Who is taking the responsibility? Have you read the
attached agreement, we need you to fulfill all the information and get signature and chop, from both your company and the factory company.
It is not easy to arrange a down payment keeping in mind that this our first cooperation, so we need to have guarantee that the money we transfer to
you, in case that the supplier is not able to deliver samples that comply with order requirements , that money will be returned to customer, how will
you guarantee this? This is really important, and I assume that you understand this concern. So it is not a question of usd 4000 or usd 6000, the
difference at the end is not that important, it is a question of being sure that, if due to whatever circumstances if something goes wrong, our
customer will get their money back.
Please discuss this with your boss and give us a clear explanation about how this will be done, thinking that both of us have to feel safe and
comfortable.
Regards,
先邮件给他了。如下：
2017-03-21 14:04
I have discussed with our boss. He said USD6,000.00 is the best he can offer.
To make the deal safe and comfortable, he is ok to sign your agreement for the tool cost refund.
There are 3 conditions for tool cost refund: 1, The samples are not ready in 45 Days after project fee payment has been confirmed; 2, If samples
produced by supplier fails to comply with specifications and are not validated by 3 times. 3, When order is placed for production.
To make the mould, we will also spend USD6,000.00. So we are in the same boat with you to develop and complete the order. Besides, we also have
agreement with the mould maker for the refund condition.
We should not include the factory in our agreement, because they are dealing with us only and not willing to be involved in this agreement.
Please check the draft with filled information.
Looking forward to your comments.
后来在skype上面跟他聊了好一阵子，终于说服了客户支付30%。如下：
2017-03-21 21:43
Customer accepted the terms, find attached the contract, please send it back signed and chopped (both pages). As soon as we get it, payment t/t will be
processed.
Regards,
答复客户，并回传模具费相关协议。如下：
2017-03-22 14:24
Thank you for your updates.
Please checked the signed and chopped copy in the attachment.
And share the bank slip with me once available.
{略去附件}
客户发来支付6000美金模具费的水单。如下：
2017-03-23 20:52
Find attached the swift of t/t sent to your company, it was made yesterday, so I assume you should get it either today or tomorrow.
Please check with you bank and confirm, also give proper instructions to proceed with tooling, I have to ask you to move this forward as fast as
possible.
Regards,
此单顺利成功接单。BRAVO！
评论
Oh my gosh
西班牙客户 楼主还有啊？
是不是把全国的铁路都包了？
评论
嗯，上次分享了，是另外一个西班牙客户。
其实西班牙的客户，我是第一次做。但是一来就是双黄蛋。
评论
证明可能市场就要在西欧爆吧？
南美的客户丢了也不要去想他
沟通起来很难
标准又不一样
评论
66666666666666666666，太正点了，加个QQ：1193384008 交流一下吧
评论
在中国干了采购了这么长时间不知道Vortok 在中国普遍不普遍，上来就说人家欧洲很流行，这个买家真得不要太唬人哦
评论
铁路配件看来比较特殊 小众市场啊！
要是我们配件都接单这么方便 我他妈的早发财了！
评论
正点！害我必了半天
看不懂还不好意思问
评论
你什么时候也做配件了？
耗材吗？
评论
是的，小众市场。捞条大鱼，一条客户可以吃到你家孙子辈都吃不完。
但是，反过来讲，可能到你孙子辈也见不到这条大鱼的影子。。。
欢迎加入这个行业，这个行业就是好的撑死，差的饿死。做这个行业的人老的特别快。哈哈
评论
普及一下吧，全球紧固件行业，英国的潘德路Pandrol（已经被法国的Railtech拉伊台克收购了）和德国的福斯罗Vossloh最为有名。Vossloh在昆山就有分公司。
这个Vortok是Pandrol旗下的子品牌，仅仅一个小配件的牌子而已。所以不知道也初属正常，但是在老铁路的更换期到了以后，这个配件的用量是非常非常大的。
开发这个产品，估计难度很大。但是老板敢接，我只是把款负责要到，后面让他忙了。
加拿大电商我的客户需要从非洲免关税国家进口一些商品，所谓的免关税是不是也不用交增值税。 如果要交增值税，增值税的税率是多少？ 菜鸟向各位前辈请教了。 评论 关税与增值税是俩个税种 加拿大电商Hallo, bitte schicken Sie uns mehr info uber die QT8-15- Machine MfG Alfredo 评论 晕死 是德语 你去德语区问问吧 评论 要你关于QT8-15- 这个型号机器的信息 评论 跟你要关于QT8-15- 这个型号机器的资料信息
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