加拿大外贸
本人是做大型塑料生产机械的，10月份入职。过完年回来，有封开发信有了回复：Dear Joseph,
Thank you for your contact. It is a good timing. We are already producing GCL and NW.
For this year we are negotiating for the A line and planning for B for next year.
We are not interested for OTHERS.
Accordingly you can send your basic and customised information about those 2 lines. At least it should include what type of product can be produced, capacity, tolerances, global References, warranty period.
One last question, will you be attending any exhibition in Europe?
Best regards
Emre
客人意思是正巧他们准备引进几条生产线，问我们要产品类型，产量，精度，国外客户的意见和保修，以及是否参加欧洲展会。
我回复的：
Dear Emre,
Thanks for your enquiry.The A line has 2 types:Single directional and Bi-directional;and B also has several types:C,D,E and our main product F with Lamination.Please kindly tell me the type of the lines.Actually,we are the exhibitor of Plast Eurasia HALL 12,Booth 1227 in ISTANBUL last Dec(this year also),maybe you had seen our company.Our clients all over the world are from Poland,Saudi Arabia,Egypt,Iran,Russia and Italy.2 Korean and 1 Turkish clients are still in communication.Hoping your reply.
[ 本帖最后由 13957348637 于 2016-3-17 10:13 编辑 ]
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客人回复：
Dear Joseph,
Biaxial A is our intention to produce in our core market.
The width of product is 5m minimum.
For the B, F is acceptable for our other company. our company is willing to manufacture C with maximum width.(prefarably max. 4m.)
So you can give 3 different offers.
Regarding to the references, please be more specific and disclose us direct names of the manufacturers.
Best regards
Emre
给了产品宽度和类型，另外两条生产线也给出了类型，要求报3个价，然后最后一句话不是太明白，关于参考意见的，似乎是指的我们之前的客户对我们机器的满意程度以及他们的具体名字，当时我错误的理解成specification里面的各个部件的制造商名字了。
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当时我手头上没有4m的C产品的参数，只有4.5m的就发给他做个参考，中间有几次往来是关于机器的参数的，就不发出来了。顺便一提，我们的机器定位是发展中国家，欧美有高端的生产线，大概是我们的5,6倍价格，客人是土耳其的。
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报完价之后，客人回复：
No we do not need the 2nd lamination.
For sure we will be Visiting before the decision.
Do you have detailed offer ?
Because we cannot proceed with this limited information.
I can send you the samples of quotation what we are looking for from one of our Chinese supplier.
Regards
Emre
客人说有没有更加细节的报价，因为我们的报价只写明了主要的2个部分的报价，客人说他要找一个详细的中国的供应商的报价给我们。
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之后客人发来了一份22页的报价单，也是中国的，不过是镀锌的生产线，价格也比我们高很多，我回复：
Dear Emre,
Good day.
We can see your sincerity for our cooperation from sending another quotation to us,thank you.
I've checked the quotation sample,the total price is 10 times of ours.Also I learned that the predecessor of BBB Technology(supplier in the sample) is a German company representative office,and had cooperated with an Italian company before.We have to admit our company is not as advanced as German and Italian,neither the management nor the technology.
However this is our preponderance on the other side.As we know,the price of sheet extrusion line in Germany and Italy is about 7 or 8 times of ours.I guess your comany want to expand its product line into other geosynthetics,there is a risk of entering a new field.Of importing which line the risk is bigger,a $300,000 one or a $2,000,000 one?
Sorry for so many words.
我去查了下这家公司,他前身是德国办事处，又和意大利公司合作过，于是就和客人解释他们可能从德国意大利学到先进的管理，我们和他们有差距，又建议他说刚进入一个新的产品市场有风险，买我们的机器风险比德国意大利的小。
[ 本帖最后由 13957348637 于 2016-3-17 10:41 编辑 ]
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Dear Joseph,
It is a Totally different industry.
It is not about geosynthetics. It is a galvanizing plant in order to cover steel with zinc.
It is not about price. Just care about how the sections of the offered line has been explained in detail.
I hope it is clear to you now.
One thing about pricing, we care about the capability of the line whom ever is the manufacturer either Europe or China. Either it is 1 dollar or million dollar, should meet the required product specification.
For instance, as long as we are not able to reach enough compressive strength and drainage capacity for the A produced in new line, whatever the price of the line it is the most expensive line. As lig as we are not able the sell the good, there is no value of the line.
Simply what I am expecting from your company :
1- references whom you supplied so far - either full line or some parts
( by this way I will check their product data sheets and try to understand the properties of the product produced from your line)
2- offer in details. There is no indication about the efficiency, properties of the line.
One last thing about visit, I had been Far East several time and 100% I will be Visiting you when we come to a point.
Regards
Emre
客人回复，反复强调了产品质量，没有质量的产品他们卖不出去（我感觉我之前没有和客人强调我们的机器生产出来产品质量，其实和德国意大利的是差不太多的，差距就是自动化不够高，产品精度可能差一点），又强调了我们的客人的参考意见，要他们的产品参数来做参考，以及详细的报价包括效率，性能等。最后说自己去过远东好几次，只要我们达成共识就会来考察。（我感觉客人是不是有点生气了，“I hope it is clear to you now”.）
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Dear Emre,
Thanks for your reply.I think there may be some misunderstanding.I knew BBB is a manufacturer of Zinc plated production line.
What I wanted to say in last mail is that is a different field from geosynthetics and a different price level from our line.
Q1- references whom you supplied so far - either full line or some parts
( by this way I will check their product data sheets and try to understand the properties of the product produced from your line)
ME:About our clients' infomation,I'm really sorry that I can't provide because of company policy and Confidentiality Agreement,sorry.
Q2- offer in details. There is no indication about the efficiency, properties of the line.
ME:I'm handling with the revised offer and specifications.Our president now is in our plant with 3 USA customers and he will feedback me about the separate unit price.I'm not sure whether he would agree or not,but I will try my best.
Any questions will be appreciated from your company
我回复客人：
我知道BBB是一家镀锌生产线的厂家，然后解释我们的机器和他们的机器工业领域不同，价位也不同所以报价没那么详细，关于我们客人的详细信息，我在上也问过，老板也问过，都说不方便透露，就没给他，然后和他们正在处理改进的配置单，各个部件分别报价的报价单估计要晚几天，但是我会尽力。此处我感觉有点和客人较真的意思，没必要和他说明我知道BBB是另外一种机器，这里也没有和客人说明我们的生产的产品质量如何，这是客人最关心的，我没回答。
过了2天，我分别报价的报价单和改过的配置单发过去了，但是就没回复到现在了。
[ 本帖最后由 13957348637 于 2016-3-17 10:01 编辑 ]
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顶~~~
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置顶！！！！！！！！！
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楼主你完全就是答非所问。
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这个客人已经很有耐心了，，，，换做部分其他客户，早就不理你了。
可悲的是，你到现在还不知道原因
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谢谢，是不是产品质量这里没有和他说明？
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打个比方，我准备买辆车，就SUV吧，我向4S店工作人员询价，多少钱？对方说28万，我问啥配置。对方会不会拿一个详细资料给我看呢，比如：
1，发动机是多大的，是增压的还是自吸的
2，变速箱是哪家的，几AT的
3，底盘调教怎么样，是独立悬挂还是扭力梁
4，都有哪些电子配置
5，车子多大多宽多长多高
6，驾驶舒适度怎么样
7，
8，
9，
10，等等等等等等等
I will be Visiting you when we come to a point. 你都和客户说不到一个点上，客户还会理你吗:L
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谢谢，我改好的配置单和各个部件单独的报价都发给客人了，因为之前都是没这么详细的，所以详细报价拖了几天
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你为啥要把里面各个部件的价格发给客户呢。
到现在这个时候你就期待客户能够主动找你吧
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