加拿大外贸
之前看过这个帖子的亲们，客户妥协啦！接受了我们的建议，现在确定了合同，签好寄过去给他们，等付钱了！-------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------
首先介绍一下概况，我们公司是做机械的，金额较大，付款方式从来都是发货前95%，剩下5%在安装调试后再付，这个是原则，在我们的报价单上都是清清楚楚的。
这个客户两年前就了解过我们公司，这次说来看，谈成这个订单。于是我们就开心的去机场接啦，一行两人，一老一少，看起来素质还比较高，西装革履的，飞机到的比较晚，接完回来都半夜了。后来了解到，老的是总经理，说是在花旗银行做过副总，少的是老板儿子，主要是多看多学以后好继承爹的事业（恩，我爸是李刚）。老的还算谦逊有礼，少的经常很轻蔑的笑。本文老的叫他老八，少的叫他少扒。
第二天早上就带客户去我们工厂看机器，客户看完很满意，直接就要谈商务的部分，关于商务的一些细节，存在一些争议，后来开始砍价（好吧，我也不明白他们为什么价格还没同意就先谈别的）。砍价砍了半天我们拿出底价，他们还是不同意，就问他们预算是多少，然后砍了近一半的价格（呵呵，你当是在白马买衣服呢？），结果就谈不下去，就送回酒店。
想想买卖不成仁义在，请他们吃饭吧。吃饭的时候，老八说想要机器，说跟老板申请了资金，出了个价（好吧，真的很低，利润很低，但是对他来说算是提了很多，做了努力）。
我们公司主要是去年销售额不好，也急于成单，挣扎了好久，同意了，虽然利润很低，但是至少还是有的，对公司目前的情况总是好的。
于是同意了，皆大欢喜，开始谈其他的条件。我们做出了很多让步，但是底线还是必须坚持的，就是一开始说的付款方式。但是客户总是担心我们卖了机器就不管了，于是后来我们提出发货前90%，其中30%在我们这边银行开担保函，机器到客户工厂安装调试合格后，担保函到期，货款入我司，剩余10%也打进来。于是基本上合同条款都谈好了，附件在他们走后第一天我就做好了。
插播一点题外话。少扒说要买包送妻子，我介绍了酒店旁边的万科，后来他说没买到，太贵了，我问预算多少，他说50-120（恩，是的，人民币）。我告诉他附近商场都没有这个价的。然后少扒说你们这个不是有LV仿版很便宜吗，我说是有，但是不是我们这里，价格也没那么低。他很失望，最后还是去万科买了几个包。
老八和少扒走的时候，请他们吃了顿饭花了一千多，送了茶叶一千（恩，钱包好饿）。
他们回去之后我发的邮件。请看
How is your weekend? Hope you had a perfect weekend. Please extend my regards to ***.
How is everything going with the contract? Please check the attachments.
Please send us new *** samples with your signature on it, at least two, one for the factory for reference, the other for our office.
company name: ***
zip code: 528200
***
TEL: ***
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老八回复了我，完全不懂诚信是什么，变脸比翻书还快。请看
Talking about the terms of payment in your proposal, our group also has its rules and cannot pay 90% and only receive 30% guarantee.
Instead we propose two possibilities :
-1st : We give 30% once we agree on all terms and conditions of the contract ; 30% before the machines are sent to us and 40% after installation.
Or
-2nd : We take your proposal of paying 30% after agreement on terms and conditions ; 60% before you send the machines then on your side your give us a guarantee confirmed by an European first class bank of 90% of the amount paid ; and the rest i/e 10% after installation .
Please let us know whether these proposals can satisfy you so that we can talk quickly finalize the contract.
我勒个去，就是看在现在急着销售，并且开拓西非市场，想以后他们可以介绍客户来，才会同意那么低的价格，才会同意银行担保函，没想到得寸进尺。说了底线了嘛，底线跨过还叫什么底线？各位看官，请看我的回复，
Thank you for telling me that you have arrived well. Thank you for visiting our factory, your attention on our machine and the efforts you make. The gift for you are very good Chinese tea called Tie Guanyin, hope you like it.
I'm sorry about replying late because receiving other customers.
I don't know if you know a little about Chinese culture. Chinese treasures honesty. We keep our promise. It's in our culture, in our blood and bones.
About what you have proposed, there is a doubt. You and ** are very specialized in area of financing, banking and investment, and that's why esteemed ****（他们老板） trust you and sent you to make this deal. Before you came, you should know very well about your company's rules. I don't think your company make rules after you come back from ***（我们公司）.
As you always said, rules are made by people. Our company has made exception for you on price, installation and commissioning expense, payment terms. Mr. ***（我们老板） and we have made great efforts on making this deal. Before you come, in my last email to your president, I have also made clear that we can discuss on other issues but we have to receive 95% of total amount before delivery. Please understand that we can't accept the new items.
You have seen by yourself that our machine is with good quality. That's the basis of our cooperation. Our ***Co. was founded in 1996, with 20 years history. We have sold a lot of machines to many countries. The machine we just sold to *** is an advanced one, price much higher than standard machine. We have received 95% of total amount before delivery, same as all other customers. Our company take into consideration that this will be a begining to open the door to western Africa market, so we have given preferential treatment to you. We have never sold a machine at this price, even a standard one, not to mention a machine with externl strengthen sheet unit and 2-colour printer on Bottomer. But at the same time, we have to put the interest and development of our company first.
If you want to gain, you have to give. It's an investment, not give everything but get nothing. As soon as the machine running, you will start to make a lot of profits, like our other customers. Our company has a long-term perspective and development plan, we will not give up the huge market by manufacturing a machine that fails, then damage our ruputation and development. So please trust our company, our team and me on this issue. Once the ooperation get started, we will follow from the begining to the end.
Please reconsider this deal, and make a decision that we both win. Enclosed we send you the contract and annexures, based on our last meeting.
Waiting for your good news. Even no good news, please extend our best regards to *** and ***.
Best regards.
邮件里面有些话是针对他们在我们公司说的话。请看老八回复
Thank you ***, yes the tea is of quality and is very good.
My proposal was of a choice between two possibilities. If you cannot wait to receive the last 40% after installation, we already agreed that we give 90% before you send the machines.
What changes here is that instead of you giving us 30% guarantee with your bank, you will give 90% guarantee confirmed by a first class European bank.
We, both parties need comfort, reason why you want to be paid upfront and on our side we want to have a guarantee that covers the money we pay.
Now, either you agree to give us that 90% guarantee or I propose we think about having a usance letter of credit payable at 90 days after we receive documents from the bank.
This way, you are sure to be paid as your bank will confirm the letter of credit and on our side we are sure that before we pay, you will install the material on our site.
Best…***
这种不平等条约我们怎么能同意呢？这个时候我同事已经强烈建议我跟客户吵一架，他们太蛮不讲理，风险全部推向我们这边了。但是我认为态度可以强硬，但是要以客观，专业的态度对待客户，背后怎么生气都可以，但是不能发脾气。我们的底线是不能越过的，客户提出的我们不可能接受。请看我的回复，虽然我当时键盘都快敲碎。（小心脏都快气炸了呢）
[ 本帖最后由 yumi199229 于 2016-3-31 15:33 编辑 ]
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How are you?
I'm glad that you like the tea. *****asks me to extend his thanks to you, and that we totally understand your concerns.
For the rule of receiving 90% - 95% of total amount before delivery, it's not made for you. It's a rule ever since the beginning, which we have followed for all the deals. We will never deliver a machine to another country without receiving most of the amount. By your ways, it means either receive 60% amount without covering the cost, or the money in a far away European bank that we have nothing.
About the L/C, as we said during our last meeting, we can only accept irrevocable 30% L/C at sight. There are seldom people do usance LC now in foreign trade. No company will accept such payment terms unless they are many years partners with 100% trust.
About the bank guarantee, we can only accept 30% bank guarantee at our opening bank, and the L/G expires upon the commissioning and acceptance of the machine. This is a big concession we make, comparing to all the other customers. By your way, it means we can't get anything till we've done installation job at your site. All the money will be frozen in the bank.
Then, let me list out what you worry about.
1. Our company. In my last email, I told you that we have a history of over 20 years. You have contacted our company two years ago, and you can get contacted with us again. Before you came, I think you have done some researh. We are a legal and formal corporation. It's also the purpose of your trip. You travelled thousands of miles to check our company and machine. If we sell bad machines, or don't provide installation and commissioning service, how could we develop for so many years?
2. Machine price. When you declared your budget and that you can't afford it, we made an exception for you, we cut down over *****for you, considering exploring the market. Please take note of the efforts we made on this issue. And you have witnessed how hard it was for us to convince the share holders on the price. The payment terms are the precondition of the price, and also a promise we made to the share holders.
3. Expenses of installation and commissioning. According to your requirements, we have included the expenses in the price. This never happened before, because in another country there are so many uncontrollable factors.
4. Terms of payment. Considering your conerns, we agree on the method of L/G in our last meeting. Why are you worried about that we will not go to your place for installation and commissioning? At that time, our machine and our people are at your site. What's more, with 60% of the amount, we haven't even covered our cost. Why would we do such a thing that nobody benefits? We are taking huge risks.
We also have another suggestion. After we receive 30% down payment, we will start manufacturing the machine. After the production, you send someone you trust for machine inspection, and follow the whole process from machine inspection to delivery. When you confirm, you send us the 60% amount, and we deliver the machine.
Please take note of all the efforts and concessions we make, and reconsider this. Either 30% L/G before delivery, or 30% irrevocable L/C at sight.
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至此，客户就没回复了（喂，很没礼貌了好吗！）我们就互相熬着吧。
我手机上有少扒的wahtsapp，以前也是用这个联系的。前天他说很抱歉，单成不了，我说没办法，底线不能跨。后来他开玩笑要我分提成给他。我说不要跟我开玩笑，这个事情很严肃。然后他说ok good for you。我当时很生气，想着反正也谈不成了，那么讨厌你，还对你笑什么。但我也只是说，真不明白你为什么不信任我们。他说很简单，你不信任我，我不信任你。（敢情老娘跟你讲了那么久，你屁闻了？）然后我说你买车给一半钱人家会把车给你？我们公司工厂在这里，不会跑，你对我们了解多过于我们对你的了解。你完全忽视我们的努力。他说，说这些没意义，不要跟我谈努力，根本就没有。（我已经不只想骂他了，我想往死里打他，恩，认真脸）然后我没理他，毕竟真的去骂他也不好吧。然后他说，What do you want now? What do you propose?好吧，propose你妹啊，我没理他。
唉不知道该怎么办了，人家小心脏都被气坏了好嘛。
评论
本来五点下班的，加班到现在，就是想发这个客户
评论
看这情况，这俩人本身人品有问题。
如果他们不是老板，看有没有办法直接联系到他们老板。
跟老板谈总比跟下面的小鬼谈好点。
评论
西非，中非的不要理会，骗子太多
这些市场一般通过欧洲客户做
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我表示我努力的用翻译软件看完了你的文章，虽然我的英语很渣渣，
非洲的客户一般挺难搞的，装B的挺多，我的客户就被搞过几次，损失几百美金货物
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少扒老爸就是老板，老爸和少扒来之前，老板有发邮件给我，说要还价，然后付款60%就要发货，我当时就告诉他价格可以来了和我们老板商量，有点折扣，但是付款条件是原则，60%的不可能发货。他表示理解，派那俩人来谈。结果谁知道他砍价是一半砍的，付款条件谈好了，回去又变卦。每封邮件都有cc他老板，但是没说话。
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他们素质好低
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几百美金的话，还好数额不大，不过一定要谨慎，没收到钱坚决不发货
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你们公司在哪 因为白马很熟悉的样子。。
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有些事情冷处理比较好。其实我若是收到出尔反尔的邮件，肯定不回的。浪费时间呢。付款底线一定要坚守。
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不要在继续了啊
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哈哈 你猜 你们公司在哪
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主要是我们产品金额比较大，他既然来了，从塞内加尔过来，要三十个小时，所以是有诚意的，当然想成单。只是现在很生气，只能用强硬态度了。早就想跟他发脾气了，没素质，之前哄着他，现在没必要了。刚刚告诉他，过了这个月，这个价格我们是不卖的，之前那些条款也是不同意的。以牙还牙。
评论
我的小心脏快气炸了呢 怎么着也要发下脾气再不理他 哈哈
加拿大电商昨天我把提单复件发给了客户，今天收到了他回信，如下： Dear Nicholas, please send all shipping documents. We will check B/L copy and we will reply ASAP. Thank you Best Regards ......................................... 加拿大电商刚从事这行半年，对电子行业不了解，自己整理了些，算是学习，供大家分享，也请大家补充。我毕竟是个文科生，对这方面知识严重欠缺。 DVD:英文全名是Digital Video Disk, 即数字视频光
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