加拿大外贸
公司背景：饲料添加剂原料药生产商，产品单一，外贸部刚成立，所用平台阿里平台，公司实力还算比较强大。个人背景：2010年毕业于英语专业，2011年2月份进入公司，唯一的外贸人员，操作阿里平台，3月份去到南京一家外贸公司学习单证，为期3个月。
我的第一单也就是在我学习期间拿到的。那三个月是我最充实的三个月，虽然每天很忙，每天都是打杂，帮别人发发传真，扫描之类的，没事就站在师傅边上看着，我师傅很好，她教得很细，真的很感激她，因为有她，我的单证知识才慢慢上手。还有其中一个老板也经常给我们这些学习的上课，受益颇多，每天上班我提着自己的笔记本，开着阿里旺旺，第一件事情就是回询盘，回邮件，然后帮师傅打下手，遇到不懂的就记下来，下班后在上网查。那时候每天晚上1,2点才睡，周末也不出去，天天泡外贸论坛。
贴上我的第一单邮件战：
我：Dear Sir,
Really glad to receive your enquiry. My company is specialized in **.An api of feed additive for poultry.We're manufacturer,we are the source. If you could, please send me your requirements that I could send you more details such as COA&GMP,the photos and others you want to know.The product's details as following, if you need more information, pls feel free to let me know.
.......
客户：Dear Vicky Huang,
We intend to purchase ** on regular basis from a reliable source.Our minimum order will be 10 MT.Please quote your best price on C&F karachi basis.I hope once started,we can have long term relations if the quality and price of your product is good. We have been already doing satisfactory and sizeable business with other Chinese companies like ** Guangdong, for last many years.
Waiting for an early response.
Thanks
Regards
难得收到询盘的产品是同我们公司一一对应的，当时心里别提有多开心了，因为只要他要的是这个产品，我们公司绝对有优势，所以不敢怠慢。回了报价以后，等待了一段时间没有回复，我开始不急，心想可能跟我玩的是心理站吧，想让我降价啊，我才没那么傻，等的久了，偶也淡定不了了，毕竟还没成单子，于是乎
我：Dear A,
Hope everything is ok for you.just want to confirm if you have received my reply.I'd like to send it again.IF you could,pls give me some advices.
1:reliable:we are a leading manufacturer and cooperate with government in China, as the big tax payer,we sell our product all of the word.
2:quality:export standard, inspected before export.supply the COA(certificate of analysis) and GMP(Good Manufacturing Practice),in fact there are only two manufacturers in China could produce **with GMP.
3:According to your quantity and your country.C&Fkarachi **USD/kgs
（以下本身表格形式）
COST **USD/KG
EXPORT CHARGE（from shanghai)
ITEMS PRICE/USD INSURANCE all risks, shall be covered for 110% of the CIF value
BOOKING 53.9 insurance premium rate 0.10%
THC 107.7
DOC. 46.5 Profit:3% C&F
Customs declaration 15.4
DGD 15.4
LOCAL CHARGES 230.8
FREIGHT 1150
TOTAL
UNIT PRICE TOTAL/10000= USD/KG
4:If YOU WANT THE PRICE MORE LOWER,I COULD DISCUSSE ABOUT FREIGHT.
Await your response!
any problem,pls feel free to let me know
客户ear Vickey Huang,
Good day.I am sorry for delayed reply because I have been out of my office for last few days.I have seen your price calculations i.e.C&F Karachi USD/Kg which seems to be higher than my expectation .I would request you to lower the price as much as possible,so that I can place the order to your company.Your cooperation on our first deal will highly be appreciated & this also will pave the way for our future long term relationship.I hope that you will consider my request positively.
Recently I had an invitation from Guangdong to visit China on their 20th anniversary in May.If I could come to China,may be I would have an oppertunity to visit you also.
Best regards
中间漏了几封邮件没找到，大意是：PLS DON'T BARGAIN AGAIN,IT'S REALLY OUR COMPANY'S LOWEST PRICE,低于这个价格就要亏本云云。
客户：Dear Vickey Huang,
Thank you for your detailed email.Infact I feel sorry for pushing you so hard for discount.Please send me profoma invoice for 10 MT **,so that I may be able to open an L/C immediately.Profoma invoice should be sent on my company's name i.e.(以下是公司信息）
（这个客户只谈了价格就要下单，其他什么都没谈，他不谈那我肯定也得说）
我：
Dear Friend,
Thanks for your ordering, and glad to cooperate with you.
1:My company’s payment term is 100% T/T in advance. Considering pakistan is our firendly country and you have businesse in China before, I recommend 30% deposit before manufacturing,then I would e-mailyou the photos of package. 40% before shippment. The balance paid T/T after sight copy B/L.
2:Also we recommend you choose WAN HAI LINE,FULL CONTAINER LOAD,that’s mean THE PRODUCT is $ /KG.,because if use LCL,your company would pay a sum of money when the product to your destionation. Considering we are cooperate on regular base,I don’t want to hide anything to you.
3: The LCL details fees in your destionation as following.if you choose FCL,then the fees would only include your declaraction fees and DTHC.
THC $ 12.50 /CBM
CSC $8.00 /CBM
LCL $28.00 /CBM
DOCS $75.00 /SET
D/O $75.00 /BL
SPLT $25.00 /BL
INSURANCE $12.5 /BL
War Risk $5/RT (direct client only)
SYSTEM CHARGE $5/CBM
DG cargo surcharge : USD115/shipment
So please think about the matter LCL or $ FCL?
Attached the proform invoice with $ FCL. If you need revise,pls let me know
Best regards
Good day for you
客户：Dear Vickey Huang,
Thank you for the Proforma Invoice for 10 MT **. Unfortunately, it will not be possible for our company to make any payment in advance. Our company can only import through Irrevocable Letter of Credit payable at sight. Here we would like to mention that our company has been in poultry feed business since 1993 and we regularly import feed ingredients and machinery from worldwide,only through letter of credit. Our last year imports are more than USD Million.. We regularly import 。。。etc. from Chinese companies. Mode of payment for all these imports have been Irrevocable Letter of Credit payable at sight. We therefore, request you to please accept ‘Letter of Credit’ as mode of payment.
One of our business partner in China is Guangdong **, Guangdong. We have been importing **from them on regular basis for last many years, . Our annual import with * is quite sizeable and all that is done through letter of credit.Below we are adding the name of contact person alongwith telephone numbers,just in case that if you want to confirm our business credibility.
We hope that your will understand our point of view. Kindly send the revised Proforma Invoice so that we may establish letter of credit. We wish to have long term relationship with you.
Thank you.
好像很长很多，好多偶自己发的邮件不见了，这是我们公司的第一个客户，老板让财务咨询了下银行关于信用证的事情，说有风险，而且单据很严格，再加上我也是刚做，刚学，老板有点不敢冒险，因为我这个时候对信用证有一定了解了，我一方面在说服老板使用信用证，告诉他以后想做外贸信用证付款方式是少不了的，一方面又在说服客户接受预付，这时候客户回邮件：
客户：Dear Vickey Huang,
Thank you for your prompt reply. I consulted with the commercial department of my company to check the possibility of 50% payment in advance. I have been informed that according to the restrictions imposed by our central bank i.e. State Bank of Pakistan, we can not make payment in advance. We have no other option available to do business with you except through Letter of Credit. Here, we want to mention that we are a reputable company in the poultry sector of Pakistan. Our company is registered with Securities & Exchange Commission of Pakistan (SECP) which is run by Govt. of Pakistan. We are also registered with Federal Tax Department, Sales Tax Department, Local Chamber of Commerce & Industry and Pakistan Poultry Association. We can send you copies of membership certificates with these departments, if you require. Moreover, you can get services of any international credit rating company to check credit worthiness of my company.
I am really sorry for not discussing about payment terms in the beginning of our conversations as I thought Letter of Credit is the standard procedure for international trade and all our company’s imports are done through LCs. I hope you will understand our problem and accept ‘Letter of Credit’ as mode of payment.
Looking forward to your favourable reply.
Best Regards,
在网上也了解下了巴基斯坦属于外汇管制国家，然后查了下该公司的情况，然后又说服老板接受信用证，说我做单的时候会找师傅帮忙，应该没问题。老板答应了，也希望我可以做一单。在这里我也挺感谢他对我的信任。
接受了信用证后，我也跟客户提出了加价，并要求他发了一些证件，因为毕竟信用证有汇率风险。不敢不谨慎。
客户：Dear Vickey Huang,
Thank you for your efforts to convince your boss to accept L/C as mode of payment. I really appreciate your efforts. Though price has now been increased but I am ready to accept this price difference to start business with you. Here, I want to share a suggestion. Initially we establish L/C for 5 MT. Once the first order is executed, we will open another L/C for next 5 MT immediately. This will minimize apprehensions that you might have in your mind and help to build confidence between both companies. I hope you will agree to my suggestion. Below I have mentioned contact details of my company as requested in your mail:
Looking forward to build long term business relationship with you.
我答应了他的要求，10吨分2批走，要求他信用证直接开到我们开户行，客户也配合的很好，信用证也无特别条款，接下来的事情就顺利多了，7月份第一批货出完了，也到港了，但是单据很晚才寄到那边，当时很担心收汇的问题，怕信用证过期了，还好在最后一天赶到了，等待收钱的日子是纠结的，我安慰自己，客户7月份都要来厂了，不可能会不付钱的，应该不会出意外。确实，等待过好终于收到了货款，扣了125美金，无不符点。客户对工厂很满意，第二票出的也顺利，其实单据上有一个不符点，但是这次扣的费用只有15美金，意味加惊喜，呵呵
其实这次谈判老长老长的，，自己有些邮件找不到了，，望见谅
评论
对于巴基斯坦的客户，怎么收钱的呢？
做LC？
评论
我是用的信用证哈，但有的人说可以从迪拜转预付款
评论
谢谢分享啊，楼主辛苦了
我是做国际货运的，也希望跟你一样好运。
评论
感谢分享与支持。
评论
谢谢分享经验，学习了
评论
恭喜楼主出单，谢谢分享！
评论
楼主的英语好厉害。。谢谢分享
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恭喜楼主出单 我也要加油了。。
评论
Dear Vicky，
非常佩服你的好学精神，你的帖子我仔细的看完了，请教下哦，给老外报CIF价，需要写这么详细的THC,CSC 等等费用吗？
评论
很详细，第一单就接信用证，而且还是巴基斯坦的，不简单。
评论
也不一定吧，，看个人的，如果我觉得这个客户很有价值我就会把自己这边的情况很详细的告诉他，一方面可以让他看出我们的诚意，二个也可以让他知道我们实实在在的是最低价，再者就是以免引起不必要的麻烦，一切都讲清楚比较好。但是可能也有的客户不喜欢这样吧，如果客户给我发的邮件简单，那我也会相对简单，客户详细，我也会很详细。呵呵，，这个客户要再下单了，期待走完这单过年。
评论
呵呵，有运气的成分，，做外贸已经学会了淡定
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这个巴基斯坦的客户也太好了，处处为买方着想啊！
评论
还有那么好的客人,我做梦都想碰到那样的客人,稳定呀
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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