vv ff fwq g g fqw;l我的第一单(外贸全流程)
深圳的天气不大好，但是我的心情却十分开朗。经过了将近两个月的时间我终于完成了我的第一单。数量不多，只有24样产品，30件货，9个方，但是怎么说也是我的第一个订单。我想把我的做单原过程，经验，总结一起分享给大家，希望能给初学者点一下明灯，给老业务员作一作参考。
首先，我们是一家有进出口权的外贸公司，专营家具出口，家具货值有大有小，体积比较大。一般样品单过后就是柜单，利润对于公司来说也是比较客观，但是由于不是工厂，既要回避工厂，又要回避客户，所以有时拼柜都要在深圳公司本地进行，十分麻烦。价格又无法和工厂竞争，可以说是在夹缝生存，由此我们的客户群就已经无法是老中国或者专业买家。俱我统计，我在网上找到的这些客户，80%连提单，FOB是什么都不知道的。但是对于总结性的话题来说，我当时做我这个保加利亚客户的时候并不了解这一切，甚至造成了一时的BALANCE风险。无论如何，我先从认识到磋商开始讲起吧。
当时是来自TRADE BIG的一封询盘：很简短，但是看得出不是套价客户。
Pls send us your sales and delivery terms as well as catalogues and price lists.
B.Regards
We would you like to know other information
当时，我没有报价，只是把详细的CATALOGUE发了过去，并且询问了一下对方公司的情况（SORRY I HAVE LOST THE MAIL）提出了一些问题例如最小定量，是否能一次买柜。目标市场是哪里，能否接受付款方式。并且把网站给他，要他把感兴趣的ITEM NO告诉我。当时客户就给我发了封：
DEAR Mr LAU,
REFERENCE IS MADE TO YOUR KIND MAIL DTD 16.08.05 WITH ATTACHED PRICE LIST AND SALES TERMS ABOUT YOUR ITEMS.
WE ARE A TRADING COMPANY, WHOLESALER AND RETAILER OF VARIOUS BATHROOM FURNITURE FOR THE PAST YEARS NOW.
WE ARE DEALING WITH WHOLESALERS, HARDWARE AND FURNITURE CHAINS AS WELL AS RETAIL SHOPS. WE HAVE OUR OWN DISTRIBUTION NETWORK FOR OUR OFFERED BATHROOM FURNITURE AND ALONGSIDE WITH THAT TWO RETAIL STUDIOS FOR MODERN FURNISHING.
FOR OUR ENLARGING OF OFFERED ITEMS WE HAVE DIRECTED OUR INTEREST TOWARDS MODERN FURNITURE OF TRENDY AND MODERN DESIGN ON REASONABLE AND COMPETITIVE PRICES. FOR THIS PURPOSE WE ARE LOOKING FOR MANUFACTURERS WHO CAN SUPPLY US WITH SMALL QTY’S AND BIGGER VARIETY OF FURNITURE ON A REGUALR BASIS.
OUR TWO PORTS OF DISPATCH ARE NINGBO AND GUANGZHOU. WE ARE ALSO LOOKING FOR READY MADE FURNITURE WHICH CAN BE SHIPPED ASAP.
AFTER WE CHECKED YOUR WEB PAGE HOWEVER WE WILL NEED FULLER INFORMATION ON OFFERED ITEMS BY YOU SUCH AS COLOUR CATALOGUES AND SMALL SAMPLES OF FABRIC.
WE WOULD ALSO LIKE TO COMMENT ON YOUR MIN. QTY– ONE 20“FCL. WE DEAL WITH OTHER CHINESE SUPPLIERS BY COMBINING LOADS IN 20 AND 40“ CONTAINERS. HOWEVER, AS YOUR FURNITURE IS VERY VERSATILE AND YOU HAVE MANY MODELS IT WILL NOT BE POSSIBLE FOR US FOR FIRST TRIAL ORDERS TO IMPORT FULL 20”. IN OUR LONG-TERM PRACTICE WE PREFER TO BUY SMALLER QTY’S MORE FREQUENTLY TO KEEP UP WITH TREND CHANGES. ALSO IN FURNITURE LINE WE WILL JUST BE BEGINNING TO OFFER NEW FURNITURE AND WILL REQUIRE AT LEAST ONE FULL YEAR UNTIL WE CAN BE SURE WHICH MODELS ARE SUITABLE ON LOCAL MARKET. ALL THE MORE WE HAVE TO TRY OUT YOUR ITEMS FIRST ON LOCAL MARKET AND SEE DEMAND, QUALITY AND COMPETITIVE PRICE. RE: PAYMENT TERMS– YOUR OFFERED PMT TERMS ARE THE SAME AS OUR PMT TERMS 30% T/T AND 70% BALANCE PMT UPON ORIGINAL B/L SO IT IS OK. AWAITNG YOUR FAVOURABLE NEWS AND COMMENTS I REMAIN WITH REGARDS然后根据我的那封感兴趣的ITEM NO回复 Dear Joe, After I checked your detailed web page we express initial interest for following models. We will need their FOB Guangzhou prices for our perusal and their packing dimensions: YD-SB0007 SOFA YD-SB0015 SOFA YD-SB011 SOFA YD-6101 MODERN CHAIR YD-9458 MODERN CHAIR HZ-9455 MODERN CHAIR YD-9411 MODERN CHAIR YD-9451 MODERN CHAIR YD-6067 YD-6114 YD-9456 YD-9457 YD-6032 YD-6036 YD-FS1010 SOFA YD-FS0003 YD-FS1001 YD-RP0014 IN WHITE COLOUR YD-RP0016 YD-RP0013 YD-CF004 YD-CF009 YD-CF002 DAY BED PLS FURNISH US WITH YOUR PRICES AND INFORM WHETHER YOU HAVE INQUIRED MODELS IN STOCK FOR US TO COOSE SAMPLES FROM. AWAITING YOUR NEWS ASAP I REMAIN WITH REGERDS当时在这个过程中我犯了几个错误，但是也不能说绝对的错误，因为我们是外贸公司，所以对于垫款方面我们必须先把钱垫给工厂发货，进仓，开船后才能拿到提单，而现在接受了见提单付款而不是发货前付款，等于是占用了资金并存在一定风险。所以在这个时候其实没有和客户磋商付款方式应该选有更有利一点的方式，比如样品单前T/T 100%。或者是50%OR 70% BEFORE DELIVERY。第二个很大的错误是没有把客户写的这些ITEM NO仔细核实一下是哪些厂做的，客户买的少，一款一两个，但是后来才发现这些货24件竟然有七家厂做。而且大部分厂选择样品T/T全款，造成了又一阵被动，垫出去的款实际上超过占用资金是要算利息的，这样也没有想到，自己贸易公司的财力是不可以和工厂去拼的。
继续讲，当时我贴了一些主推产品的照片。客户还是十分满意的，而且我根据她有兴趣的一些产品发过去四份报价单（如果早知道是七个厂时我才不会发这么多呢）结果客户就准备开始在报价单里挑产品并回复我：
Dear Joe,
I am just finishing my trial order but will be ready by tomorrow as you sent me a lot of quotations and I have to carefully look into them!
Will be in touch ASAP.
Thanks + B.Regards,
p.s. new photos were well received!
当时她将四份报价单里的挑出了很多款而没有还价，估计这也是老买家的做法，因为做散货样品是很麻烦的，所以价格也没有还。
由于客户做的散货，还有其他的工厂一起做拼货，所以这一次她就直接做出了订单给我，用我的图片和表格COPY出了一个模版，但是看的出他很急，单做的十分的粗糙。但是信里却指定了出货港和货代，并说明在估算运费。而当时我又以自己的垃圾EXCEL技能做了一个漂亮的版本，连同形式发票一起给了她，并且在信里要求确认收到（E-MAIL有的收条功能）几天后，她便没了消息.
Dear Joe,
Pls find enclosed my trial order and fill in the missing prices and check the CBM so I do not make mistake。
Pls inform me of sales terms and delivery time.
Also check with local transport company of fare to transport goods to port of discharge Chiwan, Guangzhou.
I am currently checking with my transport agent which will be port of discharge and will inform you.
Thanks Best Regards,
我的简单回复如下：
Dear Ekaterina,
Well noted with many thanks
I will await your further news.
Many thanks
Joe Lau
然后到了2天后没有消息，我便写了封催款信，当时写的很简单。
Dear Ekaterina
How is the progress of your order?
if you can pay the deposit now we can now arrange the production that can save time.
Many thanks and kind regards
Respectfully
其实现在看来催款信的同时我应该告知我们买材料需要一段时间，这样的话说提前买材料，只要见你付款凭证这样的话写出来，也是可以让客户提前付款的。主要是信函描述需要一定的空间联想，只要符合实际，一般客户是可以接受的。
而当天客户就把付款完成了，并且告知了货代地址，而我就用MSN加了货代的MSN，并给货代电话电询了一下船的截关期，因为客户是一个整柜几个供应商一起拼。所以很可能交货期会基于所有供应商的完成期后一个截关期进仓，并一起开船，当时因为没有注意到这一点没有和客户交流到交货期，所以后面产生了一个很大的麻烦。
Dear Joe,
Pls find attached copy of pmt document as per your proforma invoice.
Also pls inform when goods will be ready and also note our local transport agent
Johnny Chan / Marketing
XXXSOUTH CHINA
TEL: 86-0755- / DIRECT LINE: 86-0755-
MOBILE: 86- / FAX:
MSN： XXX·@hotmail.com
We need goods to be in terms FOB Chiwan so pls inform how you will go about transporting goods to port of discharge.
Best regards,
而2天后我们就收到了订金，这和我那个比利时的单完全不一样，不过也扣掉了31美金作为T/T手续费，呵呵。
客户的订金到了，这才是完成了第一步。下面的和工厂的结合才是真正的复杂，今天先写到这里，我的客户上线了。
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