我的第一单(外贸全流程)
深圳的气候不年夜好，可是我的表情却非常隔朗。经由了将近两个月的时候我终于完成了我的第一单。数量不多，只要24样产物，30件货，9个方，可是如何说也是我的第一个订单。我想把我的做单原历程，履历，总结一同分享给巨匠，希看能给初学者点一下明灯，给老营业员作一作参考。
首先，我们是一家有收支口权的外贸公司，专营家具出口，家具货值有年夜有小，体积比较年夜。通俗样品单事后便是柜单，利润关于公司来说也是比较客不雅观，可是因为不是工场，既要逃避工场，又要逃避客户，所以偶尔拼柜都要在深圳公司当地举行，非常费事。价钱又无法和工场竞争，可以说是在夹缝糊口生活，由此我们的客户群就已经无法是老中国大概专业买家。俱我统计，我在网上找到的这些客户，80百分连提单，FOB是什么都不晓得的。可是关于总结性的话题来说，我那时做我这个保加利亚客户的时候并不了解这统统，乃至形成了临时的BALANCE危害。无论若何，我先从认识到商量开始讲起吧。
那时是来自TRADE BIG的一封询盘：很冗长，可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
那时，我没有报价，只是把详细的CATALOGUE发了过往，并且询问了一下对方公司的情况（SORRY I HAVE LOST THE MAIL）提出了一些题目例如最小定量，能否能一次买柜。目标市场是那边，可否接受付款体例。并且把网站给他，要他把感快乐喜爱的ITEM NO通知我。那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 30百分 T/T AND 70百分 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快乐喜爱的ITEM NO答复 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那时在这个历程中我犯了几个错误，可是也不能说尽对的错误，因为我们是外贸公司，所以关于垫款方面我们必需先把钱垫给工场发货，进仓，开船后本领拿到提单，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危害。所以在这个时候实在没有和客户商量付款体例应该选有更有利一点的体例，好比样品单前T/T 100百分。大概是50百分OR 70百分 BEFORE DELIVERY。第二个很年夜的错误是没有把客户写的这些ITEM NO细致核实一下是哪些厂做的，客户买的少，一款一两个，可是厥后才发明这些货24件居然有七家厂做。并且年夜部分厂选择样品T/T全款，形成了又一阵主动，垫出往的款理想上跨越占用资金是要算利钱的，如许也没有想到，自己商业公司的财力是不可以和工场往拼的。
继承讲，那时我贴了一些主推产物的照片。客户照旧非常满意的，并且我根据她有快乐喜爱的一些产物发过往四份报价单（如果早晓得是七个厂时我才不会发这么多呢）功效客户就准备开始在报价单里挑产物并答复我：
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!
那时她将四份报价单里的挑出了良多款而没有讨价，估计这也是老买家的做法，因为做散货样品是很费事的，所以价钱也没有还。
因为客户做的散货，另有其他的工场一同做拼货，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，可是看的出他很急，单做的非常的粗拙。可是信里却指定了出货港和货代，并申明在预算运费。而那时我又以自己的残余EXCEL技能手腕做了一个年夜度的版本，连同形式发票一同给了她，并且在信里要求确认收到（E-MAIL有的收条功用）几天后，她便没了动静.
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,
我的简朴答复如下：
Dear Ekaterina,
Well noted with many thanks
I will await your further news.
Many thanks
Joe Lau
然后到了2天后没有动静，我便写了封催款信，那时写的很简朴。
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
实在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候，如许的话说提早买材料，只需见你付款凭据如许的话写出来，也是可以让客户提早付款的。重如果信函描绘需要一定的空间联想，只需符合理想，通俗客户是可以接受的。
而当天客户就把付款完成了，并且告知了货代地点，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给商一同拼。所以很年夜概交货期会基于全部供给商的完成期后一个截关期进仓，并一同开船，那时因为没有留意到这一点没有和客户交换到交货期，所以背面发作了一个很年夜的费事。
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，这和我谁人比利时的单完全不一样，不外也扣失落了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。下面的和工场的连系才是真正的庞大，本日先写到这里，我的客户上线了。