一个新西兰客人跟我谈一个样品单已经10来天了。7月2号他来信说，有另外的供应商给他报USD30，而我报的是USD35。同样的东西，价差竟如此之大。
实际情况是，这种产品只有两家工厂生产，所有的供应商基本都是贸易商，而两个工厂的出厂价我都了如指掌,即USD29.5。也就是说，如果不是工厂直接报给这个客人的话，那个跟我竞争的供应商只能赚USD0.5/pc。这样显然是为了拉到订单而一味的降低报价，一个价格战稍然而至。如何解围成了我要考虑的***的问题。
从我们来往的信件中，我了解到，他对我的英文以及我们之前的沟通很满意。还有一点，因为是样品单，他很在意付款方式，因为如果用银行汇款的话，银行手续费约为USD20，相对于一个小小的样品单，这个手续费是相当高的。我之前就建议他用网上付款ikobo。他也很喜欢这种付款方式，因为这种方式快捷，而且手续费低廉。就是利用了这两个突破点，***后我把这个客人拉到自己的手上来了。具体作法是：
一、我首先跟他说，USD30是可以的，但要达到一定的数量，即MOQ为500pcs，这样至少不输于对手的报价；
二、我跟他说生意除了价格，还有很多因素，比如质量、交货期、售后服务...我相信我们的沟通足以证明我公司的服务是到位的。另外，如果XX国XX国的客人的反馈能作为一种参考，您（客人）对此会有更深的了解；
三、作为样品单，我们的价格还是USD35不变。但作为让步，我们付样品单的运费（运费约USD25）。我想，因为他的样品单一共16个，等于每个样品变相降价约USD1.5。
四、样品单使用IKOBO付款，这样就免去了USD20的手续费，为他省了钱。他何乐而不为?
***后，他同意了。今天下午，他来信说，我已经把货款付到您的ikobo帐上，我于17：20查明，货款已入帐。交易成功..... ^0^
以下是我们来往的信件的部分内容摘录：
2004-07-07 14:14:33 By sender: Bill Gosnell
Hi Kevin,
We certainly would require good quality watches, also we would be more
confident using a supplier with your superior English language skills.
Could you give me an example of your prices for small quantities? We are
keen on using Ikobo.
Best regards
Bill Gosnell
6/7/04 9:05 PM, By sender ISSO Group:
> Dear Bill,>
> Thank you for your positive reply.
> OK, Bill, we do want to establish long-term business relationship with your
> company. And we also understand your concerns and sincerity. Based on this, we would like to conclude this order as per terms below:>
> A) The sample order will be 16*128MB.
> B) Sample charge: USD35/pc;
> C) Payment: By Ikobo
> D) Shipment: One day after notice of payment from ikobo, ship by express.
> E) Freight cost: By seller(us)>
> Therefore, your total cost for 16pcs of 128MB memory watch is USD560.>
> As requested, our prices for small order are (128MB).
...
>
> Hope you can accept this price structure, and accept our sincerity.
> Look forward to your positive reply again.
2004-07-08 08:31:41 by sender Bill Gosnell:
Dear Kevin,
We like your plan and would like to go ahead with 16pcs to start with, thank
you for considering our position.
We just have a few questions:
A) Just want to make sure we are talking about the same watch (please see
jpg file enclosed) could you confirm this style please.
B) Are you registered with IKOBO? If not would you mind as it is safer for
both parties (it is free I believe). Could I get your IKOBO account no.?
C) The price provided for 16pcs includes freight cost, does the pricing for
mass order include freight cost also? (for future reference).
Best regards
Bill Gosnell Dear Kevin,
Are the watches packaged in the round tins as pictured on your website?
Regards
Bill Gosnell 2004-07-08 12:23:13 by sender Bill Gosnell:
Hi Kevin,
I Have just transferred the funds of USD560.
My postal details are:
.......
New Zealand.
Please also put my phone number on the package: ......
Thank you for your help and best regards
Bill Gosnell
--
?????
Make it possible!!!
------------------
...
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发帖时间 - 2004/8/31 8:11:16