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