故事列表

报价中毛利,客户分析,询盘分析注意事项

标签: 外贸报价管理

标准毛利安排

$1000以下  25-70%

$2000-3000 25-50%

$3000-5000 20-40%

$5000以上-10000 20-40%

$10000以上 20-30%


看产品来安排毛利


老产品毛利低一点

USB,手环都是很老的产品了,竞争非常激烈的,毛利不能太高,


专业大客户毛利可能需要低

是否是专业大客户,碰上专业的直接出底价,看下有没机会


看交易条款安排毛利

FOB基本¥15就够了,因为没有额外风险

我们经常出现报价的一些小错误。


客户分析

签名没有完整的需要严格一点

Hi,

I'd like pricing on white lens glasses. Only 10 pcs for now for R&D. Once the design is finalized i will contact you for production quantity.

Thank you,

Noel


假如ASI客人会认为你是从美国发货,而不是中国...

2016-05-02_225033.jpg


模糊的询盘如何处理?

新手最大的问题就是问题比方案多

报价前你一般都要了解一点前提,你的客人是否是专业的客户,还是像下面这位一样,第一次见这款产品的客户?

Hi April,

 

Thank you for your email. We are not sure what size we would like yet. I attached our logo- what size would you recommend? Can you send over a few pricing options?

 

Thank you!

 

你应该直接报一个很有吸引力的组合, 丢问题是吸引不到客人的

发件人:"Jamel Marshall" 
日期:2013-2-19 上午3:41
主题:I would like to start my own line of Sunglasses
收件人:X
抄送:

What do you charge for each pair, and how do I get them made
--
Jamel D. Marshall

Optician @ GLASSES LTD.


不要看重一个产品,而是积极的调查客户的背景

Dear Jamel,

Thanks for your email. 

Do you want just one pair? We are wholesaler and retailer, we do custom sunglasses.Do you need your logo printed? please let me know then i will quote you soon.

you mean samples with your logo printed? we just provide blank sample first. Logo glasses will be done when the order placed. 

Best Regards



得人心比得订单更值得

1首要考虑的就是从中国买是否合算?是否还是本地的比较合算.假如客人本地买比从中国买还便宜的话,你却一直强调你的货品全球最好,最低,不是睁着眼睛说瞎话吗?那客人还会有其他和你合作的可能性吗?

不合算的说法:

Hi Sarah,

Thanks for opportunity. Actually we have smaller minimum to make a custom suit but it is not competitive in your market. The shipping eat it. I give you a price break of a size suit below....

For project 80gsm non woven garment bags, 54" x 22" (137cm x 55cm) KMH0710826-39

$50 setup charge for/within one color one place silkscreen

QTY:10025050010003000
Price:5.24.43.62.21.6
Via:air expressair expressair expressseasea
Lead Days:2222224040


All pricing is NET and includes shipping to 1 location in the United States Of America.




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