我，FRANK，一個兩年多經驗的外貿新手，每天發著開發信，忽然有天覺得：是不是聯系不上的客戶，就應該馬上電話聯系，總之就是要聯系上，問清楚行還是不行(恰恰這點很簡單，但很多新人都做不到)。
馬上發傳真，大體上介紹了下公司及產品問對方的興趣，客戶沒回復，后來打電話，告訴他email，客戶回的第一封郵件摘要：
We checked shipping possibility from your port to our discharging port (Damietta Egypt) we found the following ;-
1. container loading is very expensive and we can not do .
2. we looking for Break Bulk loading for quantity about 3000m3 every single shipment , we checked the shipping companies from our side but they are not interest to load this cargo .
看來難度不小，我們所在的城市港口很小，散裝貨輪一般都看不上。怎么辦？放棄？呵呵，不是我的作風。馬上回信告訴客戶，我能找，你先把量和目標價痛快的說出來。這客戶很乖，又很不乖～～～
for your info, we can confirm immediately from 2500 up to 3000m3 board as follows;-
3.6mm = 200m3 @ $200
…………
this price is FOB + $40 up to $42/m3 freight .
這價格太離譜，差距不是一點兩點，產品的規格還不大一樣，沒關系，生意人嘛，誰還不知道討價還價這點破事兒，我跟你磨.我回復如下：
I will check the price tommorrow with shipping company. and for the FOB price I think it is really difficult for us . but anyway I will try my best to meet your target price. so I will quote you for CFR price tommorrow. Do you know any shipping companies that you are dealing with now? we can contact them.
客戶給了我他現在用的貨代的聯系方式，
the companies which we are dealing with are thoresen , cosco and hyundai ,
but unfortunately they refused to load the cargo from south china for that
we rely on you to find a suitable shipping company .
經過我聯系之后，他們壓根沒興趣，因為量太少，根本不值得停靠一次我們的港口，怎么辦？只能多找，多撒網，靠我的勞動來彌補這個劣勢。
終于找到三家愿意走貨的，但是價格太高，比客戶在連云港的高20美金每立方米。對于幾千立方米的貨物，這是個很大的差距。不管如何先報給客戶再說，經過幾輪討價還價，最終客戶確認了價格：
Re your offer and phone discussion,-
We can confirm the following ;
3.6 No sanding US$260.00 about 200m3
Kindly issue sales contract and send it back.
貌似該慶祝了吧？呵呵，definitely no。
因為還要跟船公司確認運價和運輸方式，包裝方式也要考慮。因為包裝意味著成本。
再向客戶要量，作為價碼跟船公司談，但是客戶說有些規格由于我們做不了所以量最多只能這樣了。
3000m3 one shipment is no problem if you can follow our market standard
thickness which I explained before 11/14/17/21/24mm .
17mm we can get about 800m3 .
11mm about 500m3 .
so we can easily manage 3000m3 .
but if you don't do and we had to follow your thickness it will be according
to our yesterday e-mail .
hopefully you reconsider and revert with positive news to can start new long
business relationship
我的回復，如下：
1)the 9mm sanding board we quoted to you is our best price.and as we are sincecely to run a good business with you .we alaways quoted you our best price to you.also as you know ,our board is with good quality according to some other suppliers in china..even so ..our price is similar as the price of them..so I think our Products is more competitive than others and the board in your current market
2)11mm/17mm/ , the thickness above is difficult for us to produce.and the price is higher as we have quoted to you .if you can accept the price quoted ,,so we can produce for you.
3)anyway.I will check the cost again to see if it is possible for 11/14 to reduce some rate for you.
4)please re-advice the quantity can be ok for 9mm(ifpossible),12mm,14mm,15mm,16mm,18mm,25mm.
客戶對量進行了重新規劃：
Re your below msg,
You have two alternatives,
A) 3.6 No sanding US$260 about 200m3
…………
if we add 250m3 9mm @ $240/m3 the total quantity will be = 2250m3
B) 3.6 No sanding US$260 about 200m3
…………
Total = 3000cbm
Kindly reconsider and cfm your favorite option
鑒于與原來船公司談判破裂，價格上漲，我的回復如下：
1)for 9mm,ok,we drop our profit,USD245.25 per CBM ,we only want to add this item to have the quantity to negotiate with shipping company,and it is very difficult to negotiate with shipping company with the quantity under 2500.and it is nearly impossible to negotiate under 2000CBM ,please confirm this price and do us a favor.
2)as we quoted you the CFR price based on freight price USD55.00.and this is quoted from a shipping company.but now they increased the freight to be USD68.00.a crazy rate.
so we must find another shipping company available on price USD55.00.it is very hard to confirm the freight with shipping company now.and we have been informed that now the freight market is hot due to the chinese exporting and oil shortage.
so we will try our best to reach the freight ,and run our business asap.but if we failed ,please participate the freight with us ..and if the freight out of bearing of both of us.we suggest to defer this order when the freight acceptable.please comprehend this point:the freight is out of our control......
3)about 11/17/21/24mm,,we may add0 these thickness in next order,we are considering produce these sizes for you only ,but we must run once business smoothly to persuade our inverstor.
4)can you inform me the Melamined or veneer or laminated paper MDF you want.we can add them into this quantity to make it up

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