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    本杰明

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    图片:4.jpg

    看我如何拿下IBM英国公司订单-全程解析

    前言:
    我很荣幸被咱们照明行业群推选出来参加2012年度最强正能量活动。为了不辜负大家的信任和支持,我特别开帖以IBM订单为案列完整解析我的接单过程。希望在2012即将收尾之际能给大家带去一些启发和持续的正能量!

    下面咱们就言归正传:
    2012年8月9日,我一大早打开邮箱收到一封来自阿里巴巴的询盘。
    邮件标题:New LED Product needs manufacturing
    邮件内容:
    Hi good morning
    We are an LED Specialist based in <st1:country-region w:st="on">England, we have developed an LED product that we need manufacturing, our first order (subject to sample) is 2000 units.
    Please contact me so I can email details over of the product

    询盘下方客人联系信息一栏资料非常完整,公司名称、联系人、联系电话、传真、网址、邮箱都有。(这里就不列出了,你懂的)
    不知道大家在收到一封新询盘的时候是如何处理的。我的观点是:尽可能从询盘中挖掘出表面以及潜在信息。下面是我的分析:客人说他也是专业从事LED方面的。他们有开发一款LED产品需要找人帮忙生产,如果样品OK的话首次订单在2000套。叫我联系他,他会给到我关于产品的详细资料。

    客人联系资料中有公司网址,我点击进去进一步了解客人情况。不看不知道,一看吓一跳。整个网站,除了简单的公司描述和联系信息,连一个LED相关产品都没有。与其说是网站不如说是一个网页,看上去非常不专业。我心里对自己说:不是说专业从事LED的吗?是小公司还是忽悠我的?

    既然他说自己是从事LED行业的,网址中也含lighting关键词,也还算靠谱儿。反正现在也没事儿,咱先回个信息看看情况。
    Dear Mr. **
    Glad to get your inquiry.
    TSD is professional LED lighting manufacturer and SGS Audited Supplier since 2004. Our products are mainly exported to Europe & North America with competitive price and high quality. The OEM and ODM are welcome.
    Please send the detailed information of your LED product to me. We will check it and reply to you ASAP.
    Looking forward to hearing from you! Thank you very much!
    Best Regards!


    2012年8月10日英国客人回了邮件,同时还有4个附件。他说目前这个工程只需要用到3000K色温的LED,但要我按他所列出的不同数量报暖白和冷白色温的价格。
    Benjamin good morning
    Please find attached our product data sheet along with drawing files for the 3 boards which make up this brand new product range
    Let me know if you can manufacture this product, hopefully you have all the relevant information if not let me know
    My current projects are using colour 3000k LEDs but need to offer this product in Warm White and Cool White LEDs
    Please price on the following
    Qty
    100 pieces
    250 pieces
    500 pieces
    1000 pieces
    2000 pieces
    A sample can be sent direct to you
    Hope to hear from you soon
    2000 pieces are required by this October

    图片:A.jpg



    我和工程师研究了下附件资料,产品描述文件中有3款不同尺寸大小的LED硬灯板以及3个灯板的PDF电路图。产品图片太小看不到LED灯珠型号规格,电路图也不支持专业PCB软件浏览。我回信到,
    Dear Paul,
    Thanks for your faster reply.
    I checked your attached files. It is no problem for us to produce this product. Before I quote the price to you, pls check my question as bellows.
    1. About the circuit diagrams, could you send me .ddb or .dwg format? Then we can check them by CAD or Protel 99 SE software.
    2. Could you send some clear pictures of this product to me? We need to check the specification of LEDs.
     
    Thank you very much!
     
    Best Regards!


    2012年8月11日收到客人的回信。原来设计这款产品的英国公司已经倒闭了(看来欧债危机确实严重),而他目前又对此产品有需求。这就是他为什么想在中国找工厂生产的原因。客人又发了几张产品图片过来,对LED参数提出了具体要求。他说只要我的报价OK,他就准备寄样给我去copy并做样给他确认质量和工艺。
    Hi Benjamin
    The company here in the UK that created the drawing file has gone bankrupt, the receivers will not let anything go, this is the reason why I am looking to get these manufactured in China and because of the large order I am about to be awarded.
    I attached some photo’s let me know if these are ok
    I need all three Panels manufactured unless your engineers can design all three into one?
    250 x 250 (breakable to 150x250 and 100x250)
    50 x 250
    50 x 50
    The LED required is PLCC2 or 4 rated at 20ma, my first project is using colour 3000k LEDs
    If your price is ok I will send over a sample for your engineers to look at / copy, I will require a sample back that shows your quality and workmanship
    Hopefully we can do business together

    我正要找工程核算成本报价,工程突然找到我说:从图片看产品上有安装恒流IC,如果是完全Copy很难找到同款型号的。让我问下客人是否可以告知IC具体型号以便我们寻找?我也认为这是一个重要问题,于是给客人回信(2012年8月12日)
    Dear Paul,
    Thanks for your faster reply.
    Our engineer wants to know the model number of IC, could you help me? Then we can quote the price to you ASAP.
    Thank you very much!

    2012813客人回复了。可是他对IC这块也不清楚并再次提出一旦我的报价被确认就会寄3个灯板的样品给我。
    Benjamin
    I do not know what CC IC means?
    please tell me and I will do what I can to get the information remember this is my idea but was designed and manufactured by a company that has gone bankrupt and I am unable to get any information from that company
    Once a price is confirmed I will send the 3 panels over as samples

    我跟工程商讨了一下,我们先从客户产品的使用功能和参数去考虑,咱们自己选用另外一款恒流IC去配置并给客人一个初步报价。这样,一旦他觉得合适就可以寄样给我们参考。很快,我整理了报价单给客人(2012814)。
    Dear Paul,
    Sorry to reply to you delayed.
    Our engineer chooses another type of IC instead of yours. We can promise the same function you will get.
    Please check the attached quotation. Any question or needs, pls feel free to contact with me.
    Have a nice day.


    2012816客人回信了,他说正在安排给我寄样。还说不忙的时候想到中国来跟我面对面商谈未来合作事宜。(哈哈,这样看来我的初步报价客人是接受了。)
    Benjamin good morning
    Thank you for your quick reply
    I am sending you over a sample of each of the boards for your engineers to look at and copy
    I will require a sample of each back so I can approve the quality and workmanship prior to placing an order.
    When I am less busy I would like to come over and meet with you and your team face to face for future business opportunities
    Thank you for your quick assistance and help

    客人要求我收到样品后提供我们做的新样品给他确认产品质量和工艺。这是新品,做样需要先开模。前期有一笔开模费的问题,我得给客人说明下。同时,我得向他索要运单号码方便跟踪,也可以确认客人是否真的寄样出来了没忽悠我。于是,我回信(2012816
    Dear Paul,
    Good Morning!
    Ok, pls give me the tracking number after you sent the samples to me. I will also inform you once i received them.
    It is ok to provide the samples to you for checking. But firstly, we need to design and produce the PCB. The Mould fee of PCB is about 160USD. If no problem, I will make and send the PI of sample order to you later.
    Thank you very much!
    2012年8月16日,客人收到邮件就回复并承诺支付开模费。这说明客人很有合作诚意了。他同时还提到对我们的LED灯带产品有合作兴趣-这个信息很重要,一个新的合作点来了。(插一句:LED tape这个词语我也是后面才知道客人指的是LED软灯带,而我们一般都是用LED Strip Light。这就告诉我们针对英国市场,LED软灯带可以用LED Tape作为推广关键词。
    Benjamin
    I can understand the mould fee, whatever is the easiest way for you will be ok for me
    I look forward to doing a lot of business with you in the future with this product and your LED tape
    Again thank you for your help
    客人紧接着又来了一封邮件,提出他的客人要求灯板使用5400K色温灯珠,问我是否可以满足?
    Hi Benjamin
    Our Architect client has asked for colour 5400 LEDs on this board, is this something that your team can do?
    Also you stated Warm White and Cool White LEDs, at what Kelvin Temperature would these be at?
    I Look forward to your reply

    这对我们当然不是问题,就客人关心的其他问题一起回复了。
    Dear Paul,
    It is no problem to produce using 5000-5500K LED.
    Usually, our warm white is 2800-3200K and cold white is 6000-7000K
    Thank you very much!


    2012818,客人回信问最快什么时候可以提供4PCS 250*250mm的灯板样品。他需要拿实物样品给他客人确认并让他客人最终下单。
    Benjamin
    How fast can you get 4 x 250mm x 250mm boards over to me using 5400 LEDs
    I need to get this mock up approved so I can get the big order to you?

    ---------------------------------------------------------------------
    客人紧接着又来了一封邮件,
    Hi Benjamin
    Sorry I forget the communication between us.
    I need 4 x 250x250mm boards with Colour 5400K LEDs for approval by client (Your quotation Q100814331)
    I also need 5 x TD-12ARBNSMD5050W132  (2rows circuit,132pcs 5050SMD LED/100cm)  for approval in colour 4000K LEDs
    Can you send me an invoice complete with carriage /  delivery to my office please with your bank details so I can transfer the money
    I need these as fast as you can
    Thanks for all your help, I’m glad I found you

    客人确定打样规格和数量了,让我做样品PI给他汇款。这里特别增加了前面提到的LED Tape样品。这就由最开始的光灯板1个订单变成2个产品订单了。(窃喜下,嘿嘿)做好样品PI,我赶紧发了出去。
    Hi Paul
    Good day.

    Pls check the attached PI for sample. Please send your scaned recipt of T/T by Email to us for our files.(这句话实际就是问客人要汇款水单的,但说的很含蓄)

    Thank you very much

    接下来就是等待了,可连续好几天都没有客人的回信。(这里我要特别说下:平时很多群里或论坛里的朋友经常就这个问题向我咨询。 PI做了客人就没消息了该怎么做呢?就这个客人我分析了下,从前面跟他沟通来看,他不是最终客户。 他应该只是一个中间商或者工程承包商。他应该是跟他客人沟通去了。
    事实果然如我所料,2012824我收到了Paul的一封紧急邮件。他说已经就手上这个大case与他客人开会商讨了。现在情况变化了,需要确认的样品规格增加到3款,每款数量有了调整。他提出在我早上10点左右给我电话商谈这个急事儿,同时可以立刻支付这些样品费。
    Benjamin hi mateHi mate, 大家知道这个用法吗? 这是英联邦国家在两人关系很亲近后用的称呼。这说明客人已经逐步认可我了,后面我也用这个回复他了,拉近了距离。
    I need your urgent urgent help!!!!
    I had a meeting with the Architect client today re my big project
    I need
    22 x 250x250 boards,
    20 x 250x50 boards
    10 x 50x50 boards as fast as possible for a mock up on the project site.
    Please help me!!!
    I will start contacting you at 10:00am (Your time) so we can talk about this
    I can transfer money immiediately
    Hope you can help me Talk tomorrow

    Best regards

    客人第二天早上10点果然电话我了,电话中他告诉我这些样品非常急,要在一周左右给他客人确认。实际上,从电路设计到开板一般最少都要5-7天。他提出可以支付额外的加急费用。我按样品要求重新做了PI给客人。
    Benjamin
    I understand the time but this is very very urgent, I do not mind paying extra to speed things up if this helps
    This project is very important to us
    Thank you again
    2012825,我收到了客人的回信说样品费及开模费已经支付了。
    Benjamin
    Payment has been made already
    I will get a fax confirmation from my bank today as I have paid for a priority payment
    My ref number on your payment is PI 100825352
    Thank you for all your help, hopefully the boards will arrive as soon as possible
    Have a good day
    因为是新产品,还有很多参数只能我们自己去评估预测,我们为了最大限度配合客人,缩短打样时间。我们工程师花了很多心思,830号终于3块灯板电路图设计出来了。我们单独支付给电路板厂家加急费用(这个实际没有向客人收取),让电路板厂加紧生产。 201291,我告诉客人电路板快出来了,让他知道最新进度。Paul回信中还跟我开起玩笑,给我甜头。
    Hi Benjamin
    That is good news, as I said the quicker I get the boards the quicker I give you the large order.
    201295Paul来信给我带来了惊喜:他已经从他客人那里拿到订单,并且给到了我不同尺寸规格以及具体数量。他收到客人汇款就准备飞到深圳与我见面。
    Benjamin good morning
    Good news
    I have received my order for this project using these boards, I am waiting for payment from my client so I can pay you.
    We will need 150sq meters , the quantities as below
    Qty 2000 x 250 x 250 boards colour 4500k
    Qty 400 x 250 x 50 boards colour 4500k
    Qty 300 x 50x50x boards colour 4500k
    Timing of the project is very very quick, hope you can help
    When payment is made I will fly over to have face to face meeting with you on this project this week and to talk about others I am involved in which you can help me.
    When are the samples being sent over?
    Best regards
    此时我们原先设计的电路板还没有出来,我们和客人都在等待中。可没想到201297客人来信说要对LED的排列组合做修改。
    Hi Benjamin
    Have a look at the attached drawing, I am no engineer or designer but think this is enough information for your engineers to produce against
    We are only increasing / closing the LEDs by a small amount but by doing this it will provide a lot better light when installed, do you agree?
    If so please send me a PI for
    Qty 2200   240x240mm boards ( split to 120x120)
    Qty 440     240x40mm boards
    Qty 330     40x40mm boards
    All colour 4500 LEDs
    Please take note of the extra IDC connectors on the drawing
    (Boards have increased due to another project I am specified on)
    Perhaps we can talk again tomorrow via MSN?
    All the best
    没办法,我们赶紧根据客人新的要求在原先设计基础上进行了调整。电路板厂家也很配合,5天时间做出了电路板。2012911我将灯板样品通过DHL快递给了客人。我同时也按客人给的信息做了一份大货PI给他。预计交期是108(因为还要等客人收到样品确认,同时还考虑到中间有国庆长假)。可客人回信对交期表示不满意,希望在101号前交付。
    Benjamin hi mate
    My clients are not at all happy with me when I told them of the delays.
    Is there any way you can send part delivery before the 1st Oct ??
    Your help would be much appreciated
    这么短的时间如何完成得了?这一时可把我和老板给难住了。老板要我回信向客人争取更多的时间。可我清楚,这个project对客人而言时间确实是非常紧张的。如果时间对他是宽裕的,客人也不会这样明确提出了。我分析了下:如果客人可以不等样品,现在直接下单的话,国庆前还有可能出货。于是,我回信到:
    Hi Mate,Good morning.
    I would like to support you. But I also need your help. The production time will be very urgent if you give me the order after you checked the samples.
    You know, the sample is on the way. Can you check the sample via the pictures firstly? If you think it is ok, we can start to produce the materials now. What’s your opinion?
     
    Have a good day!
    或许是因为我与客人的前期沟通中体现出的专业度和配合度他比较满意,客人马上回信接受了我的建议。这就是说他还没实物收到我已经可以开始生产批量订单材料了。
    You are a gentleman my friend
    Thanks for your good suggestion. Please send me PI.
    我马上做了批量订单的PI过去,总金额有差不多6W美金。没几天客人的全款就到账户了。


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    本杰明

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    2012年9月27日,工人们连续加班7天后终于出货了。未免客人担心赶紧给客人去了一封邮件。
    Hi Mate,
    All the products are sent to you this afternoon. If everything goes well, you will receive the products on time.
     
    The tracking number will let you know later.(因为我们是27号下午走的DHL代理商,单号要第二天早上才可以拿到)
     
    Cheers!
     
    2012年9月28号一到公司我就将DHL跟踪号码邮件给了客人。本以为一切都将顺利完成,可以好好过国庆节了,可好事总是多磨。9月30日,客人来邮件了,
    Benjamin

    DHL are saying that this has only been booked in with them and that they have not as yet collected the parcels ?

    Is this true?

    客人用我提供的DHL单号查询了,还没有任何运输记录。我赶紧联系我的货代,一查才知道大事不妙。原来深圳机场海关9月29日开始截关查货,而很不幸的是我的这批货正好在被查之列。
     
    我一面要求货代安排他的报关员赶紧去海关联系处理,一面给客人去信说明原由。免得客人担心不说,还以为我根本没发货。事实上,Paul已经这样想了。
    Benjamin

    Apparently customs are waiting on information from you before they release my order!!!

    I cannot believe this mate, I hope this is not the case.

    Please let me know as soon as you can
     
    货代报关员去海关沟通回来后说,我们的产品和报关资料没有问题。倒霉的是,现在正式国庆假期,报关人员全部休假了要到10月8日才可以检查货物。他已经给海关领导说了,一上班就优先检查、放行我的货物。(我对深圳海关彻底无语了。既然1-7号他们负责报关的人员都休假,为何要把我们的货物在9月30日要扣关? 明摆着这样会无端延迟我们1周出货时间吗?)后来我才知道这是海关部门的“传统”,里面有很多猫腻呢,这里就不便细说了。
     
    2012年10月8日终于到了,一大早到公司就给货代报关部门电话,要求他们赶紧去海关处理。可事情并没有那么简单,直到10月12日货物依然被扣海关。客人已经开始发飘了。
    Benjamin hi mate

    You need to keep chasing Co-Loader

    Please find out for me why the goods are still in customs, you said the goods were being released on Monday?

    Please text me with an update
     
    从9月28号出货到10月12日,货物已经在海关停留了差不多半个月了。客人没疯我都要疯了。最后我们通过多方打听才得到了真正原因---原来是我们这些平头百姓不懂人家海关的游戏规则。。。。最后给了几百块烟钱就放货通行了,汗!这就是前面我说的猫腻!
     
    2012年10月15日,Paul顺利收到了货物。因为耽误了他与他们客人原定的交货时间,他们也是安排工人连续加班安装调试。后面Paul单独给了一封邮件给我,让我很欣慰也很自豪。
    Hi Mate,
    Thank you and your team very much.

    I can tell you now, the project is for IBM in UK office. Although our delivery time was delayed because of you. But I saw my client smiled.

    Your products and service completely changed our minds for Made in China. Good job.

    Thanks Mate.
     
     因为我们交期延误导致Paul整个工程交期也延误了,他客人开始非常不满意。但当整个工程安装调整完成后,在点亮的那一刻,Paul说他看到客人高兴的笑了,对整个工程质量和灯光效果非常满意。Paul说,我们的产品和服务完全改变了他们英国人对我们中国制造的传统看法。听到这个我很自豪。
     
    到年底这个时间,该客人已经连续下了10多个不同产品订单,其中包括Jugar-Land Rover公司亮化工程。有的是我们现有产品,有的是需要专门为他开模设计的产品。我后面才了解到,这是一家专门承接高端LED工程改造装修的一家英国公司。和他们公司合作的都是英国顶级的设计公司。
     
    年末了,希望我的这个分享帖能在寒冬给大家带去一些温暖和正能量!祝福大家圣诞快乐,新年快乐。2013年我们继续奋斗!
     

  • 2 楼#

    Flying hawk-翱翔的鹰!

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    细心、用心、高效=成功!

  • 3 楼#

    cn1001602438

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    很厉害啊!支持下,保存了,再好好看看

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    本杰明

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    cn1001442554:细心、用心、高效=成功! (2012-12-24 10:08) 

    是的,通过接这个订单让我从中学习到不好新的知识,得到了提高

  • 5 楼#

    本杰明

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    cn1001602438:很厉害啊!支持下,保存了,再好好看看  (2012-12-24 10:16) 

    呵呵,过程很艰辛,结果很满意

  • 6 楼#

    cn1000972791

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    真好 感谢分享 希望自己多向前辈看齐,好好提高自己的专业素养

  • 7 楼#

    本杰明

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    cn1000972791:真好 感谢分享 希望自己多向前辈看齐,好好提高自己的专业素养 (2012-12-24 10:18) 

    现在竞争激烈,咱们要想在众多回复中脱颖而出,赢得买家的一丝青睐只有先扎实自己的专业知识和技能,才能有的放矢。一起加油

  • 8 楼#

    Jox

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    学习了

  • 9 楼#

    本杰明

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    cn1000574648: 学习了 (2012-12-24 10:22) 

    嗯,有问题大家也可以提出来咱们一起交流讨论

  • 10 楼#

    cn220140438

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    真的不错

  • 11 楼#

    cn1001031945

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  • 12 楼#

    cn1001492147

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    做了半年多了,一直是小单,找不到突破,应该还是稳扎稳打比较靠谱的,但是好纠结啊...知道要稳扎稳打,可是具体要怎么办,还真的不知道呢...本杰明老师~~能提供些建议麽?

  • 13 楼#

    小黄班长

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    支持下

  • 14 楼#

    本杰明

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    cn1001492147: 做了半年多了,一直是小单,找不到突破,应该还是稳扎稳打比较靠谱的,但是好纠结啊...知道要稳扎稳打,可是具体要怎么办,还真的不知道呢...本杰明老师~~能提供些建议麽? (2012-12-24 11:23) 

    现在大环境下,才做半年能出一些小单已经很不错了。没有小单怎么会有大单来呢,这是一个过程。

    如何稳扎稳打?很简单,平时做好每天该做的事情,认真对待和处理客人询盘,不要急躁

  • 15 楼#

    本杰明

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    ali1000144030:支持下 (2012-12-24 13:17) 

    谢谢你的支持

  • 16 楼#

    jingdingled01

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    我只有样品单,实单就没什么。真纠结。想不干了,想找个大点的厂做。有人要我吗。

  • 17 楼#

    cnyxyiguang

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    好厉害哦,支持你哦

  • 18 楼#

    cnyxyiguang

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    cnyxyiguang:
    好厉害哦,支持你哦

    早已投过,希望以后多给大家做分享,对外贸新手真的很有用呢

  • 19 楼#

    忘梓

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    厉害厉害厉害



  • 图片:4.jpg

    看我如何拿下IBM英国公司订单-全程解析

    前言:
    我很荣幸被咱们照明行业群推选出来参加2012年度最强正能量活动。为了不辜负大家的信任和支持,我特别开帖以IBM订单为案列完整解析我的接单过程。希望在2012即将收尾之际能给大家带去一些启发和持续的正能量!

    下面咱们就言归正传:
    2012年8月9日,我一大早打开邮箱收到一封来自阿里巴巴的询盘。
    邮件标题:New LED Product needs manufacturing
    邮件内容:
    Hi good morning
    We are an LED Specialist based in <st1:country-region w:st="on">England, we have developed an LED product that we need manufacturing, our first order (subject to sample) is 2000 units.
    Please contact me so I can email details over of the product

    询盘下方客人联系信息一栏资料非常完整,公司名称、联系人、联系电话、传真、网址、邮箱都有。(这里就不列出了,你懂的)
    不知道大家在收到一封新询盘的时候是如何处理的。我的观点是:尽可能从询盘中挖掘出表面以及潜在信息。下面是我的分析:客人说他也是专业从事LED方面的。他们有开发一款LED产品需要找人帮忙生产,如果样品OK的话首次订单在2000套。叫我联系他,他会给到我关于产品的详细资料。

    客人联系资料中有公司网址,我点击进去进一步了解客人情况。不看不知道,一看吓一跳。整个网站,除了简单的公司描述和联系信息,连一个LED相关产品都没有。与其说是网站不如说是一个网页,看上去非常不专业。我心里对自己说:不是说专业从事LED的吗?是小公司还是忽悠我的?

    既然他说自己是从事LED行业的,网址中也含lighting关键词,也还算靠谱儿。反正现在也没事儿,咱先回个信息看看情况。
    Dear Mr. **
    Glad to get your inquiry.
    TSD is professional LED lighting manufacturer and SGS Audited Supplier since 2004. Our products are mainly exported to Europe & North America with competitive price and high quality. The OEM and ODM are welcome.
    Please send the detailed information of your LED product to me. We will check it and reply to you ASAP.
    Looking forward to hearing from you! Thank you very much!
    Best Regards!


    2012年8月10日英国客人回了邮件,同时还有4个附件。他说目前这个工程只需要用到3000K色温的LED,但要我按他所列出的不同数量报暖白和冷白色温的价格。
    Benjamin good morning
    Please find attached our product data sheet along with drawing files for the 3 boards which make up this brand new product range
    Let me know if you can manufacture this product, hopefully you have all the relevant information if not let me know
    My current projects are using colour 3000k LEDs but need to offer this product in Warm White and Cool White LEDs
    Please price on the following
    Qty
    100 pieces
    250 pieces
    500 pieces
    1000 pieces
    2000 pieces
    A sample can be sent direct to you
    Hope to hear from you soon
    2000 pieces are required by this October

    图片:A.jpg



    我和工程师研究了下附件资料,产品描述文件中有3款不同尺寸大小的LED硬灯板以及3个灯板的PDF电路图。产品图片太小看不到LED灯珠型号规格,电路图也不支持专业PCB软件浏览。我回信到,
    Dear Paul,
    Thanks for your faster reply.
    I checked your attached files. It is no problem for us to produce this product. Before I quote the price to you, pls check my question as bellows.
    1. About the circuit diagrams, could you send me .ddb or .dwg format? Then we can check them by CAD or Protel 99 SE software.
    2. Could you send some clear pictures of this product to me? We need to check the specification of LEDs.
     
    Thank you very much!
     
    Best Regards!


    2012年8月11日收到客人的回信。原来设计这款产品的英国公司已经倒闭了(看来欧债危机确实严重),而他目前又对此产品有需求。这就是他为什么想在中国找工厂生产的原因。客人又发了几张产品图片过来,对LED参数提出了具体要求。他说只要我的报价OK,他就准备寄样给我去copy并做样给他确认质量和工艺。
    Hi Benjamin
    The company here in the UK that created the drawing file has gone bankrupt, the receivers will not let anything go, this is the reason why I am looking to get these manufactured in China and because of the large order I am about to be awarded.
    I attached some photo’s let me know if these are ok
    I need all three Panels manufactured unless your engineers can design all three into one?
    250 x 250 (breakable to 150x250 and 100x250)
    50 x 250
    50 x 50
    The LED required is PLCC2 or 4 rated at 20ma, my first project is using colour 3000k LEDs
    If your price is ok I will send over a sample for your engineers to look at / copy, I will require a sample back that shows your quality and workmanship
    Hopefully we can do business together

    我正要找工程核算成本报价,工程突然找到我说:从图片看产品上有安装恒流IC,如果是完全Copy很难找到同款型号的。让我问下客人是否可以告知IC具体型号以便我们寻找?我也认为这是一个重要问题,于是给客人回信(2012年8月12日)
    Dear Paul,
    Thanks for your faster reply.
    Our engineer wants to know the model number of IC, could you help me? Then we can quote the price to you ASAP.
    Thank you very much!

    2012813客人回复了。可是他对IC这块也不清楚并再次提出一旦我的报价被确认就会寄3个灯板的样品给我。
    Benjamin
    I do not know what CC IC means?
    please tell me and I will do what I can to get the information remember this is my idea but was designed and manufactured by a company that has gone bankrupt and I am unable to get any information from that company
    Once a price is confirmed I will send the 3 panels over as samples

    我跟工程商讨了一下,我们先从客户产品的使用功能和参数去考虑,咱们自己选用另外一款恒流IC去配置并给客人一个初步报价。这样,一旦他觉得合适就可以寄样给我们参考。很快,我整理了报价单给客人(2012814)。
    Dear Paul,
    Sorry to reply to you delayed.
    Our engineer chooses another type of IC instead of yours. We can promise the same function you will get.
    Please check the attached quotation. Any question or needs, pls feel free to contact with me.
    Have a nice day.


    2012816客人回信了,他说正在安排给我寄样。还说不忙的时候想到中国来跟我面对面商谈未来合作事宜。(哈哈,这样看来我的初步报价客人是接受了。)
    Benjamin good morning
    Thank you for your quick reply
    I am sending you over a sample of each of the boards for your engineers to look at and copy
    I will require a sample of each back so I can approve the quality and workmanship prior to placing an order.
    When I am less busy I would like to come over and meet with you and your team face to face for future business opportunities
    Thank you for your quick assistance and help

    客人要求我收到样品后提供我们做的新样品给他确认产品质量和工艺。这是新品,做样需要先开模。前期有一笔开模费的问题,我得给客人说明下。同时,我得向他索要运单号码方便跟踪,也可以确认客人是否真的寄样出来了没忽悠我。于是,我回信(2012816
    Dear Paul,
    Good Morning!
    Ok, pls give me the tracking number after you sent the samples to me. I will also inform you once i received them.
    It is ok to provide the samples to you for checking. But firstly, we need to design and produce the PCB. The Mould fee of PCB is about 160USD. If no problem, I will make and send the PI of sample order to you later.
    Thank you very much!
    2012年8月16日,客人收到邮件就回复并承诺支付开模费。这说明客人很有合作诚意了。他同时还提到对我们的LED灯带产品有合作兴趣-这个信息很重要,一个新的合作点来了。(插一句:LED tape这个词语我也是后面才知道客人指的是LED软灯带,而我们一般都是用LED Strip Light。这就告诉我们针对英国市场,LED软灯带可以用LED Tape作为推广关键词。
    Benjamin
    I can understand the mould fee, whatever is the easiest way for you will be ok for me
    I look forward to doing a lot of business with you in the future with this product and your LED tape
    Again thank you for your help
    客人紧接着又来了一封邮件,提出他的客人要求灯板使用5400K色温灯珠,问我是否可以满足?
    Hi Benjamin
    Our Architect client has asked for colour 5400 LEDs on this board, is this something that your team can do?
    Also you stated Warm White and Cool White LEDs, at what Kelvin Temperature would these be at?
    I Look forward to your reply

    这对我们当然不是问题,就客人关心的其他问题一起回复了。
    Dear Paul,
    It is no problem to produce using 5000-5500K LED.
    Usually, our warm white is 2800-3200K and cold white is 6000-7000K
    Thank you very much!


    2012818,客人回信问最快什么时候可以提供4PCS 250*250mm的灯板样品。他需要拿实物样品给他客人确认并让他客人最终下单。
    Benjamin
    How fast can you get 4 x 250mm x 250mm boards over to me using 5400 LEDs
    I need to get this mock up approved so I can get the big order to you?

    ---------------------------------------------------------------------
    客人紧接着又来了一封邮件,
    Hi Benjamin
    Sorry I forget the communication between us.
    I need 4 x 250x250mm boards with Colour 5400K LEDs for approval by client (Your quotation Q100814331)
    I also need 5 x TD-12ARBNSMD5050W132  (2rows circuit,132pcs 5050SMD LED/100cm)  for approval in colour 4000K LEDs
    Can you send me an invoice complete with carriage /  delivery to my office please with your bank details so I can transfer the money
    I need these as fast as you can
    Thanks for all your help, I’m glad I found you

    客人确定打样规格和数量了,让我做样品PI给他汇款。这里特别增加了前面提到的LED Tape样品。这就由最开始的光灯板1个订单变成2个产品订单了。(窃喜下,嘿嘿)做好样品PI,我赶紧发了出去。
    Hi Paul
    Good day.

    Pls check the attached PI for sample. Please send your scaned recipt of T/T by Email to us for our files.(这句话实际就是问客人要汇款水单的,但说的很含蓄)

    Thank you very much

    接下来就是等待了,可连续好几天都没有客人的回信。(这里我要特别说下:平时很多群里或论坛里的朋友经常就这个问题向我咨询。 PI做了客人就没消息了该怎么做呢?就这个客人我分析了下,从前面跟他沟通来看,他不是最终客户。 他应该只是一个中间商或者工程承包商。他应该是跟他客人沟通去了。
    事实果然如我所料,2012824我收到了Paul的一封紧急邮件。他说已经就手上这个大case与他客人开会商讨了。现在情况变化了,需要确认的样品规格增加到3款,每款数量有了调整。他提出在我早上10点左右给我电话商谈这个急事儿,同时可以立刻支付这些样品费。
    Benjamin hi mateHi mate, 大家知道这个用法吗? 这是英联邦国家在两人关系很亲近后用的称呼。这说明客人已经逐步认可我了,后面我也用这个回复他了,拉近了距离。
    I need your urgent urgent help!!!!
    I had a meeting with the Architect client today re my big project
    I need
    22 x 250x250 boards,
    20 x 250x50 boards
    10 x 50x50 boards as fast as possible for a mock up on the project site.
    Please help me!!!
    I will start contacting you at 10:00am (Your time) so we can talk about this
    I can transfer money immiediately
    Hope you can help me Talk tomorrow

    Best regards

    客人第二天早上10点果然电话我了,电话中他告诉我这些样品非常急,要在一周左右给他客人确认。实际上,从电路设计到开板一般最少都要5-7天。他提出可以支付额外的加急费用。我按样品要求重新做了PI给客人。
    Benjamin
    I understand the time but this is very very urgent, I do not mind paying extra to speed things up if this helps
    This project is very important to us
    Thank you again
    2012825,我收到了客人的回信说样品费及开模费已经支付了。
    Benjamin
    Payment has been made already
    I will get a fax confirmation from my bank today as I have paid for a priority payment
    My ref number on your payment is PI 100825352
    Thank you for all your help, hopefully the boards will arrive as soon as possible
    Have a good day
    因为是新产品,还有很多参数只能我们自己去评估预测,我们为了最大限度配合客人,缩短打样时间。我们工程师花了很多心思,830号终于3块灯板电路图设计出来了。我们单独支付给电路板厂家加急费用(这个实际没有向客人收取),让电路板厂加紧生产。 201291,我告诉客人电路板快出来了,让他知道最新进度。Paul回信中还跟我开起玩笑,给我甜头。
    Hi Benjamin
    That is good news, as I said the quicker I get the boards the quicker I give you the large order.
    201295Paul来信给我带来了惊喜:他已经从他客人那里拿到订单,并且给到了我不同尺寸规格以及具体数量。他收到客人汇款就准备飞到深圳与我见面。
    Benjamin good morning
    Good news
    I have received my order for this project using these boards, I am waiting for payment from my client so I can pay you.
    We will need 150sq meters , the quantities as below
    Qty 2000 x 250 x 250 boards colour 4500k
    Qty 400 x 250 x 50 boards colour 4500k
    Qty 300 x 50x50x boards colour 4500k
    Timing of the project is very very quick, hope you can help
    When payment is made I will fly over to have face to face meeting with you on this project this week and to talk about others I am involved in which you can help me.
    When are the samples being sent over?
    Best regards
    此时我们原先设计的电路板还没有出来,我们和客人都在等待中。可没想到201297客人来信说要对LED的排列组合做修改。
    Hi Benjamin
    Have a look at the attached drawing, I am no engineer or designer but think this is enough information for your engineers to produce against
    We are only increasing / closing the LEDs by a small amount but by doing this it will provide a lot better light when installed, do you agree?
    If so please send me a PI for
    Qty 2200   240x240mm boards ( split to 120x120)
    Qty 440     240x40mm boards
    Qty 330     40x40mm boards
    All colour 4500 LEDs
    Please take note of the extra IDC connectors on the drawing
    (Boards have increased due to another project I am specified on)
    Perhaps we can talk again tomorrow via MSN?
    All the best
    没办法,我们赶紧根据客人新的要求在原先设计基础上进行了调整。电路板厂家也很配合,5天时间做出了电路板。2012911我将灯板样品通过DHL快递给了客人。我同时也按客人给的信息做了一份大货PI给他。预计交期是108(因为还要等客人收到样品确认,同时还考虑到中间有国庆长假)。可客人回信对交期表示不满意,希望在101号前交付。
    Benjamin hi mate
    My clients are not at all happy with me when I told them of the delays.
    Is there any way you can send part delivery before the 1st Oct ??
    Your help would be much appreciated
    这么短的时间如何完成得了?这一时可把我和老板给难住了。老板要我回信向客人争取更多的时间。可我清楚,这个project对客人而言时间确实是非常紧张的。如果时间对他是宽裕的,客人也不会这样明确提出了。我分析了下:如果客人可以不等样品,现在直接下单的话,国庆前还有可能出货。于是,我回信到:
    Hi Mate,Good morning.
    I would like to support you. But I also need your help. The production time will be very urgent if you give me the order after you checked the samples.
    You know, the sample is on the way. Can you check the sample via the pictures firstly? If you think it is ok, we can start to produce the materials now. What’s your opinion?
     
    Have a good day!
    或许是因为我与客人的前期沟通中体现出的专业度和配合度他比较满意,客人马上回信接受了我的建议。这就是说他还没实物收到我已经可以开始生产批量订单材料了。
    You are a gentleman my friend
    Thanks for your good suggestion. Please send me PI.
    我马上做了批量订单的PI过去,总金额有差不多6W美金。没几天客人的全款就到账户了。




  • 2012年9月27日,工人们连续加班7天后终于出货了。未免客人担心赶紧给客人去了一封邮件。
    Hi Mate,
    All the products are sent to you this afternoon. If everything goes well, you will receive the products on time.
     
    The tracking number will let you know later.(因为我们是27号下午走的DHL代理商,单号要第二天早上才可以拿到)
     
    Cheers!
     
    2012年9月28号一到公司我就将DHL跟踪号码邮件给了客人。本以为一切都将顺利完成,可以好好过国庆节了,可好事总是多磨。9月30日,客人来邮件了,
    Benjamin

    DHL are saying that this has only been booked in with them and that they have not as yet collected the parcels ?

    Is this true?

    客人用我提供的DHL单号查询了,还没有任何运输记录。我赶紧联系我的货代,一查才知道大事不妙。原来深圳机场海关9月29日开始截关查货,而很不幸的是我的这批货正好在被查之列。
     
    我一面要求货代安排他的报关员赶紧去海关联系处理,一面给客人去信说明原由。免得客人担心不说,还以为我根本没发货。事实上,Paul已经这样想了。
    Benjamin

    Apparently customs are waiting on information from you before they release my order!!!

    I cannot believe this mate, I hope this is not the case.

    Please let me know as soon as you can
     
    货代报关员去海关沟通回来后说,我们的产品和报关资料没有问题。倒霉的是,现在正式国庆假期,报关人员全部休假了要到10月8日才可以检查货物。他已经给海关领导说了,一上班就优先检查、放行我的货物。(我对深圳海关彻底无语了。既然1-7号他们负责报关的人员都休假,为何要把我们的货物在9月30日要扣关? 明摆着这样会无端延迟我们1周出货时间吗?)后来我才知道这是海关部门的“传统”,里面有很多猫腻呢,这里就不便细说了。
     
    2012年10月8日终于到了,一大早到公司就给货代报关部门电话,要求他们赶紧去海关处理。可事情并没有那么简单,直到10月12日货物依然被扣海关。客人已经开始发飘了。
    Benjamin hi mate

    You need to keep chasing Co-Loader

    Please find out for me why the goods are still in customs, you said the goods were being released on Monday?

    Please text me with an update
     
    从9月28号出货到10月12日,货物已经在海关停留了差不多半个月了。客人没疯我都要疯了。最后我们通过多方打听才得到了真正原因---原来是我们这些平头百姓不懂人家海关的游戏规则。。。。最后给了几百块烟钱就放货通行了,汗!这就是前面我说的猫腻!
     
    2012年10月15日,Paul顺利收到了货物。因为耽误了他与他们客人原定的交货时间,他们也是安排工人连续加班安装调试。后面Paul单独给了一封邮件给我,让我很欣慰也很自豪。
    Hi Mate,
    Thank you and your team very much.

    I can tell you now, the project is for IBM in UK office. Although our delivery time was delayed because of you. But I saw my client smiled.

    Your products and service completely changed our minds for Made in China. Good job.

    Thanks Mate.
     
     因为我们交期延误导致Paul整个工程交期也延误了,他客人开始非常不满意。但当整个工程安装调整完成后,在点亮的那一刻,Paul说他看到客人高兴的笑了,对整个工程质量和灯光效果非常满意。Paul说,我们的产品和服务完全改变了他们英国人对我们中国制造的传统看法。听到这个我很自豪。
     
    到年底这个时间,该客人已经连续下了10多个不同产品订单,其中包括Jugar-Land Rover公司亮化工程。有的是我们现有产品,有的是需要专门为他开模设计的产品。我后面才了解到,这是一家专门承接高端LED工程改造装修的一家英国公司。和他们公司合作的都是英国顶级的设计公司。
     
    年末了,希望我的这个分享帖能在寒冬给大家带去一些温暖和正能量!祝福大家圣诞快乐,新年快乐。2013年我们继续奋斗!
     



  • 细心、用心、高效=成功!



  • 很厉害啊!支持下,保存了,再好好看看



  • cn1001442554:细心、用心、高效=成功! (2012-12-24 10:08) 

    是的,通过接这个订单让我从中学习到不好新的知识,得到了提高



  • cn1001602438:很厉害啊!支持下,保存了,再好好看看  (2012-12-24 10:16) 

    呵呵,过程很艰辛,结果很满意



  • 真好 感谢分享 希望自己多向前辈看齐,好好提高自己的专业素养



  • cn1000972791:真好 感谢分享 希望自己多向前辈看齐,好好提高自己的专业素养 (2012-12-24 10:18) 

    现在竞争激烈,咱们要想在众多回复中脱颖而出,赢得买家的一丝青睐只有先扎实自己的专业知识和技能,才能有的放矢。一起加油



  • 学习了



  • cn1000574648: 学习了 (2012-12-24 10:22) 

    嗯,有问题大家也可以提出来咱们一起交流讨论



  • 真的不错






  • 做了半年多了,一直是小单,找不到突破,应该还是稳扎稳打比较靠谱的,但是好纠结啊...知道要稳扎稳打,可是具体要怎么办,还真的不知道呢...本杰明老师~~能提供些建议麽?



  • 支持下



  • cn1001492147: 做了半年多了,一直是小单,找不到突破,应该还是稳扎稳打比较靠谱的,但是好纠结啊...知道要稳扎稳打,可是具体要怎么办,还真的不知道呢...本杰明老师~~能提供些建议麽? (2012-12-24 11:23) 

    现在大环境下,才做半年能出一些小单已经很不错了。没有小单怎么会有大单来呢,这是一个过程。

    如何稳扎稳打?很简单,平时做好每天该做的事情,认真对待和处理客人询盘,不要急躁



  • ali1000144030:支持下 (2012-12-24 13:17) 

    谢谢你的支持



  • 我只有样品单,实单就没什么。真纠结。想不干了,想找个大点的厂做。有人要我吗。



  • 好厉害哦,支持你哦



  • cnyxyiguang:
    好厉害哦,支持你哦

    早已投过,希望以后多给大家做分享,对外贸新手真的很有用呢



  • 厉害厉害厉害


96 回复

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