回复帖子
标题: (原创)价格为王--新手如何跟客人谈价格(书已经上市)
  本主题被作者加入到个人文集中  
lzzxyx
高级会员
Rank: 4



UID 514422
积分 5353
帖子 422
福步币 50 块
阅读权限 60
注册 2008-8-26
状态 离线

查学
我知道EXCELL可以转成PDF ?但是版面和内容会被弄得破烂不戡 根本和原来的不一样

顶部
[提醒] 【办理检测 认证 测试 报告电话:4008-258-120,QQ384997244】CE认证,ETL认证,LED检测,电子电器检测,FDA认证
anniya1986
中级会员
Rank: 3Rank: 3



UID 1134019
积分 4169
帖子 182
福步币 50 块
阅读权限 40
注册 2009-9-16
状态 离线

中天亚东
遇到狡猾的客户

楼主,我现在手上有这么一个客人
第一次联系他就和我说要换供应商,而且为了方便我们,他把他供应商的价格直接发给了我,说是只要我们接受这个价格,马上下单。
我社会经验浅,看了报价单没发现什么问题,我们经理看后,马上就说这个客户太狡猾了。
因为报价单有多达200款需要我们报价,价格忽高忽低,算平均值的话刚刚好是正常价格。
经理说怕就怕我们答应了价格,他就只下低价格的单。
请教楼主,这种情况我该怎么办?
我的想法是,把我们正常的价格另放一列,装作不知道他的诡计,告诉他他高价格的产品我们可以给更低的价,但是某些款式我们需要加点价。
您看行吗?期待回复~~~~高亮高亮~~~~~~~~

顶部
[提醒] 易港通会计行:开立香港各大银行账户;认证银行审核文件;做帐审计;办理SCR备案 0755-83137303 QQ:278121122
yfenhaha (Jessica)
中级会员
Rank: 3Rank: 3
JessieY


UID 872444
积分 4767
帖子 54
阅读权限 40
注册 2008-11-22
状态 离线

伊朗收汇


QUOTE:
原帖由 lzzxyx 于 2010-5-14 10:23 发表
我知道EXCELL可以转成PDF ?但是版面和内容会被弄得破烂不戡 根本和原来的不一样

转换之前你先排版好,可以打印预览一下,要是没问题的话,用转换工具转成PDF的格式应该是和你打印预览的时候看到的一样。呵呵,不知道我这样说清楚不

顶部
[提醒] 易港通会计行:开立香港各大银行账户;认证银行审核文件;做帐审计;办理SCR备案 0755-83137303 QQ:278121122
dannylee007 (Danny Lee)
中级会员
Rank: 3Rank: 3
当迎难而上.


UID 272041
积分 1091
帖子 81
阅读权限 40
注册 2007-7-22
状态 离线

青岛美联能源
向楼主姥爷致敬。

楼主姥爷太有才了,真希望可以得到你的真传。你准备几时办自己的事业呀,,,,,5555想给你去打工怕挤破了头还看不到排队的产头呀。。。。。

顶部
[提醒] 大型集团企业,昆仑银行A类账户,可预结汇,伊朗货款代收 QQ:3319576628 T:18668285522
shiny598 (苹果MM)
高级会员
Rank: 4
外贸出道


UID 1303668
积分 5332
帖子 144
福步币 68 块
阅读权限 60
注册 2010-3-24
状态 离线
外贸出道MM求助LZ师傅

师傅好,

我现在有一个很头疼的问题:

这个意大利客人我是4月初开始跟的。

之前是我们另一个业务牛人(现在已离职)跟的客人,应该是广交会联系的客人。

我通过他的邮箱,再次联系上了他。

可是经过一个多月的邮件交流,我真的不知如何跟他再进行下去。

第一:他否认我们的产品,好像对我们的HED灯很了解(可能是这个离职的业务牛人说了一些不利于我们公司的话)

第二:他一直钻空子,我们的灯没有经过CE认证,他却一定要求CE认证

第三:他一个劲的要求我们做他的样品,但让他寄样,他却说样品很贵;我说我们可以考虑买你的样品,帮你具体分析你所需的灯具产品,以长远合作,可是他就是不寄样。

第四:一个劲的吹嘘他的公司有多好,他的产品比我们先进多少,说我们的技术不如他们。

第五:我在网上了解了一个这个客人的询盘信息,了解到他不是专业的灯具采购商,采购的东西非常杂。

LZ师傅请赐教,谢谢了。
下面是我这一个月来和客人的具体交流内容,如果同行们对这客人有兴趣,我也可以分享这客人,对于这客人我是不知如何应付了。

4.1号意大利客人来信内容:
Some parts of this email could to be extremely high tech for your engineers
they must have high knowledge oe we lost only time.

INTO THOSE MONTHS WE HAVE WON TENDS, I CONTACTED YOU MANY TIMES; BUT I NEVER RECEIVED REPLY
YOU LOST 500 MILLIONS OF EUROS IN ORDERS, I OFFER SECOND CHANCE, YOU HAVE TO SUPPLY ME AT VERY LOW PRICES
AND THE OEM LAMPS I NEED, at the end of this email tere's list of lamps i need

We are into extreme competitive market, Philips, Osram and Ge have created special patented sockets installed into their fixtures
and the fixtures can't to be modified (i hope you know ce laws) the result is that they want stop al competitors because i can't sell lamps for work into those fixtures, for jump the patents in particulary for PGZ, the others are not possible, because its are too particular, i need
special universal sockets (the details are in this email)

We sell hed xenon for home and office, for road is mainly used cmh, but if you have 120 lumens at very low price we can use it also
for road lighting, i suggest you to use pulse start technology and use ceramic hed xenon burners

Ceramic hed xenon is going to start, we have some suppliers that at october will have hed xenon ceramic lamps
We have suppliers with ballasts that can work with many lamps used for chandeliers


I not see fixtures, some time ago i received video only for your office fixture
I need informations on voltage you apply for immediate warm restart for each power

The lamp with 4 arcs can work directly into hps with hps ballast

All road lights must have PULSE START technology and life must to be 24 thousand hours with 30% of defects
and 12 k hours with 5% of defects, and 16 k hours with 10 % of defects, those are the standards.

In second we ask one socket universal that can work with PGZ socket (patented from Philips)
it is 12 mm like G12, but the 2 pins have at base 2 foots like MR16, they stop all companies
because they install fixtures with this kind of socket, we need to jump this patented PGZ socket

It is only problem of price, market ask small prices


I NEED HED XENON LAMPS FOR MEDICAL USE WITH 0% INFRARED AND 0% UV, for uv is used quartz shape, for ir the shape is coated with oxid by sputtering machine and for have 0% is used mercury free lamps (with hed xenon normal there's always 4%-8% of uv and infrared) , are you able to produce its ? NOT EXIST FOR THE MOMENT THOSE LAMPS.

R7S 112 mm with 2 arcs

R7S 78 mm with 2 arcs

R7S 40mm extremely short 2 arcs

Automatic push out lamps applied at G12 socket with spot shape  (press and the lamp is expulsed from the fixture)

E27 immediate warm restart could have spark problems after some thousand hours, have you solved this problem ?

G12  immediate warm restart could have spark problems after some thousand hours, have you solved this problem ?

顶部
[提醒] 【办理检测 认证 测试 报告电话:4008-258-120,QQ384997244】CE认证,ETL认证,LED检测,电子电器检测,FDA认证
shiny598 (苹果MM)
高级会员
Rank: 4
外贸出道


UID 1303668
积分 5332
帖子 144
福步币 68 块
阅读权限 60
注册 2010-3-24
状态 离线
4.3号我的回信内容:
Dear Antonio Gabriele,

Thanks for you inquiry.

I had answered your questions in your email, which marked in blue, please check.


Some parts of this email could to be extremely high tech for your engineers
they must have high knowledge oe we lost only time.
Reply:  
Our engineers are top experts in the field of light, well-known industry, known worldwide, we can meet the technical requirements of all of you to answer all your technical problems you may encounter.
INTO THOSE MONTHS WE HAVE WON TENDS, I CONTACTED YOU MANY TIMES; BUT I NEVER RECEIVED REPLY
YOU LOST 500 MILLIONS OF EUROS IN ORDERS, I OFFER SECOND CHANCE, YOU HAVE TO SUPPLY ME AT VERY LOW PRICES
AND THE OEM LAMPS I NEED, at the end of this email tere's list of lamps i need
Reply: We are the first to introduce the concept of HED energy-saving bulbs, and have the ability to supply the market In China, we have contracted a document and built supply relationship with NVC(it is a biggest commercial lighting supplier in China), large quantities of products have been added into the commercial lighting field, I believe we will have a very good basis for cooperation, but also believe that the future we will have good cooperation prospects. Our clients we now contacted are from Southeast Asia, Americas, and Europe, they are not only interested in the products, but also feel confident in the market, hoping to set up long-term exclusive relationship with EBT, to protect product market, monopoly HED market, and get long-term profits. We can not give you "VERY LOW" price, but we will give you good quality and reasonable price, so you will have a good cost-effective products and very good market profits.

We are into extreme competitive market, Philips, Osram and Ge have created special patented sockets installed into their fixtures
and the fixtures can't to be modified (i hope you know ce laws) the result is that they want stop al competitors because i can't sell lamps for work into those fixtures, for jump the patents in particulary for PGZ, the others are not possible, because its are too particular, i need
special universal sockets (the details are in this email)

We sell hed xenon for home and office, for road is mainly used cmh, but if you have 120 lumens at very low price we can use it also
Reply:  Our HED product is focused in the small and medium-power field, available in commercial lighting, garden lighting, factory lighting, office lighting and road lighting. Our plugs are in common use, likeG12 (commercial and office lighting), E27/E26 ( factory lighting), E40/39 (street lighting). PGZ of PHILIPS, its purpose is that stop others to copy with it, but let it get limited market in the same time, so it only be used in new road lamps, and can’t be used in replacement in traditional HPS road lamp, it will reduce its scope of market. On the contrary, our design can be used both in old road and new road, and the market will be more broader. Actually, most road lighting is HPS at present, however, the situation in China is: More and more cities start using HED, HED can be made 2860K color temperature, RA> 60, the same with COSMOPOLIS of PHILIPS, light efficiency is high and life expectancy is long, but the price is much lower. About the 120 lumens light, we can’t understand what it is? Do you mean the 120W lamp?
for road lighting, i suggest you to use pulse start technology and use ceramic hed xenon burners
Reply: For the street, we can provide normal start mode and warm start mode, warm start can be used in any occasion, immediately start the bulb, without cooling process, it is a good idea, can serve as a selling point, but it needs high start-up voltage, so it does not match with the ordinary lamp, you must use a special model lamp of EBT. About the ceramic HED light, we feel that Chinese enterprises has not core technology yet, and the bulb shell, solder, equipment, technology is not mature, its performance can not reach the mainstream introduction of the performance, but the HED technology of EBT, its material, process, equipment is very mature, although the quartz has a defect of loss with sodium deficiency, reasonable design, made the loss of speed meet the requirements of life. This theory, including the VENTURE of United States, the EYE of Japan and other light sources companies are all agree with us.

Ceramic hed xenon is going to start, we have some suppliers that at october will have hed xenon ceramic lamps
We have suppliers with ballasts that can work with many lamps used for chandeliers
Reply:  The key question is: Ceramic lamps do not have real life, according to our survey, except PHILIPS, OSRAM and GE, other companies’ceramic lamp, its life can’t reach 6,000 hours, and the decline of light is very serious.


I not see fixtures, some time ago i received video only for your office fixture
Reply: We can also provide lighting and supporting the electronic ballast, specially designed to our HED characteristics, and the effects can be very good, also the model of the lamp is simple and fine.
I need informations on voltage you apply for immediate warm restart for each power
Reply: If it is warm start, start voltage is 23KV, the power is rated lamp power.



The lamp with 4 arcs can work directly into hps with hps ballast
All road lights must have PULSE START technology and life must to be 24 thousand hours with 30% of defects
and 12 k hours with 5% of defects, and 16 k hours with 10 % of defects, those are the standards.
Reply:  Using our 2 arc technology, can reach your standards

In second we ask one socket universal that can work with PGZ socket (patented from Philips)
it is 12 mm like G12, but the 2 pins have at base 2 foots like MR16, they stop all companies
because they install fixtures with this kind of socket, we need to jump this patented PGZ socket
Reply:   We know this socket, but we can’t produce, because is is PHILIPS’s patent, we have similar socket, and it doesn’t involve patents, if you have more detailed requirements, we can provide solutions.


It is only problem of price, market ask small prices
Reply:   Of course, the market needs a low price, but needs more cost-effective products required, and a good solution for products, it is the EBT's strengths.
.


I NEED HED XENON LAMPS FOR MEDICAL USE WITH 0% INFRARED AND 0% UV, for uv is used quartz shape, for ir the shape is coated with oxid by sputtering machine and for have 0% is used mercury free lamps (with hed xenon normal there's always 4%-8% of uv and infrared) , are you able to produce its ? NOT EXIST FOR THE MOMENT THOSE LAMPS.
Reply:  We have filters UV light bulb, but not 0%, and can meet the medical requirements, the 0% light bulb isn’t existed, 0% infrared isn’t existed too. Usually, coating process can be reduced 98.5%, can not be 100% . We have these products.
R7S 112 mm with 2 arcs

R7S 78 mm with 2 arcs

R7S 40mm extremely short 2 arcs

Automatic push out lamps applied at G12 socket with spot shape  (press and the lamp is expulsed from the fixture)

E27 immediate warm restart could have spark problems after some thousand hours, have you solved this problem ?
Reply: Yes, we have solved

G12  immediate warm restart could have spark problems after some thousand hours, have you solved this problem ?
Reply:  We have special G12 lamp holder, will not have this problem

顶部
[提醒] 易港通会计行:开立香港各大银行账户;认证银行审核文件;做帐审计;办理SCR备案 0755-83137303 QQ:278121122
shiny598 (苹果MM)
高级会员
Rank: 4
外贸出道


UID 1303668
积分 5332
帖子 144
福步币 68 块
阅读权限 60
注册 2010-3-24
状态 离线
4.13意大利客人来信内容:
Exist on the market a new cmh lamp
called "ceramic metal halide K" it has 120 lumens per watt and 24 k hours of life
and it has immediate start and immediate warm restart
like hed xenon lamps

Wha you tell me around this new thing?

WE ARE VERY ADVANCED MANY MORE THAN YOUR COMPANY
WE NEED OEM, I NOT LIKE SEND MANY EMAILS, YOU HAVE TO TAKE SOMEONE OF MY OEM ORDERS
OR BYE BYE

NOT ONLY HED XENON CAN START AND RESTART IMMEDIATELY, I TOLD YOU, EXIST CMH K (NOT NORMAL CMH)
AND YOU NOT HAVE IT

We make hundred millions because we have many models, we need many models with ballasts for hed xenon and cmh K
adjusted for for home lighting and we need pulse start cmh lamps and ballasts (pulse start has 24 k hours)

We ask oem

We need ballast circular 150 w flat with hole at center and openable into 2 parts (it is used for candeliers and pendant lamps.
its must to be installed down the ceiling frame of candeliers, it must to be openable because it must pass the standard harm of the candelier,
the harm is used for connect the chandelier at the ceiling, the harm is one simple rebar of 10 mm in diameter connected at the chain of the candelier, the ballast must to be applied at the center, not rectangular and not on one side of the ceiling frame because it must to be at center in manner to reduce the diameter of ceiling frame)



we need R7S 112mm 2 arcs ceramic, we have 2 arcs hed xenon
we need r7S short 78mm and supershort 40mm with 2 arcs hed xenon
and 2 arcs ceramic
we need 4 arcs E40 ceramic, we have 4 arcs hed xenon
we need G4 format with one arc cmh and second model with one arc hed xenon, we have g8,5
4.15我的回信内容:
Dear Antonio Gabriele,

Firstly, I want to tell you:
We are a professinal manufactory supplier to produce electronic ballasts and HID&HED lamps.I understand the 150w ballast you mentioned, we have produced similar ballasts( please check the attached picture), if you have large quantity, we can make sample for you.

Secondly,
About CMH K, we do not produce, but we believe that our HED close to Philips, Osram and Ge parameters, the start voltage of our HED is 2000V, the HED work together with our proprietary electronic ballast, can also quick start, hot Start.

Thirdly,
In China market, exist some local CMH, in fact, its quality is not very good, may also include what you said CMH K, because the CMH technologies and processes are cornered by Philips, Osram and Ge, further more, the arc tube sealing process of local CMH is not resolved, so its life is not long. Our HED improve on the mature technology of quartz halogen lights, so the lamp you need in your last email, I suggest to use our existing HED lamp, including RX7S, E40.

Forthly,
HED lamp is our patent, we only produce HED lamps, don’t produce CMH, and the technical parameters of our HED was close to the CMH lamp of Philips, Osram and Ge. Of course, our price is certainly cheaper than their CMH lamps.
We have contacted each other for some time, some of your technical questions we have answered, all your basic requirements our HED lamp can basically meet.
About the price of HED lamps, please indicate which model you need, what’s the quantity, then I can offer to you.

顶部
[提醒] 易港通会计行:开立香港各大银行账户;认证银行审核文件;做帐审计;办理SCR备案 0755-83137303 QQ:278121122
西风微月
版主
Rank: 7Rank: 7Rank: 7
机加工外贸群:6653539


2012年度版主园丁奖   2013年度版主园丁奖  
UID 1070363
精华 7
积分 112755
帖子 23184
福步币 3095 块
阅读权限 150
注册 2009-7-12
来自 湖南╬广州
状态 离线
转换PDF格式的、直接下个金山WPS2000办公软件就可

所有文档都可以直接输出为PDF格式、不用再转换


[ 本帖最后由 西风微月 于 2010-5-14 10:47 编辑 ]

顶部
[提醒] 大型集团企业,昆仑银行A类账户,可预结汇,伊朗货款代收 QQ:3319576628 T:18668285522
shiny598 (苹果MM)
高级会员
Rank: 4
外贸出道


UID 1303668
积分 5332
帖子 144
福步币 68 块
阅读权限 60
注册 2010-3-24
状态 离线
4.15我的回信内容:
Dear Sir,

Your questions i had answered in your email, which is marked in blue.


1.dear sir we have 30 suppliers for hed xenon lamps, you can find its on Internet and wherever
Reply: Some information about HED xenon lamp were released by our domestic distributor our customers, such as: Anhui, Shandong province.  HED lamps is only produced by CEBT, and we own the HED patents.
2.i sent you all photoes incluse lamp with 4 arcs and R7S with 2 arcs (you have received its)
Reply: I can tell you solemnly, the picture you sent to me before(check the picture attached), can not to be used in lamps, because there’s no lamp can cope with such bulb, such as: focus problems, light curve problems.
Our bulb data, some open in the public and some closed, your picture about bulb, the shape is similar with our HED lamp, but the technical parameters do not meet our HED lamp, so it can not be the HED xenon lamp.
3.for immediate restart we use 45 kvolt on 150w aRd 5 k volt on 35w
Reply: The start voltage of our lamps(35w and 150w) are the same: 2000V
4.it is impossible 2 k volt for immediate warm restart
Reply: Yes, the 2000V start voltage i said is cold start, if hot start, the start voltage is more than 20000V, and must use the Start of our CEBT.
5.Send me ce documentation where i see the start voltage at warm restart
Reply: Sorry, this is our patents and i can't provide to you.
4.16客人来信内容:
make attention, i speack of IMMEDIATE RESTART VOLTAGE
not of cool start voltage

Our hed xenon at cool start need only 2 k volt but like all lamps at warm restart need high voltage
We have hed xenon retsrat for 35 w is 5 k volt like your lamps (as you told me in old emails)
the problem is on big powers, we confirm that we have hed xenon and not simply hid xenon
because hid xenon for restart at 35w of power need 25 k volt, and our 35w lamps need only 5 kvolt i speack of warm restart

Tell me which are your voltages at warm restart for each power and on which hed xenon lamps and hed xenon fixtures you have ce approval.

It isn't true that only you have hed xenon, i send you tons of photoes
and i told you, i have more than 30 suppliers, i suggest to stop to tell that only you have hed xenon
Hed xenon is available from many many many companies, and we interest only the price, if you want orders from my company you have to speack of prices and i hope you have cheap prices

顶部
[提醒] 大型集团企业,昆仑银行A类账户,可预结汇,伊朗货款代收 QQ:3319576628 T:18668285522
shiny598 (苹果MM)
高级会员
Rank: 4
外贸出道


UID 1303668
积分 5332
帖子 144
福步币 68 块
阅读权限 60
注册 2010-3-24
状态 离线
4.16客人来信内容:
make attention, i speack of IMMEDIATE RESTART VOLTAGE
not of cool start voltage

Our hed xenon at cool start need only 2 k volt but like all lamps at warm restart need high voltage
We have hed xenon retsrat for 35 w is 5 k volt like your lamps (as you told me in old emails)
the problem is on big powers, we confirm that we have hed xenon and not simply hid xenon
because hid xenon for restart at 35w of power need 25 k volt, and our 35w lamps need only 5 kvolt i speack of warm restart

Tell me which are your voltages at warm restart for each power and on which hed xenon lamps and hed xenon fixtures you have ce approval.

It isn't true that only you have hed xenon, i send you tons of photoes
and i told you, i have more than 30 suppliers, i suggest to stop to tell that only you have hed xenon
Hed xenon is available from many many many companies, and we interest only the price, if you want orders from my company you have to speack of prices and i hope you have cheap prices
4.16我的回信内容:
Dear Sir,
Your question i had answered in your email, which was marked in blue.

make attention, i speack of IMMEDIATE RESTART VOLTAGE
not of cool start voltage

Our hed xenon at cool start need only 2 k volt but like all lamps at warm restart need high voltage
We have hed xenon retsrat for 35 w is 5 k volt like your lamps (as you told me in old emails)
the problem is on big powers, we confirm that we have hed xenon and not simply hid xenon
because hid xenon for restart at 35w of power need 25 k volt, and our 35w lamps need only 5 kvolt i speack of warm restart
Reply: The warm restart voltage of our 35W HED xenon lamp is more than 20K

Tell me which are your voltages at warm restart for each power and on which hed xenon lamps and hed xenon fixtures you have ce approval.
Reply: The warm restart voltage of our HED lamp from 35W-150W are the same: >20K
           About the CE approval for our HED lamps, please check the certificates attached.

It isn't true that only you have hed xenon, i send you tons of photoes
Reply: I only received one picture which i sent to you yesterday, it's true that we are the only one can name our lamps: HED xenon Lamp.

and i told you, i have more than 30 suppliers, i suggest to stop to tell that only you have hed xenon
Reply: Would you like to tell me one of your suppliers about hed xenon lamps you mentioned?
Hed xenon is available from many many many companies, and we interest only the price, if you want orders from my company you have to speack of prices and i hope you have cheap prices
Reply: Which model of HED xenon lamps you need? I had told to you, if you tell me the demands and which place to be used, and we will introduce which model of our HED xenon lamps to you, and of course I can give you the best price, but you still not tell me.You can check the excel list about our HED xenon products.
The email you sent to me:
"we need R7S 112mm 2 arcs ceramic, we have 2 arcs hed xenon
we need r7S short 78mm and supershort 40mm with 2 arcs hed xenon and 2 arcs ceramic
we need 4 arcs E40 ceramic, we have 4 arcs hed xenon
we need G4 format with one arc cmh and second model with one arc hed xenon, we have g8,5"
I'm sorry, we don't have, maybe you can tell your 30 suppliers to invent these lamps for you.

顶部
[提醒] 易港通会计行:开立香港各大银行账户;认证银行审核文件;做帐审计;办理SCR备案 0755-83137303 QQ:278121122
furniture-tom
高级会员
Rank: 4
Mail order-7A


UID 471349
积分 8894
帖子 795
福步币 50 块
阅读权限 60
注册 2008-7-7
来自 shanghai
状态 离线
借用LZ地盘,一起和福友交流



QUOTE:
原帖由 teresa0826 于 2010-5-14 09:49 发表
LZ这个买衣服的经历开头不是很赞同啊,一般你要是看中一件衣服,上来就问店主多少钱的,通常都是得到这种答案:你先试下,合适了再谈价格嘛。这种情况下要怎么回?如果是这样的话,前面两个回合就不存在了  这 ...

LZ借用买衣服的案例只是为了说明讨价还价的心理攻势,当然不可能一成不变,对于不同的Buyer,讨价还价的策略也不同。买衣服属于现场交易,和我们的国际贸易还是有点差别。无论你是先看样品质量(试衣服)还是要求先报价,客户的心理就是看看能不能从降价中得到好处。

其实大部分的客户第一眼看到价格,总是先去比较,然后拿一个最低价去比较你的价格,用最低的那个价格压你的价格。当然他们不会和那个最低价以及那个最高价合作的,道理很简单,去除两头。这个时候看到客人讨价还价不要慌张,你要非常清楚你的产品优势,和那些低价比较,你的优势是什么,不能简单的说我们产品质量如何如何好之类,最好用数据和资料说话。举个家具的例子,同样是不锈钢,但是202和304的价格差别就很大。这个时候你举例说同样是不锈钢,我们使用的是304,因此价格要高,客户肯定理解。

我非常同意LZ讲的降价,要有选择的降,而不是一次性的几个点几个点这样子降价。如果是后者,我肯定认为他们价格还是有很多水分,还是通过压价获得好处。比如10个产品,你可以选择性的从里面降几个,然后告诉客户,我们在结构上稍微做了一点改动之类(事实上你改动不改动客户一点都不清楚,无非是一个说辞而已)。如果客人还是觉得高,那么你就要考虑第二套方案了,替换材质,降低品质,有诚意的客户会认真比较,然后接着和你谈的。到了最后,如果价格差别和客户的要求还是很大,那么不妨放弃,即使你做这个单子,你也将无利可图。

当然你和客户讨价还价是有一个前提的,一是,你要充分的了解你的产品还有你的成本;二是,你要了解市场均价(这里面有很多方法,自己揣摩吧,呵呵);三是,你要有稳定的心理素质,千万别先急,如果你急躁的心态被客户发现,那么你就会让客户钻空子。第三点和LZ买衣服的案例一样,一个着急卖出去的厂家,会让人生疑,不让你降价才怪。

个人见解,不妥之处,恳请指点 !

顶部
[提醒] 易港通会计行:开立香港各大银行账户;认证银行审核文件;做帐审计;办理SCR备案 0755-83137303 QQ:278121122
shiny598 (苹果MM)
高级会员
Rank: 4
外贸出道


UID 1303668
积分 5332
帖子 144
福步币 68 块
阅读权限 60
注册 2010-3-24
状态 离线
4.17客人来信内容:
In the last email you told that 4 arcs have problems, we solved the problem by use of special reflector with fresnel tecnology
that we patented, that you and others company haven't.

I knpw what's HED xenon, it is xenon lamp up 100 lumens of efficiency
all our lamps are up 100 lumens and up 120 and the lamps supplied from my suppliers have A + + energetic grade and many our fixtures are
up A++ grade, Into your documents i not see energetic classification

I see your lamps haven't certification "for use into opened fixtures" because its aren't shelled by quartz shell outside and all around the arc,
if not shelled its need to add expansive quartz shape or cloused fixtures,
we make hundred millions on home and office fixtures and its are all opened, and into this business for the moment you not have lamps
Your fixtures need shape and shape eat 20% of energy flux, our fixtures are all opened and with the same lamp that have the same lumens of your amps we make more light than your fixtures

I can't tell names of my suppliers, but i sent you all photoes incluse 2 arc R7S and 4 arcs E27-E40, i can have all formats i want,
it is only problem of price, as i told you we are into mass market for replace the fluorescent fixtures for indoor and outdoor
use for office and home, hotrls, condominiums, hospita and all areas where is necessary immediate warm restart.

You tell to have the same voltage for all powers, i have experience that at the same voltage
the powers up 35w have slow warm restart, you not sent
For immediate warm restart we tell down 0,5 seconds and we have kits for warm restart at 0,1 seconds

We ask hed xenon G4 format because we have marketing information that tell that he most sold as halogen fixtures is the format G4 because peoples ask very compact dimensions, for G4 i mean the same diameter and socket of G4 and hight of G4, i ask the arc made in manner it can enter into G4 halogen bulb

For display you that we are more advanced than your company, we apply at our arcs the new FOCUS EYE tecnology
this tecnology is patented and need licence, with this tecnology the arc is worked in manner to have one lens and one reflector embedded in the burner

The lamp with this arc is "light pollution free" as ask kioto laws on light pollution, its  not need reflector and not need shape or lens and the light go firectly down

We made 600 millions on lamps for car use with focus eye tecnology and we are making the same millions on other lamps

Attached photo with drawings that tell you "what's focus eye" tecnology

It started for car use and we applied for first for general office and home lighting

We have also ballasts that can work in serial with 3 lamps

I not understand how can you speack to me to be the best, you are one chinese company like all other companies, not think to be better of nobody, with me you have to speack of very cheap prices on oem lamps

In second as you know the fixtures that work at high voltage start must have special insulation (triple insulation) and i not see this chop "the triple insulation standard ISO chop" on your fixtures

顶部
[提醒] 【办理检测 认证 测试 报告电话:4008-258-120,QQ384997244】CE认证,ETL认证,LED检测,电子电器检测,FDA认证
shiny598 (苹果MM)
高级会员
Rank: 4
外贸出道


UID 1303668
积分 5332
帖子 144
福步币 68 块
阅读权限 60
注册 2010-3-24
状态 离线
4.19客人来信内容:
I'm waiting your reply
Are you able to produce down my licence and exclusevily for me lamps with focus eye technology ?

focus eye eliminate reflector and shape and increase efficiency of 30%
because shape and reflector eat 30% of light flux

I told you the formats i need
The new era fixtures are started, micro fixtures of some cm and extremely flat
because its not have reflector and not have shape

FOCUS EYE IS THE REVOLUTION, IT IS THE BEST TECHNOLOGY APPLIED TO HED XENON AND HID XENON LAMPS
FOR ALL APPLIANCES, NOT ONLY FOR CAR.

FOCUS EYE IS THE ARC WORKED IN MANNER TO NOT NEED REFLECTOR AND NOT NEED SHAPE, it can to be applied to all things

If the lamp not need reflector and shape, the fixture can to be made as you want.
We have simple fixtures made from simple plastic compact disc with socket G4 applied on it
or simple brass ceiling frame of chandelier where we apply directy one g4 or r7s focus eye lamp
With focus eye you an take one simple stone and apply on it the socket and put one focus eye lamp
because as i told you the lamp not need reflector and not need shape, if you not need reflector and shape
you not need complicate fixtures, you not need fixture, but simple forms where we can insert one G4 mini lamp
with focus eye technology

You not need design or other things, because focus eye not need nothing, it is like one
led, the led can to be applied wherever, i told you all things and i sent you details
of focus eye.

You have fixtures very big 20 cm with G12 lamp
because it must have reflector and shape and expansive

OUR BUSINESS IS BASED ON REPLACE FLUORESCENT FIXTURES
in the wrold there are billions of pieces of fluorescent fixtures

We want simple piece of glass carved where insert one G4 lamp
simple, our business is based on simple items for mass of peoples

We like the recycled design like "simple water pipes"
simple faucet, simple exhaust hoses, simple parts worked in manner to
work with focus eye, focus eye not need reflector and not need shape
it can work wherever, incluse assembled on one simple compact disc
and fixed to ceiling

顶部
[提醒] 易港通会计行:开立香港各大银行账户;认证银行审核文件;做帐审计;办理SCR备案 0755-83137303 QQ:278121122
shiny598 (苹果MM)
高级会员
Rank: 4
外贸出道


UID 1303668
积分 5332
帖子 144
福步币 68 块
阅读权限 60
注册 2010-3-24
状态 离线
4.19我的回信内容:
Dear Sir,

Thanks for your email.

We are a professional manufactory supplier of  HED bulb and ballas, about” the triple insulation (triple insulation)standard ISO chop” which you mentioned, I want to tell you that there are many fixture factoies had cooperated with us, and we can meet your requirements.


About the” FOCUS EYE technology” you mentioned, we are very interested in it, but we think all bulbs have their advantages and disadvantages, such as: Incandescent Lamps, its light efficiency is very low, but its color index is the best in all lighting source.
I hope you can send us your sample:
1.opened fixtures;
2.Focus Eye technology lamps;
3.G4;
4.About the ballast which you need, we certainly can be your OEM, if convenient, please also send the ballast sample to us.

As we have the professional equipment and expert team to evaluate the possibility of production. We also hope to produce for you, After all, doing this can greatly improve the market competitiveness for our HED products.

顶部
[提醒] 【办理检测 认证 测试 报告电话:4008-258-120,QQ384997244】CE认证,ETL认证,LED检测,电子电器检测,FDA认证
西风微月
版主
Rank: 7Rank: 7Rank: 7
机加工外贸群:6653539


2012年度版主园丁奖   2013年度版主园丁奖  
UID 1070363
精华 7
积分 112755
帖子 23184
福步币 3095 块
阅读权限 150
注册 2009-7-12
来自 湖南╬广州
状态 离线
shiny598  

我看你还是直接加楼主或者把这个发他邮箱里、然后等他有空闲给你答复吧

这样把所有邮件全部贴出来、既影响观看又耽误时间

顶部
[提醒] 大型集团企业,昆仑银行A类账户,可预结汇,伊朗货款代收 QQ:3319576628 T:18668285522
 



当前时区 GMT+8, 现在时间是 2018-8-22 03:19
沪ICP备05002584号

Powered by D1scuz!  © 2001-2020 FOBShanghai.com
Processed in 0.025396 second(s), 5 queries , Gzip enabled ,242

清除 Cookies - 联系我们 - 福步外贸网 - Archiver - 手机WAP版 - 手机客户端 RSS 订阅全部论坛 ..