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标题: 我的第一个美国客户及做业务(帐篷)的一些体会【附全程Skype聊天记录】
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vivaliu
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UID 1382336
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加油

楼主,come on!

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Rainyller
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楼主快点更新啊,,想知道后面的事情,,呵呵~~

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tcfl
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UID 319619
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刚才翻看了下以前的邮件,发现2009年6月16日我给客人发了第一封报价邮件。

Dear xxxx,

It is nice talking with you on Skype. Attached is our quotation of 13 person family tent, please check it in the attachment. Any question please feel free to contact me.

Best Regards

xxxxx

2009-06-16

--------------------------------------------------------------------------------
邮件签名

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tcfl
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UID 319619
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邮件发过去之后,客人一直没有回复。这天,正好看到客人在线,于是就跟他聊了起来。以前遇到过很多次很多次发了报价邮件之后客人不会的,我一般的做法就是放过去了,不再联系。后来看福步上的一篇文章的时候才忽然醒悟过来,要做成一个单子,不是靠一两封邮件就可以搞定的,一定要持续的跟进。如果客人没有回复你,一定要找到原因。即使你被客人枪毙了,也要让他亲口告诉你不跟你做。千万不要轻易的放弃,那样会错过很多很多本该属于你的机会的。


[2009-7-10 9:04:14] 我: Hei, xxxx, Long time no see, how are you?
[2009-7-10 9:04:31] 客户: Hi, good thank you
[2009-7-10 9:05:13] 我: Did you receive my quotation? I sent a email to you after our last chat.
[2009-7-10 9:05:43] 客户: i forget
[2009-7-10 9:05:46] 客户: it was long ago
[2009-7-10 9:06:07] 客户: the tents i am selling now are junk
[2009-7-10 9:06:09] 客户: Hi, I recently purchased a Polaris tent from you and I've had a few issues with it. Mainly, zippers keep breaking. The 1st week I had it up 2 zippers broke. They were to the internal bedrooms so it wasn't that big a deal to me. However, this morning the front door zipper broke so now the tent can't be closed off from the elements. Since the whole front wall can be removed is it possible to simply exchange it for another one? My family and I are currently living in this tent for the summer so I need to address this issue ASAP. Thank you for your attention in this matter, (消费者的抱怨)
[2009-7-10 9:06:17] 客户: lot of complaints
[2009-7-10 9:06:23] 客户: need quality
[2009-7-10 9:07:19] 我: Who made tent for you before?
[2009-7-10 9:07:33] 客户: camping equipment company
[2009-7-10 9:07:40] 客户: they had them made in c hina
[2009-7-10 9:07:55] 我: I sent a quotation to you on June 16.
[2009-7-10 9:08:04] 客户: ok i will look
[2009-7-10 9:08:42] 我: The problem of zipper will not happen in our product. We use #8 SBS zipper.
[2009-7-10 9:08:53] 客户: nice
[2009-7-10 9:08:58] 我: High quality and stronger than common zipper.
[2009-7-10 9:09:00] 客户: what email did you send it too
[2009-7-10 9:09:10] 我: Quotation of 13 person family tent from xxxxx

[2009-7-10 9:10:23] 我: Dear xxxxx,

It is nice talking with you on Skype. Attached is our quotation of 13 person family tent, please check it in the attachment. Any question please feel free to contact me.

Best Regards

xxxx

2009-06-16

--------------------------------------------------------------------------------
邮件签名

[2009-7-10 9:10:31] 我: This is my email.
[2009-7-10 9:11:35] 客户: do you have a tent factory
[2009-7-10 9:11:45] 客户: or are you just a salesperson that sells all products (客人对我的身份表示怀疑了)
[2009-7-10 9:12:30] 我: I am a sales in a tent factory.
[2009-7-10 9:12:35] 我: We are a factory.
[2009-7-10 9:12:52] 我: We only manufacture and sell tent.
[2009-7-10 9:13:03] 客户: 90 dollars? usa
[2009-7-10 9:13:13] 我: yeah.
[2009-7-10 9:13:27] 客户: ok
[2009-7-10 9:13:36] 客户: maybe we can get a sample
[2009-7-10 9:13:48] 客户: no paying double price
[2009-7-10 9:13:51] 客户: for sample
[2009-7-10 9:16:04] 我: okay, same price as my quotation, but you need pay the express chargre.
[2009-7-10 9:16:37] 客户: are you sure there is no pattern on this tent
[2009-7-10 9:17:04] 我: yeah, no pattern.
[2009-7-10 9:17:25] 客户: how do u know camping equipment company does not have a pattern on it
[2009-7-10 9:17:29] 我: Only 2 layers 2 seconds tent in UK has pattern.
[2009-7-10 9:17:41] 客户: http://www.xxxxxxx.com/cec_us/xxxxx-person-tent-p-411.html
[2009-7-10 9:17:56] 我: I will check your link.
[2009-7-10 9:18:19] 客户: i bought t hem off him for $88 dollars
[2009-7-10 9:18:28] 客户: with free shipping
[2009-7-10 9:18:35] 客户: he gave me a good deal
[2009-7-10 9:18:40] 客户: now he went up in price a lot
[2009-7-10 9:18:47] 客户: but his products have problems
[2009-7-10 9:19:45] 我: XXXX, that is why their quality is not so good, because they use less quality material.
[2009-7-10 9:20:04] 客户: they have problems with poles breaking
[2009-7-10 9:20:09] 客户: and cheap zippers
[2009-7-10 9:21:03] 我: yeah, because the price the give you, they can not use high quality material, or they will lose money.
[2009-7-10 9:22:19] 我: You can order a sample from us and check our quality, then you can make a decision.
[2009-7-10 9:22:57] 客户: ok i will look over your other products as well
[2009-7-10 9:23:05] 客户: if you have any large tents send me information
[2009-7-10 9:23:35] 我: Currently we are making 6, 8, 10 person tent for a UK customer.
[2009-7-10 9:23:49] 客户: the larger the better
[2009-7-10 9:24:09] 我: http://xxxx.en.alibaba.com/produ ... on_family_tent.html
[2009-7-10 9:24:25] 我: http://xxxx.en.alibaba.com/produ ... an_family_tent.html
[2009-7-10 9:24:38] 我: http://xxxx.en.alibaba.com/produ ... el_family_tent.html
[2009-7-10 9:25:42] 我: The biggest tent we made is 10 person, but we can also make  bigger tent as your requirement.
[2009-7-10 9:38:20] 客户: are your tents fire retardent and pass all usa textile standards
[2009-7-10 9:47:12] 客户: are your tents fire retardent and pass all usa textile standards
[2009-7-10 9:54:21] 我: yeah.
[2009-7-10 9:54:27] 我: CIPA84.
[2009-7-10 9:55:40] 客户: ok, i like a few other tents you have, i will go over them with my partner and get back to you very soon
[2009-7-10 9:55:50] 客户: i will get a few samples in the near future
[2009-7-10 9:56:14] 客户: and a few more price quotes
[2009-7-10 9:56:18] 客户: on the other tents
[2009-7-10 9:58:07] 我: okay,
[2009-7-10 9:58:22] 我: My email is: xxxxx@xxxxx.com
[2009-7-10 9:58:37] 我: You can send a link to me, and I will make a quote for you.

[ 本帖最后由 tcfl 于 2010-7-12 18:52 编辑 ]

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莫霜
曾经斑竹
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寻找新产品


公寓  
UID 1037811
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,还是好好研究客人的网站,有针对性的发比较好。
看来不光是我一个人这么想的

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guyefei007g (梦里飞花逐月)
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UID 1283647
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恩,不要为了量而狂发,还是质量重要

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[提醒] 【案例】北美商超类客户挖掘
rainbowyang (Rainbow)
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UID 1289368
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帖子 97
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注册 2010-3-15
来自 深圳
状态 离线
顶楼主~~  
  期待更精彩的内容 ! !   

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[提醒] 【案例】北美商超类客户挖掘
tcfl
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UID 319619
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赶在更新之前,分享一些Skype找客户的技巧。

1、如果知道公司的名字,可以用公司名字试一下。
2、如果知道客人的全名,可以用全名试一下,有的时候就一个,就是那个客人,有的时候很多个,看运气。
3、如果知道客人的email,试一下,有的可以搜出来客人的Skype。
4、如果知道客人的电话,也可以试一下,我搜到过,不过能搜到的实在不多。

我知道的就这么四点,如果大家有更好的方法,欢迎补充。

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[提醒] 【案例】北美商超类客户挖掘
tcfl
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UID 319619
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三天过去了,客人还是没有反应,又在Skype上问他了,这次聊得比较简短,就几句话。

[2009-7-13 23:01:14] 我: Hi, xxxxx.
[2009-7-13 23:01:52] 客户: hi
[2009-7-13 23:02:41] 我: Did you check with your parnter what kind of tent samples to make?
[2009-7-13 23:02:53] 客户: no , not yet, been busy
[2009-7-13 23:03:06] 我: I see.
[2009-7-13 23:03:41] 我: Once you confirmed, please feel free to contact me.
[2009-7-13 23:04:47] 客户: will do
[2009-7-13 23:05:02] 我: Thanks.

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icespring85
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UID 1192931
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注册 2009-11-26
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我也和客户在skype,msn上聊过。不过大公司的采购一般不会聊的,小公司和你聊的多一些。

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xspeed
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UID 1187706
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注册 2009-11-19
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棒!

挺好啊,不过没有平台真是很难做的,开发客户这块很重要~~

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reginlei
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UID 1329660
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来自 China
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墨迹

你好墨迹的说 很没劲

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tcfl
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UID 319619
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回复 #26 icespring85 的帖子

你说的没错,一般小客人才会花这么长时间跟你聊,大公司一般不聊的。


[2009-7-25 11:06:13] 我: Hi, xxxxxx
[2009-7-25 11:06:36] 客户: hi
[2009-7-25 11:08:15] 我: How are you?
[2009-7-25 11:08:22] 客户: good thank you
[2009-7-25 11:08:25] 我: Long time no chatting with you.
[2009-7-25 11:09:00] 我: Do you discuss with your parnter and decide to make a sample ?
[2009-7-25 11:09:00] 客户: yes
[2009-7-25 11:09:07] 客户: not  yet
[2009-7-25 11:09:25] 客户: the problem with ordering from you would be, you want to sell large quanity
[2009-7-25 11:09:33] 客户: so we would not be able to get a varity
[2009-7-25 11:09:46] 客户: you would be selling a lot of one kind
[2009-7-25 11:09:51] 客户: and we want to have a vairty
[2009-7-25 11:10:01] 客户: variety (客人遇到的第一个顾虑,起订量和款式的顾虑。)
[2009-7-25 11:10:18] 客户: and the camping season only has one month left here in usa
[2009-7-25 11:10:24] 客户: but we want to get something for next season
[2009-7-25 11:10:28] 我: it is okay. We can do a lot of variety.
[2009-7-25 11:10:29] 客户: we buy early and get ready
[2009-7-25 11:10:35] 我: that is okay.
[2009-7-25 11:10:39] 客户: ok
[2009-7-25 11:10:48] 客户: we have plenty of time
[2009-7-25 11:10:54] 客户: we have a lot of money right now and no stock
[2009-7-25 11:10:58] 客户: we sold out all our tents
[2009-7-25 11:11:12] 我: We do this for a UK customer, 9 style and each style 90pcs.
[2009-7-25 11:11:26] 我: And we ship it month by month.
[2009-7-25 11:11:43] 客户: does he buy large tents
[2009-7-25 11:11:58] 我: large and small, both.
[2009-7-25 11:12:06] 客户: do  you have pictures of the large tents he sells
[2009-7-25 11:12:14] 客户: i would like to see whats hot with other sellers
[2009-7-25 11:12:40] 我: yeah, wait  a mintue. I will show you a link.
[2009-7-25 11:13:44] 我: http://xxxxx.en.alibaba.com/prod ... on_family_tent.html
[2009-7-25 11:14:04] 我: http://xxxxx.en.alibaba.com/prod ... el_family_tent.html
[2009-7-25 11:15:27] 客户: yes a few of them i like
[2009-7-25 11:15:30] 客户: the bigger the better
[2009-7-25 11:16:01] 我: We can do bigger one as you expect.
[2009-7-25 11:16:09] 客户: yes
[2009-7-25 11:16:37] 我: what is the camping season begin next year in USA?
[2009-7-25 11:16:43] 客户: http://www.xxxxxxxx.com/cec_us/n ... ome-tent-p-450.html
[2009-7-25 11:16:53] 我: And when will you prepare for next year?
[2009-7-25 11:17:01] 客户: it starts early people buy at the end of winter
[2009-7-25 11:17:03] 客户: into the spring
[2009-7-25 11:17:15] 客户: we start to prepare now
[2009-7-25 11:17:19] 客户: becasue it takes time
[2009-7-25 11:17:29] 我: yeah.
[2009-7-25 11:17:34] 客户: plus we can sell some for christmas
[2009-7-25 11:17:47] 我: It needs time to production and ship on the sea.
[2009-7-25 11:18:00] 客户: yes
[2009-7-25 11:18:09] 客户: i own shipping stocks
[2009-7-25 11:18:37] 客户: i will find what tent is best selling
[2009-7-25 11:18:47] 客户: make a list and send you the information
[2009-7-25 11:18:55] 客户: see if you can make them
[2009-7-25 11:19:08] 我: okay, many thanks.
[2009-7-25 11:19:22] 我: My email is: xxxxx@xxxxxxxx.com
[2009-7-25 11:19:24] 客户: do you work for xxxxx or are you a sales person that sells all differnet kinds of products (客人遇到的第二个顾虑,问我是工厂还是贸易公司)
[2009-7-25 11:20:18] 我: We are a factory.
[2009-7-25 11:20:29] 我: Not trading company.
[2009-7-25 11:20:38] 我: We manufacture tent.
[2009-7-25 11:20:53] 客户: do you sell any tents to the USA
[2009-7-25 11:21:00] 客户: or would i be your only customer in usa
[2009-7-25 11:21:21] 我: yes, we sell to usa.
[2009-7-25 11:21:58] 客户: ok
[2009-7-25 11:28:38] 我: I will wait for your information, hope we can coopearte in the near future.
[2009-7-25 11:28:49] 客户: sounds good

[ 本帖最后由 tcfl 于 2010-7-14 15:21 编辑 ]

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wenhua361
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UID 1426232
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是贸易公司还是工厂对自己有影响吗?

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tcfl
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UID 319619
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回复 #30 wenhua361 的帖子

有的客人不喜欢贸易公司,喜欢直接和工厂做,不过也有客人如果产品种类多,还是喜欢和贸易公司做,看客人喜好不同。



[2009-7-29 8:24:09] 客户: http://xxxxx.en.alibaba.com/prod ... -50268050/tent.html
[2009-7-29 8:24:39] 客户:
[2009-7-29 8:24:43] 客户: i need those two
[2009-7-29 8:25:09] 我: Hi, xxxx.
[2009-7-29 8:25:16] 客户: hi
[2009-7-29 8:25:21] 我: I will have a check.
[2009-7-29 8:29:34] 我: okay, I will prepare a quotation of the 1st one to you soon.
[2009-7-29 8:29:53] 客户: i would like top quaility materials
[2009-7-29 8:30:03] 客户: my customers are picky
[2009-7-29 8:30:03] 我: yeah, I know.
[2009-7-29 8:31:44] 客户: GO RED SOX
[2009-7-29 8:31:46] 客户: YANKESSS SUCK
[2009-7-29 8:32:00] 客户: sorry
[2009-7-29 8:32:14] 客户: that was supose to be for a yankees fan who is on skype i am talking too
[2009-7-29 8:32:32] 我: that is okay.
[2009-7-29 8:32:54] 客户: DO You work for xxxxx
[2009-7-29 8:32:59] 客户: direct
[2009-7-29 8:33:10] 我: yeah, of course.
[2009-7-29 8:33:12] 客户: or are you a salesperson on alibbiba that sells everything
[2009-7-29 8:33:22] 我: no no no.
[2009-7-29 8:33:32] 我: I am not sells everything.
[2009-7-29 8:33:45] 我: I only sell tents.
[2009-7-29 8:34:03] 我: I work in a tent factory.
[2009-7-29 8:34:05] 客户: ok good
[2009-7-29 8:34:12] 客户: thats what im looking for
[2009-7-29 8:34:23] 客户: why does your message say damn it im fed up
[2009-7-29 8:35:02] 我: ah, sorry, days ago I am fed up with a guy, now it is okay now.
[2009-7-29 8:35:10] 客户: lol
[2009-7-29 8:35:36] 客户: do you speak english or does this system translate it
[2009-7-29 8:35:53] 客户: if i called you could you speak english
[2009-7-29 8:36:10] 我: I speck English, can system translate it so good?
[2009-7-29 8:36:21] 我: yeah, I can speak to you.
[2009-7-29 8:36:40] 客户: how do you know english
[2009-7-29 8:36:43] 客户: you learn it in school
[2009-7-29 8:37:17] 我: My office number: 0086-574-xxxxxx, my mobile: 0086-xxxxxxxxx
[2009-7-29 8:37:27] 我: yeah, I learn it at school.
[2009-7-29 8:38:06] 我: I learn English from middle school to university.
[2009-7-29 8:38:13] 客户: nice
[2009-7-29 8:38:31] 客户: what is minimum order i can do
[2009-7-29 8:38:58] 我: for big tent, we can do as little as 50pcs for one style.
[2009-7-29 8:39:09] 客户: ok good
[2009-7-29 8:39:15] 客户: that way i can build a product base
[2009-7-29 8:39:21] 客户: have varity
[2009-7-29 8:40:17] 我: yeah. We accept several styles with each style with a small quantity.
[2009-7-29 8:40:28] 客户: nice
[2009-7-29 8:40:33] 我:
[2009-7-29 8:41:38] 客户: how many person tent is xxxxxx(tent style)?
[2009-7-29 8:42:24] 客户:
[2009-7-29 8:42:28] 客户: is it same as that one
[2009-7-29 8:43:41] 我: sorry, just now I was on phone.
[2009-7-29 8:44:06] 客户: no problem
[2009-7-29 8:46:46] 我: xxxxx(tent style) is similar style with yours but not the same style, it is small and use less one pole than yours.
[2009-7-29 8:47:05] 客户: ok
[2009-7-29 8:47:12] 客户: ill email you information
[2009-7-29 8:47:15] 客户: what im looking for
[2009-7-29 8:47:22] 客户: putting together a email now
[2009-7-29 8:47:30] 我: ok, my email is: xxxxxx@xxxxxxx.com
[2009-7-29 8:47:45] 客户: then we can get some samples made
[2009-7-29 8:47:49] 客户: and do some business
[2009-7-29 8:47:53] 我: ok.
[2009-7-29 8:47:54] 客户: if prices are good
[2009-7-29 8:47:58] 客户: and quality
[2009-7-29 8:48:01] 我: yeah
[2009-7-29 8:48:21] 客户: lot of tent manufacturers to choose from on alibibia
[2009-7-29 8:48:26] 客户: half of them are scams
[2009-7-29 8:48:28] 我: As we are factory, we can give you very nice price.
[2009-7-29 8:48:38] 客户: you are on my top list
[2009-7-29 8:48:43] 我: And also high quality.
[2009-7-29 8:49:09] 我: Half of them on Alibaba are trading company, not factory, but middle man.
[2009-7-29 8:49:16] 客户: yes
[2009-7-29 8:49:24] 客户: who makes the tents for the big name companys
[2009-7-29 8:49:38] 客户: like coleman, greatland, eddie bauer, ectttt
[2009-7-29 8:50:24] 我: Frankly speaking, I don't know who makes for them.
[2009-7-29 8:51:19] 我: Coleman's supplier are maybe in Tianjin.
[2009-7-29 8:54:10] 客户: ok
[2009-7-29 8:55:46] 客户: do you make any tents with pvc poles
[2009-7-29 8:56:23] 客户: http://www.xxxxxxxx.com/cec_us/2009-tents-c-5.html
[2009-7-29 8:56:27] 我: yeah, we make children tent with pve poles. Usually we use fibreglass and stell pole for tents.
[2009-7-29 8:56:41] 客户: ok
[2009-7-29 9:05:53] 客户: ok email sent
[2009-7-29 9:06:09] 我: ok, I will check now.
[2009-7-29 9:12:16] 我: xxxxx, I received your email.
[2009-7-29 9:14:05] 我: I will prepare a quotation today and you can receive it tomorrow.
[2009-7-29 9:16:18] 客户: thank you
[2009-7-29 9:18:00] 我: with pleasure.
[2009-7-29 11:27:21] 我: Hi, xxxxx, I just asked the pole factory, we can also do PVC pole. If you know the spec. of the pole, please tell me the spec.. If you don't know the spec. of the pole, we will deploy the pole as the pole should be as a professional manufacturer.
[2009-7-29 11:28:05] 客户: Yes i do not know the specs
[2009-7-29 11:28:29] 我: that is okay. We will handle everything.
[2009-7-29 11:28:35] 客户: thank you
[2009-7-29 11:28:45] 我: Does all these three styles tent use pvc pole?
[2009-7-29 11:29:01] 客户: Two of them do
[2009-7-29 11:29:13] 我: which two?
[2009-7-29 11:29:15] 客户: i think you can make all three with pvc or fiblerglass
[2009-7-29 11:29:24] 我: okay.
[2009-7-29 11:29:45] 客户: tent number #1 i  only had in firberglass pole
[2009-7-29 11:29:58] 客户: # 2 and 3 had pvc
[2009-7-29 11:30:03] 我: okay, thanks.

[ 本帖最后由 tcfl 于 2010-7-14 16:07 编辑 ]

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