乌克兰大客户,关于快递费和付款方式的协商
各位前辈好,我在外贸工作中才度过了一个年头,请多多指教。
今年广交会在展位上认识了一个客户。是乌克兰最大连锁家居超市EPICENTR K,客人展位上给了张名片,说他们的供应商是中国的哪个,老买家价格高,客户每年有十个柜。当时觉得挺有希望的,因为我们认识那一家供应商,我们价格低一些,但是质量不差于他们。
回来后邮件联系,报价,按要求打了30个样品,花了2周时间,因为有自己的工厂,一个个叮嘱车间师傅做好。客户很满意,并确认了一部分的价格。要邮寄时和客户说运费他付,样品免费。运费大概980RMB.客户说他们供应商都会承担运费,而且他公司不允许付运费和样品费。
邮件来回3,4次,我想要不先谈一下付款方式吧,付款方式好就给你寄。
就和客户说30%定金后安排生产,余款见提单复印件,客户不同意,我再解释。下面是我的邮件内容。
For sample and freight, we could negotiate, it's no problem.
For payment terms, the best we insist 25% deposit before production, and the rest against copy of B/L or by L/C at sight.
We are a factory, deposit is a must for ordering materials down.
70% upon arrival to port will extend our money recycle period, what's worse , we lose control of goods if payment delay.
If you are worried about the quality, we could arrange production samples for confirmation.
We know you are a good company, very famous among Ukraine, Russia, even Poland. We truly wish to cooperate with you.
But every detail about payment is vital to us, which your offered is too risky to accept.
客户回复,安排生产后付30%定金,余款在货到他港口后支付。
我坚决不同意。现在陷入僵局。客户还说他们已经6年没有付过定金给任何中国供应商了,合作的新工厂接受在货到港后支付全款。这种付款方式他们已经延续4年了,国家银行对他们资金有限制。下面是客户邮件。
We are buying tools from Chinese factories more than 10 years and we don't pay deposit now more than 6 years, I don't see any reason for us to accept such payment terms as you offer. New factories accept 100% upon arrival to the port from the first order, for the last 4 years it was the only payment terms we were allowed to work with Chinese factories as we had currency control from the National bank. So all this stories that you tell me now you can tell to somebody who only start working with Chinese factories.
本人步入外贸工作时间不长,未处理过大公司的单子。此客户的态度很强硬,付款方式也是让我吃惊。更无法理解的是大多数与他合作的中国供应商能够接受这种付款方式。现在原材料价格如此不稳定,形势也不好,无定金,无货权如何接受?在福步搜索过此客户,有一帖子求助,此客户货款拖了一个月没给,所以我心里也不放心。
鄙人见识浅薄,如有与此公司合作过的朋友还请多给意见,不胜感激。
有做的不对,或者邮件写的不好的地方,也希望大家帮忙纠正和指导!
有下列问题 1. 安排生产后付30%定金,余款在货到他港口后支付。这种付款方式常见吗?有何风险
2. 付款方式始终无法谈拢,大家有建议的付款方式吗?
3. 样品该不该寄?目前来看运费妥妥的要我们承担了
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