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标题: 一个美国买家就在中国避免贸易欺诈的见解
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发表于 2008-9-13 08:31  资料  个人空间  个人短信  加为好友  只看该作者

夺汇XTRANSFER
一个美国买家就在中国避免贸易欺诈的见解

Sourcing Stories: An American buyer offers insights on avoiding trade fraud in China
采购故事:一个美国买家就在中国避免贸易欺诈的见解

By David Lindley(作者)
President, EXIM LLC
USA headquarters: Oklahoma City, Oklahoma
China office: Hangzhou, Zhejiang
First visit to China: 2001
Factories sites inspected: more than 100

The first and oldest rule of capitalism is “caveat emptor,” which is Latin for “buyer beware.”
资本最初和最成熟的规则就是“买主当心”,即拉丁文所说“请买方当心及自行承担风险”

The simplest advice for sourcing in China is this: See the product being made because the buyer is always responsible for inspecting what he or she purchases.
对在中国采购的最简单的建议是:要看到产品正在生产,因为买家要对自己采购的产品负责。

Sourcing in China can give you the greatest trust and confidence in human goodness. My good experiences are more numerous than negative ones. China can also leave you feeling bitter and low. What is important is to manage your expectations and remember that your eyes are usually telling you the truth. In most cases, what you are seeing is what you will get.
在中国采购会让你对人性的善良充满信心。我的美好经历比不好的要多很多。不过,中国也会让你觉得痛苦和失落。重要的是,你要管理自己的期望,并且要记住:通常是眼见为实。在大多数情况下,你看到的将会是你要买到的。

In all fairness to suppliers, it is important to point out that many foreigners have behaved badly in China. Chinese factories have their own long lists of abusive buyer practices, and they have also lost serious money working on trust for orders that never came or resulted in partial or late payments. Remember, poor communication is not always the fault of the Chinese, and making money here has a cost, just like anywhere else.
说句对供应商公平的话,很多外国人在中国的表现的很差。中国的工厂自己也有一个长长的名单,记录着不良买家的种种行为。同时,他们也因为轻信从来没有下过的订单或者只是得到了部分付款的或者晚付款的订单而损失惨重。请记住,沟通不畅并不常常都是中国人的问题,而且在中国赚钱和其他任何地方一样,是要付出的。

If you are a victim of fraud in China, it could be your own fault. You may have seen the warning signs but failed to take notice and act. You may have been lured by low prices, big promises or exotic locations. Few deals are perfect, but there are some situations you could encounter that should raise a heightened sense of caution. When it comes to combating fraud, look for the warning signs.
如果你在中国成为欺诈的受害者,那么那可能是你自己的错。你可能已经看到了警示信号,但是却未能加以注意并采取行动。你可能已经被低价格、夸大的许诺,以及奇特的地点给迷惑住了。没有几个交易会是完美的,但是,在你遇到一些情况的时候,你可要提起警惕了。提到和骗子周旋,请留意这些警示信号:

1) The pieces of the puzzle don’t match
不能自圆其说
It’s a beautiful day. The factory car comes to pick you up, and the BMW 7 series leather feels good and smells even better. You know that the BMW cost about $180,000 USD. The boss’ assistant speaks great English, even though she doesn’t seem very informed about your drawings. Finally, you think, you have found a player who appreciates you as a global buyer of an important international company. When you arrive at the factory you see a line of machines and a building that only cost $40,000 USD. If the car that picks you up costs more than the factory facilities, there likely will be a problem.
天儿不错。工厂派车来接你了,而宝马7系列所采用的皮革感觉真是不错,闻起来更好。你知道,宝马价值18万美元。老板的助理说着一口流利的英文,虽然她似乎对你的图纸不甚了解。最后,你认为,你已经找到了一个欣赏你并把你看成是国际买家的供货商。可是,当你到达工厂的时候却发现一系列设备和一幢大楼只值4万美元。如果接你的车的价值超过了工厂设备的价值,那你可就要提防了。

2) Where are the workers?
工人在哪里?
You go to visit a factory and there are some nice looking nearly finished pieces on the floor, but it’s work for other customers. Or, it’s 2 pm, but there are no (or very few) workers on the floor. The factory’s bike shed can only hold about 50 bikes, but the factory says they have 300 employees. When asking where the workers are, the answer might be that they work at night to save on electricity costs. Ask to see the factory at night. Regardless of time of production, make it your business to watch the entire production process.
当你去参观工厂的时候,你看到了一些快作好的看起来不错的产品放在地上,不过,那些产品是给别的客户的。或者是已经下午2点了,却看到车间里没有工人或者只有几个工人。工厂的车棚只能容纳50辆车,可他们却说他们有300个员工。如果你问工人在哪里,他们回答可能会说为了省电所以要晚上工作。那么,就要求在晚上去看工厂,不管生产时间是几点。你要把这当成自己的责任,全程监控才行。

3) There are not enough problems.
没有什么问题。
You come to China, and not only is the price attractive, but you have been working on the designs for three weeks now and there are still no questions or problems. The factory says samples should be ready in a week and your deposit for the mold is due today. If there are no questions, glitches or even expressions of slight concerns, there is probably a major problem lurking.
来到中国,不仅仅是因为这里的价格诱人,你现在已经在设计上花了三个星期,可却依然没有问题或者没碰到问题。工厂说,样品一周后才能做好,你需要今天付作模具的定金。如果没有问题、没有小事故,甚至说也没有表示轻微的关注,那么很可能就留下了一个很大的隐患。

4) You hear: “Oh, we did not make that here.”
你听说:“哦,我们在这里不作那个”
The sample looks great. You are so pleased. So you say, “Let’s go see the factory and see how they did it.” When you go the factory you notice that much of equipment needed is not present on the floor. They say, “Don’t worry, that is handled by a contractor a few minutes away,” making for the first time you’ve heard of a sub-contractor on the project. Therefore, make sure production (and any subcontracting) responsibilities are understood up front to avoid this sort of surprise.
样品看起来不错,你也很高兴。然后你就说:“我们看看工厂吧,看看是怎么作出来的”。当你到工厂的时候,你发现作样品所需要的很多设备都不在车间里。他们告诉你,“不用担心,我们的合约人作这个,离这就几分钟的路”。你这才第一次听说,在这个项目上居然还有个转包商。因此,请确保生产责任(以及转包)事先都已经清楚了,以免到时候再遇见这种令人惊讶的事儿。

5) You hear: “We need a deposit.”
你听说:“我们要定金”
You are ready to make the samples. The factory wants a full deposit for the mold and pre-payment for 50% of the first order for materials. They tell you that the material lead time is 40 days and that if you don’t order it now you will miss another three weeks’ production due to an upcoming national holiday. Do not be pressured by this tactic. Follow your own production and turnaround standards.
你准备要作样品了。工厂要你付作模具的定金以及此订单的50%的预付款以购买原料。他们告诉你原料的交货期为40天,如果你现在不下单,那么将会因为国庆节放假而耽误3周的生产时间。不要被这种策略所左右,按照你自己的生产标准和周转时间来就行了。

6) You hear: “You wanted it with that too?”
你听说:“你也要带那个么?“
You have had drawings in the factory for 8 weeks. After some hard rounds of price negotiation, you are ready to see the product. You like what you see and ask for a container load. The discussion comes up about how to package it for shipping. It’s in the contract wording, but not in the deal because it wasn’t figured in that you would learn. It looks like your cost went up by 2.5 % for packaging. And you learn the quote wasn’t really FOB port, but Ex-Works. You are already four weeks behind schedule and need to get the run going. Read the fine print and make sure shipping costs and terms (along with all other considerations) are unmistakably clear.
你带着图纸在工厂已经待了8个星期了。在多轮艰难的价格协商后,你准备看产品了。你对你看到的挺满意并要定一个货柜的货。讨论就进展到如何包装以便运输了。这在合同文本中规定了,但在你将要知道的实际交易成本中却没有算进去。这样,你的成本因为包装问题就上升了2.5%。同时,你知道他们的报价并不真的是FOB价,而是出厂价。按照计划,你已经晚了4个星期,应该让项目往下发展了。仔细读读合同中难懂的条文,并确认运输费用和运输条款(以及其他需要考虑的事项)没有差错,描述清楚。

7) You hear: “We cannot get that material until production.”
你听说:“在生产前我们没法弄到这种材料”
You are inspecting samples and you notice that a few pieces seem lighter than their weight on the drawings. The answer might be, “We had to substitute materials for these samples as the production samples have a large order minimum for this kind of material. The production items will have the right material. We cannot order the correct material until the production purchase order is issued.” If this is the first you have heard of this, it should be the last time you’ll be doing business with the factory that says it. Make sure the materials used in samples are the same ones that will be used in orders.
你在查验样品,并且注意到一些样品比图纸上标的重量要轻。工厂的回答可能是“因为买这种材料的最小定货量太大了,所以我们不得不采用替代材料来作样品。不过,正式生产的时候将会采用指定的材料。在下达生产采购订单之前,我们没法采购那种指定的材料。”如果这是你第一次听说这种理由,那么,这也应该是你和说这种话的工厂作的最后一笔生意。你要确认在样品中使用的材料是和下单时是一样的。

Of course, there are numerous variations on all seven scenarios, but the best rule of thumb is this: When it starts feeling strange, it probably is. Again, watch every part of the process and, most of all, trust your instincts.
当然,上面7种假定会有各种不同的说法,不过最好的方法是:如果你开始觉得奇怪的,那可能就有问题了。再次说一遍,请监控好每个步骤,特别要说的是,要相信你的直觉。

Have a prosperous 2006 and happy trading!
2006年生意兴隆哈


原文http://www.chinesemol.com/csnews ... 0813111211466.shtml
(FRANK翻译)


[ 本帖最后由 frankleng 于 2008-9-13 10:29 编辑 ]



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