外贸实战技巧:外贸报价不容忽视数量

2018年6月8日10:29:12 发表评论 136

报价时,我们会考虑较多的因素是什么呢?什么会决定你的价格变动?产品的款式?颜色?配置?数量

When making quotations, what’s our most concerned factor? What will make you change the quotation? Products’ styles? Colors? Configurations? Quantities?

今天我们就来讲一讲报价中,数量对于报价的影响。

Let’s talk about how quantity influence the quotations.

一般客户要求报价的时候,我们第一反应会问客户下单的数量是多少,从而决定报出的价格。

Generally, when customers ask for quotations, the first thing we ask is the quantity they will place so that we can decide the price.

可是往往客户要求报价的时候提供的数量跟最终下单的数量会有差别,一般实际下单数量可能会更小,客户的目的就是想摸我们的底价或者拿到最优惠的价格,这是一种采购战术,也是一种技巧。也有一种客户可能下单总数量达到要求,却套路你变成多款式的小额批发,例如像阿连的一位客户:

However, some customers will not place the same quantities of goods eventually as what they tell us when enquirying. In general, they will place less quantities of goods. Their purposes are to know our bottom price or to have some discounts. This is a kind of purchasing strategy and skill. Some of them do place enough quantity of goods but they will turn it into small wholesale of different models like one of my customers did:

公司的产品不做散货,一般都是以整柜出货,而且对于混款的要求也是比较严格,最多只能混三个款,这样可以才物料采购上有优势,降低采购成本,给到客户最优惠的价格。

We only do FCL so we have strict requirements towards combined models in container. We allow 3 models mix one container at most so that we can have advantages on material purchasing and lower the purchasing cost to offer a better price for the customers.

而这位客户,在我们接触他的时候,他跟平常的客户不一样,只冲着款式和数量来谈,想一个柜子5~6个款。但是产品一个柜子本身在装柜数就不多,混柜下来,每款只能拿两三百个,这对于本来利润就已经非常微薄的我们来说更是增加了很大的采购压力,变相等于是小额批发了。虽然确实是是下了单,可是在混款的问题上给我们制造很多的烦恼。

For my customer, unlike other customers, he didn’t negotiate with us about the price but the style and quantity. He wanted 5 or 6 styles of products in one container. However, it was really very few quantity our goods can load in a container. If mixed five to six models, we can only have 200 to 300 per model, which had increased great pressure on our material purchasing as our profit was really low. Although this customer did place order, he had created many troubles in the mixing models problem.

但由于开始的时候,并没有考虑到数量之于每个款式的意义或者说对于整张订单来说的份量有多少,以至于在报价的时候也没有重点向客户强调价格是针对一个款式多少数量来报价的,才导致了在将要成交在关节点掉了链子。在重复核算过按照客户混款的数量我们没有办法平衡成本支出的情况下,结果痛失了这张订单。

At the beginning, I didn't realize the importance of quantity to each model and the whole order, so I didn't emphasize to the customer how is the price base on the quantity of each model which had led to the failure of receiving this order. After double checked with the price, we found that we can hardly balance the cost. I lost this order.

所以当我们报价的时候就不能仅仅的考虑客户下单的总数量,而要考虑客户要的数量到底指的是同一款产品,还是多个产品加在一齐,以免最终被套路了。

So when making quotations, we cannot only consider how many quantiy they will purchase, but also the quantity of each model in case of getting fooled.

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