Case by David Wang
這又是一筆發財的機會，也是挑戰網路商務及業務員功力的機會。
交往到最後才知道客人需求的數量，簡單讓我睡不著了。這個案子，數量又大，又是end user，利潤空間很大，而信件往來的各種信息又是可靠的。那我今年不是就根本不必再去做別的事了嗎?
這是客人最原始的一封Inquiry信，信中可以看出來，至少他是很用心的加入網站的會員，填了很清楚的公司信息，認真的選了產品而來的詢盤。
在數量上面，真的很大，所以在回信前先搞清楚這位客人的各種信息就非常的重要。這一家是什麼公司，我當然花很多功夫查了，但不方便寫在網路上面。
From: Brian
Sent: Tuesday, January 29, 2008 3:57 AM
To: Your Supplier
Subject: Inquiry notification from Your Supplier
This is a
notification from Your Supplier inquiry system , please contact Brian XXXXX.
------------------------------------------------------
Member Information
……
------------------------------------------------------
Inquiry Infomation
Inquiry Number: 410
Detailed Inquiry List: http://www.ursupplier.com/shop/admin/orders.php?oID=410&page=&action=reply
Date Inquired: Monday 28 January, 2008
I need a quote for 160000 Magic 8 balls. I'd like a quote for both a custom and
standard version.
Thanks,
Brian
Products
------------------------------------------------------
160,000 x Promotional
Magic 8 Ball / Fortune Ball / Fortune-Telling Toy (JW0730040) =
US$616,000.00
------------------------------------------------------
Sub-Total: US$616,000.00
Total: US$616,000.00
Delivery Address
------------------------------------------------------
…………
…………
United States
Billing Address
------------------------------------------------------
…………
…………
United States
Your Reliable Supplier http://www.ursupplier.com/
即然訂單可能很大，就要好好的回信。明白的告訴客人，我很用功，也很清楚他是大公司，更了解目前我可能只是第一次往來的陪公子讀書。但我的回信的信息不會太多，但質感及深度要足夠，這樣才能在一堆公子的競爭之間有區隔，至少我想要當唐伯虎。
信中也設計了一個Hook，有一點點不太重要的錯誤。當然我是希望他能回應的。
From: David
Sent: Tuesday, January 29, 2008 8:59 AM
To: Brian
Subject: RE: Inquiry notification from Your Supplier
Hi, Brian,
Thanks for your big quantity inquiry. We know you are big company in the US. Although this is our first touch, we really want to provide you as good services as we can. So far we have more than 3 factories supported on this ball. With the original manufactory of this magic 8 ball in Guangdong China, we can balance the price and quality.
At this time I sent you FOB China prices for your eyes first. If necessary I’ll prepare more information to you again.
|
Quantity(total) |
160,000 (3") |
160,000 (4") |
|
FOB China($/set) |
$1.450 |
$0.930 |
|
Total Amount |
$232,000 |
$148,800 |
Included 1 color Logo outside imprint and preset
|
Spec sample |
7 days |
|
Total Production |
60 days |
|
Shipping |
15 days |
|
Total Lead Time |
82 days |
Standard Says
We got totally 1 set of standard sayings for customer’s selection.
Remark: Customers can create your own sayings with the new mold, USD 2,000.00 will be charged for this. The molding schedule is 20 days.
Set-up and films charge: USD 150.00/job
Payment:
Set-up charge: 100% deposit
Custom saying molding charge: 100% deposit
Mass production amount:
By sea:
T/T 30% as the deposit when the order confirmed, the balance should be paid against the copy of the B/L.
By Air:
Not advice due to liquid in ball.
Please kindly note that payment terms above are for one shipment only. If any partial shipment is needed, please advise us the shipment details for further information.
More detail information is here at http://spot25.urpartner.com/catalog/gift/products/Magic8.htm .
Hope the information above would help you. If you need local contact or any other questions please feel free to contact us.
Thanks again.
David Wang
SPOT25, Inc.
果然客人有反應了，基本上這個重要的詢盤至少是有一點戲，可以好好的唱下去的。
From: Brian McWhorter
Sent: Wednesday, January 30, 2008 1:09 AM
To: David
Subject: RE: Inquiry notification from Your Supplier
Hi David,
Just to clarify, the 3” balls are more expensive than the 4” version?
Thanks in advance!
Brian
更正信息，目的在於創造跟客人通信的「次數」。特別是這個詢盤的量真的很大。而我報的只是FOB China，一方面我認為他清楚，競爭廠商也會提供，再方面我希望能再收到他的回信。
From: David
Sent: Tuesday, January 29, 2008 7:17 PM
To: Brian
Subject: RE: Inquiry notification from Your Supplier
Brian,
Sorry that’s my mistake. The right one would be
|
Quantity(total) |
160,000 (4") |
160,000 (3") |
|
FOB China($/set) |
$1.450 |
$0.930 |
|
Total Amount |
$232,000 |
$148,800 |
Included 1 color Logo outside imprint and preset
We can provide to-door service too if you need in the future.
Thanks.
David Wang
SPOT25, Inc.
消息是愈來愈好了，我在眾家公司當中已排到前面了（一周後），他把Shipping Address都給我了，當然我很清楚是跟他公司地址不一樣的。
From: Brian
Sent: Tuesday, February 05, 2008 12:39 AM
To: David
Subject: RE: Inquiry notification from Your Supplier
Thanks David,
Just to confirm, the prices below include bulk shipping from China delivered to Portland Oregon? If not I need to know what the shipping cost would be.
Thanks,
Brian
再次展現我們做報價的仔細的程度，而且要確定他能夠看到，看清楚。同時我又告訴他，我能幫他想的很多，安排得很好，裡面多了一些提案（一次多一點，確定對方能看到及吸收）。
From: David
Sent: Monday, February 04, 2008 10:55 PM
To: Brian
Subject: RE: Inquiry notification from Your Supplier
Hi, Brian,
It’s so great to hear you again before the eve of Chinese New Year.
For your convenience I add shipping fee into tables. This shipping fee are quoted by this month and they may have some different every month.
|
Ship To |
Portland OR |
||||
|
Quantity(total) |
160,000 |
|
|
|
|
|
Quantity(total) |
Reference |
160,000 (4") |
160,000 (3") |
160,000 (1.5") |
1.5" item is with key chain |
|
Custom Molding |
|
$0.000 |
$0.000 |
$0.000 |
Standard model* |
|
FOB China($/set) |
|
$1.450 |
$0.930 |
$0.557 |
This price would be definitely. |
|
Sea Freight to Seattle |
$4,000.000 |
$0.025 |
$0.025 |
$0.025 |
2
Containers from China to Seattle. |
|
Clearance & Customs |
$350.000 |
$0.002 |
$0.002 |
$0.002 |
At cost |
|
Import Duty 10% |
|
$0.145 |
$0.093 |
$0.056 |
There is a little flexible to cut down. |
|
Ground Shipping |
$2,000.000 |
$0.013 |
$0.013 |
$0.013 |
A reference by now. |
|
Final Unit Price |
$2.327 |
$1.635 |
$1.063 |
$0.652 |
estimating In hand Unit price |
|
Total Amount |
|
$261,550.000 |
$170,030.000 |
$104,382.000 |
|
|
Shipment way |
|
By sea |
By sea |
By sea |
|
Included 1 color Logo outside imprint and preset
* Since this big quantity order, Custom Molding should be free for you.
I know you have more than 2,000 stores across the US. If you need any separate shipping in the future, please let me know. We can process that for you also.
The more definite this order is the lower the prices would be. At that time I will introduce factory side in to negotiate more detail and make prices down. Any question please tells me.
Yours truly,
David Wang
SPOT25, Inc.
Brian把我給的報價信息”breakdown”給公司內部的呈報信，這樣我可以更加的確定本案的可靠度。我也多認識了另外的二個人，後來知道其中的一人是資深副總。
跟我要樣品了，於是我就著手去安排這些工作。
當然此後Brian在信裡簽名愈來愈完整了。
From: Brian
Sent: Tuesday, February 07, 2008 9:52 AM
David,
Can you send me a sample of a 3” and a 4”? We are very interested in pursuing this project.
Please send them to my attention.
Brian
From: Brian
Sent: Tuesday, February 05, 2008 9:52 AM
To: Aaron; Marybel
Subject: FW: Inquiry notification from Your Supplier
Here’s a line item breakdown for the 8 ball project.
以下是我給Brian的報價信息，如前的價錢表格。
打蛇一定要打七吋，打鐵一定要趁熱，這時候我請New York的Natalie幫我打電話跟他說明我們的服務，讓他能很清楚。
也就是說文字過去還不夠，我要聲音也到場，讓客人清楚，未來有狀況時，Local能有人幫他忙。
同時好好的回覆了客人有關樣品準備的事情。不管案子大不大，我都要跟他提運費自付的事情，基本上還是要再確定客人的態度。
From: Natalie
Sent: Thursday, February 07, 2008 1:55 PM
To: Brian; davidwang
Subject: Spot 25 US Contact Info
Hi Brian,
It was nice talking to you on the phone. I want to thank you for your
time and look forward to assisting you in anyway I can. If you have any
questions, please do not hesitate to contact me. You can reach me at
347-8043296 or by email.
Have a great day
Natalie Lin
From: David
Sent: Friday, February 08, 2008 8:42 AM
To: Brian
Cc: 'Natalie'
Subject: RE: Spot 25 US Contact Info
Hi, Brian,
That’s wonderful to hear the good news that we can help on your program. Purchasing directly from China you can get more flexible in pricing and custom-made feature. The only difficult thing is the communication. So we introduce our partner Natalie to help on this.
With a fully function team support I think we all can make your program to be done well. You can find out our SERVICE TEAM via our team site
This week we are all in Chinese New Year. Next week I will send you samples of magic balls. Could you please give us your air express account number? All the samples are free. But the freight charges will cost $35 to 50$ per kg (Will refund when order).
Any questions please contact Natalie or I.
Thanks again.
David Wang
SPOT25, Inc.
不用再說了，二話不說，FedEx account就拿到了，所以案子成真的機會提高到六成了。也清楚了Sarah 的角色。
信中可以看出來，對我的一些滿意。以及從簽名處清楚到他是產品經理，再度得到案子的可靠性信息。
Hi David,
Please use the FedEx # below. If you could please reference 8-Ball in the reference field, that would be great.
Thanks again for your quick response.
Brian
From: Sarah
Sent: Friday, February 08, 2008 8:52 AM
To: Brian
Subject: RE: Spot 25 US Contact Info
FedEx # 1206……..
From: Brian
Sent: Friday, February 08, 2008 8:50 AM
To: Sarah
Subject: FW: Spot 25 US Contact Info
Do you know what FedEx # I would use for this?
From: Brian
Sent: Friday, February 08, 2008 6:43 AM
To: Natalie; davidwang
Subject: RE: Spot 25 US Contact Info
Hi Natalie,
Thanks for the phone call, and Happy New Year! I look forward to working with all of you and developing a long term and mutually beneficial relationship! You should know that this is my first time working internationally so I may need some assistance with how to handle things.
My SVP would like for me to get pricing from you to include a range of units highlighted in yellow in the attached spreadsheet. I’m hoping to get the pricing laid out in the same way David presented for the qty of 160,000 (Nice job, David!!!)
We are seriously interested in developing an ongoing program utilizing these 8-Balls for instore promotions and just want to see where there might be price breaks based on the quantity ordered.
Thanks again,
Brian
Production Manager
以上客人信裡提供的附件裡需求的數量，簡單讓我睡不著了。這個案子，數量又大，又是end user，各種信息又是可靠的。那我今年不是不必去做別的事了嗎?