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让混装来得更容易些 Simplify Troublesome Mixed Container Orders

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发表于 2015-12-31 11:02:22 | 显示全部楼层 |阅读模式
本帖最后由 外贸连 于 2016-1-16 10:03 编辑

客户W的订单虽然量少、也没达到我们的最低起订量(1个HQ),但谈下来的时候还是相对比较容易的,我们老大看在我和客户联系时间挺长的,而且W告知一旦开始订单量肯定会提升,于是老大为了支持我的业绩就同意了我接这张单子。从确认这个订单开始,我就知道客户需要和其他货物混装。我们向来做的都是品牌客户,从来没有接过混装的订单,这次可以学习一下了。


客户W是一位中间商,不是直接跟客户沟通,W先生也不是十分了解我们产品,所以从印刷品开始,客户每次修改需要的时间比其他客户多些,我也要解释得更仔细些。既然单子接了下来,我就有责任跟踪着客户的每一个需要。


前面的过程需要耐心,后面的出货更需要。出货的事宜是和W先生的助理沟通的,我们被告知需要和另外2家不同的产品的供应商混装1个HQ。每家供应商都要对自己家的产品进行报关,大家本来都有各自熟悉的报关行。所以在决定用哪家报关行和内陆费用的分摊问题上用了3个星期沟通都没有结果。为了让这个单子更快更顺利地走掉,我们公司决定由我们来报关和安排进行拖车,并和其它的供应商说了,会按照各自货物的比例收取各自的费用。虽然这样我们的工作量和责任都增加了,可是这样做单子会走得更快更顺利,并且很多事情还能在我们可控范围内。我和其它2家供应商一起把装柜的方案敲定,安排装柜日期。W先生在这期间也没有过多的插入,放心地让我安排,能够得到客户如此的信任我无比开心。


装了柜,报了关,货代通知我们说柜子被查柜,查柜扣留期间产生了滞留费,高达6000RMB。W先生说滞留费需要我们一起承担。因为我们的货物一直没有查货现象,我们要求客户提供被查货物的单据(单据会有显示被查货物的内容)。查货单据上显示被查的货物不是我们的产品,是其中一家供应商的,所以我们据理力争,不同意支付不属于我们的费用。最终客户也同意了。


经过这一役,我成长了,混装需要从开始到最后都要细心更灵活地处理事情。相信我会更明确自己以后的销售目标:向大客户进军!


订单来之不易,涉及到混装的都会有比较多的事情要跟踪,我在此借CK这件事提醒一下大家:


1、费用问题,事先要谈妥,如拖车费、约柜费、报关费、码头费等。如像文中遇到查柜的情况,还会涉及到改船费、查货费、滞留费,这些要将责任划分清楚再决定是否需要支持。


2、报关问题,自己的资料要提前准备好并及时送出。


3、责任要分清。例如文中的查柜就要保留查柜的单据。

Just as some friends ask me about mixed containers, our foreign trade peer CK gives a timely hand:

The customer W places orders of low quantity, and he can't even meet our requirement of minimum order quantity (1 HQ), but he was pretty easy to negotiate, and my boss understood that I have been following up with the customer for a long time and the customer assured me that the quality will absolutely go up, so my boss, in order to show support for my job, agreed on taking the order. But after I confirmed this order I realized that the customer wanted us to mix the cargo with other products but we always corporate with brand customers and had never received an order of mixed container before, so this might be a good chance to learn something new.


Mr. W is an agent, and he didn't communicate with his customer and he didn't know so well about our products. So starting with the artwork it took us more time to make modification for him than any other customers, and I needed to make more detailed explanation to him. Since I had received the order, it was my responsibility to follow up with every need of the customer.


It took me great patience to do the initial jobs, and even greater patience to do the job of delivery. I talked about the issues of delivery with Mr. W's assistant, and we were informed that we would need to mix our goods with other two companies' products in a HQ, and we would need to clear the customs respectively. Our three companies had our own familiar customs broker, so we had problems in deciding using which broker and how to share the costs of inland delivery, and we could not solve the problems after three weeks' communication. To finish the order as quickly and smoothly as possible, our company decided to take over the responsibility of customs declaration and arrangement for trailers, and we told the other suppliers that we should pay according to the proportion of our goods. Although our workload and responsibility were increased, the order will be finished more quickly and smoothly and we could control over many other things. I negotiated and came to an agreement of the delivery with the other two suppliers and arranged for the shipment date. Mr. W didn’t participate much in this process. He let me make all the arrangement without worrying about it, and I was so glad to be trusted by the customer.


After loading and customs clearance, the freight forwarder informed us that our container was checked and therefore it caused demurrage charges, which was as expensive as RMB 6000. Mr. W said we should bear the charges together. But our goods had never been checked before, so we asked the customer to provide the documents of the checked goods (the document contained the information of the checked goods). The document showed that the checked products were not ours but another supplier's, so we disagreed to pay with all the reasons and the customer finally agreed on that.


After this experience, I felt like I have grown a lot. Dealing with an order of mixed container, you need to be really careful in the whole process. And now I have a firmer goal: target at the big customers!


It's never easy to get an order, and an order of mixed order will require you to follow up with more jobs. Over CK's experience I would like to give you some tips:


1. Payment. You must negotiate about all the payment beforehand, such as charges for towing, booking containers, customs clearance and docks. If you meet with situation like this article, you will need to pay for charges of changing a vessel, goods checking and demurrage. You need to delimit the responsibilities before deciding to pay for them or not.


2. Customs clearance. You should prepare all the documents needed beforehand and forward them in time.


3. Responsibility division. For example,if you meet with the situation of goods checking mentioned in this article, you should keep the document of the checked goods.

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发表于 2019-2-28 15:24:22 | 显示全部楼层
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