第二单，及我和客人的友谊
来源：福步外贸论坛／作者：sexdevil
和所有发生的故事一样，每一单的开始总是以一个小小的询盘开始的，而我和我的这个法国朋友的友谊开端也是围绕着慢慢的交流，误会的解除，信任的积累而开始的。去年的八月，我收到了他的E-MAIL：
Dear Mr Lau,
I am interrested by your products so can you give me the prices of your different items .Thak you and best regards .
Jean Valot
简单的询盘，和其他的客户一样，关心的事情永远是价格，交期，最小定量等。而感谢MADE-IN-CHINA能够提供给我这样一个机会能够认识到对方，而我们的认识，正在这一询盘里的误会开始。
当时我收到询盘之后便开始回信给他，回了三封，但是似乎好象对方一封都没收到，8月份他又发来同样的询盘，当我又回有两封有一点奇怪了，当时我就上了MIC的网站去发，结果对方终于收到我的信，并写到：
Dear Joe ,
I am sorry but I did not recieved any of the 5 mails you sent . Maybe there is a problem with aol . Now everything seems to be allrigth and i thank you . My main worry is the quantiy to order that is to important for me, specialy for the first time but I will study the question .
Best regards .
Jean
当时我便问到服务器去一看，终于明白因为我们邮件服务器广告信太多，我们的服务器被AOL封杀掉了。当时我没办法，又不好意思给他写信问其他的联系方式，便开始直接在MIC给他发信笺，但是每次都是他可以发给我，我却发不到他那里。终于有一天他问到了产品。
Dear John ,
I' m sorry for the problem you encountered in trying to contact me . The reason is certainly a problem I had with my computer .
I am very pleased of your e-mail .
Can you tell me which is the cost for two HZ-CF004 ( without ottoman if possible ) sent by air and LCL part shipping to barcelona .
TT payment is OK .
Thak you very much .
Best regards .
Jean
当时他也不知道如何清关，也不知道LCL，更不知道海运费如何换算，这个时候我除了把PAYMENT确认在T/T之外，便劝说客人不断使用海运，港口变到BARCELONA。打电话一问，发现走散货 到BARCELONA有特价。5美金一个方，而我这边算了算费用，ORC，DOC，码头建设费，报关费加起来一共才160多美金，而我报给客人是500美金，所以感觉自己服务到位，实际上利润空间也有上游。
Dear joe ,
I am going to achieve my registration in Spain . I don't forget your proposal . I will contact you when every thing is done .
Best regards .
Jean /
因为我们产品在欧洲有COPYRIGHT，所以客户要发布我们产品也需要在欧洲办清一些手续，等到那个时候再联系我。而当时我也是只看到利润而已，拼命想在样单上多赚一点，其他的产品都加了30%多的利润报价，但是价格却一直没有给过去，因为想在信任方面多赢一点点，到对方知道运费成本和税务等一系列问题之后再告诉对方价格，这样就可以更好的核算成本了。
过了很多天，客户终于象我要价格了，表明所有问题都已经解决了.我报价之后在一个家具里和对方有些争执。
搞笑的是，对方因为是法国人，所以很多时候在信里都有法语。
Dear Joe ,
Here are the pictures I took of my Chaise- longue . This is not the official re-edition by" Cassina" who owns the copy-rigth . Nevertheless, the quality is good , the main difference with the official one is about the leather that is not so thick on mine . I think your item will be better than this because of full italian leather . What is very important about the leather is that it must be in two parts maximum in the upper side .I saw on the pictures you sent me one of yours ( in white color ), that is in 3 parts , this is not good .
The official one has saddles as yours, not as mine so it will be better .
I think our version of this item will be one of the best avialable on the market, you can comunicate on that point for sure .
Bonne fin de journ閑 Joe et ?bient魌 .
Respectfully ,
Jean/
发完给他图片
Bonjour Joe,
Merci pour les photos .
This LC4 seems to be very nice specialy concerning the quality of the leather . Nevertheless there is a point that could be improved in my opinion . It is about the size of the cover . It seems not to be long enough in the front ( see the attached pictures of my LC4) .Maybe the reason is, that the curved iron part in front seems to be more important than in the original item (or maybe it is a problem of perspective due to the picture ) .
I hope thoses comments could be usefull for you
Amitiés .Jean /
当我给他看了我们流行的红色沙发时，当时那个质量的确非常不错，他也兴奋的来信：
Bonjour Joe,
Merci beaucoup pour tout ce que tu fais .
I saw your pictures with pleasure, there is no doubt that the goods will be "Top class". Just a little remark concerning the packaging : the words as " Barcelona chairs " and so on must not appears on it .
An other question about the length of the LC4 cover, will it be a little more longer compared to thoses seen on this pitures ?
Amitiés,
Jean /
而实际上我们主要的问题就是在床和躺椅上了，虽然他订的很少，但是我们这边质量抓的也紧，我们要有产品意识所以我对于我的老板也不断的在施压，要求他一定要把质量抓到，而且客户任何的要求都必须按照客户的意见为主。我CC了所有的客户的要求给QC，厂长，跟单，老板。而且又把我这些动作全部给客户，并第一时间解决他的问题并给图片给他解决问题。当他问到床的背面是怎么回事，我聪明的画了一张图给他描述出来。而因为先跟他把躺椅的钱报少了，劝说他用全皮，费了我不少功夫。但是他也写了封感谢信：
Dear Joe ,
You are really a nice guy . I am sorry for all the difficulties I gave you .But now I am sure, with your help to have all the details clear in my mind .
The order is the same concerning the quantity . the differences will concern the lounge- chairs . I prefer them in full leather, blacks and red one ( price 250 USD ).
Concerning Day-beds there is nothing to change to the initial order . Your drawing is very easy to understand .( Napoleon said : Un dessin vaut mieux qu'un long discours ! A simple drawing is better than a long speach ). You can made the central bottom part in red fabric, it is a good idea , no problem .
Evrything is now OK concerning the order
The only last problem is from my bank account (fiscal number of registration ). My Spanish lawyer told me this afternoon she will do her best to made the deposit transfer possible for thuesday or thursday .
I remember your president Mao said one day that , a long march always begin by a first step . This first step appears for us is not so easy to do, but I hope the march will be long !
Merci pour tout Joe , bon repos et la semaine prochaine .
Jean /
客户也在他自己的家里拍了原版的相片来支持我。
Dear Joe ,
Here are the pictures I took of my Chaise- longue . This is not the official re-edition by" Cassina" who owns the copy-rigth . Nevertheless, the quality is good , the main difference with the official one is about the leather that is not so thick on mine . I think your item will be better than this because of full italian leather . What is very important about the leather is that it must be in two parts maximum in the upper side .I saw on the pictures you sent me one of yours ( in white color ), that is in 3 parts , this is not good .
The official one has saddles as yours, not as mine so it will be better .
I think our version of this item will be one of the best avialable on the market, you can comunicate on that point for sure .
Bonne fin de journ閑 Joe et ?bient魌 .
Respectfully ,
Jean/
不过也把我们的四块皮变成两块皮，那样的话裁皮会十分的浪费，那会要很大一块牛皮才能做出来那块垫子。但是我当时已经十分信任客户，我和工厂大笔一挥，费多少钱也要按照客户的要求来做。（而实际上这个过程我也更熟悉了产品，尤其是原版）
而客户也没有含糊的对我，他准时的按照他的承诺付了30%。
Dear Joe ,
This day has not been a good one . Nothing dramatic but I went to Spain for nothing . There is always paper missing ! So I could not send you the deposit (USD, you are rigth ) . It is just the mater of 2 or 3 days and evrything I hope will be allrigth .
Concerning the problems you encountered with the PVC, I am not sure to have understood evrything . Does thoses problems only concern the red color ?
I hope it is .I know the LC 4 longue chair I have one at home and I know of course that the bottom part always appears at sigth, so if it is made of fabric the result will not be good and I prefer that you propose a price for a full leather one, up and bottom .
Concerning the day-bed, the problem seems to be less important but I would like to know if the periferic part of the bottom is in leather to avoid the fabric to be seen ? Can you tell me the price for a red day bed in full leather ?
At last can you tell me the average thickness of the leather used ?
That is a lot of questions , of time lost, excuse me Joe .
We are used to say : La vie n'est pas un long fleuve tranquille .( Life is not a long and easy river... )
J'attends de tes nouvelles.
Merci et encore bravo pour ton Fran鏰is .
Jean /
而似乎我也没有辜负他的期望，把所有产品做好后全部给他拍照。给他强强的信心。
还记得最后一次的信，他的话是那么给我自信。
Dear Joe ,
Thank you for the pictures you kindly sent me .
For sure, the work done is wonderfull. Many congratulations for you and for the workers of your company .
With such items there is no doubt that we, (you ,we the designer) will have succes in this business ...
Let it be !
Felicitations et amiti閟 ,
Jean /
我记得当时我在网上和他曾经在MESSENGER对话，他从来没有进口过。我先跟他讲船期，订金，什么时候付款。如何和提单上的代理联系，如何拿提单去船公司换提货纸，如何提货，见提单付款是什么含义。为什么见提单要付款，提单标志着船已经走了，直接开到港口，无法回来。而到现在他已经完全明白了，从一个商人变成进口商的蜕变也在我的帮助下完成了。
