如何巧用汇率变化拿下21万美金订单？

从去年到现在，汇率可谓是变化莫测，就在昨天人民币又跌了很多，大家都在讨论结汇的事情，可以关注一下料神老师的文章。最近成交的订单其实是2个订单来的，一个是去年11月底成交的，另外一个是圣诞节前确定的。

这是我的一个老客户，去年有一个订单的展示盒没有做好，客人让我们把展示盒的钱退给他，说实话当时的处理不是很好（不想承认是我们的问题），因为接近年底了，好不容易到手的钱，工厂可能会因为客人扣款而来扣提成（毕竟提成年底才发）。结果呢，客人就很生气，意思是订单到此为止了。这下意识到问题的严重了，为了安慰客人，我们答应给他们重新做一批展示盒，客人说现在不要展示盒了，我们就说以后的订单再做给他。幸运的是和我谈的只是客人的采购助理，如果是主要负责人就危险了，这个时候我已经清楚的看到自己在处理问题时容易犯的错误并加以改正。也算是吃一堑长一智了。

后来，我也有发邮件给客人，问最近有没有订单之类，我们将给他一个优惠的价钱。过了没多久，11-20号，客人的采购负责人发邮件来了，意思是最近几个月汇率波动很大，让我们给一个很好的单价，目标是5.72美金，要知道上个订单的单价是6.3（而且是30K的数量），这次数量只有8K，所以，一下子不可能降那么多，那要怎么回复客人呢，既然客人说汇率的问题，那我们也从汇率入手，注意是从客人国家的汇率入手，如果按人民币对美元的汇率来算，单价会降的更多，具体请看以下邮件：

这一封是客人发来的邮件：

Dear

How are you?

Please quote this products, we have a increase very strong in the USD rate the past months, please help us with the FOB.

The USD Rate is the following in our country, we are with a very low margin right now:

此处省略详细规格单价等。。。

Thanks

Best rgds

这是我的回复：

Dear Hxxx,

How are you? I'm glad to receive your email. I understood the USD rate was changed. And we'll give you the best support. Please check the below for analysis of USD rate changed.

For last order (was order by Jun. 21, 2018), the rate is about 1:640, and the price is 6.3 for 30K order. Then the price is 6.3x640=4032.

For current order, the rate is about 1:670 now, we decided to give you best support,and price is 6.0 for 8K order. Then the price is 6.0x670=4020

It's a little lower than before, moreover, the order quantity is less than last order. As usual , the unit price will be a little higher. But we're good business partner. We'll try our best to support you. Hope this will be good for you. Kindly note and understand.

Thanks in advance,

Jacky

邮件发出去后，客人没有回复，我在想可能有其他供应商有更好的价钱，客人还在犹豫中，我应当再发一封邮件来强调我们产品的品质，和其他家是不一样的（言外之意，别人的单价低，但质量可能没有我们的好）。请看以下邮件：

Dear Hxxxx,

Have you received my email? Do the price good for you? As you know, for this model, the ear cushion and headband pad were made by protein leather, it's very soft and comfortable to wear. Also we use very good speaker, so the sound quality is very good, and the silver logo is nice looking. So the price is competitive in the market. How do you think?

Thanks in advance,

Jacky

这封邮件发出后，果然客人回复了：

Dear Jacky

OK, please send us the PI.

Thanks

Best rgds

但事情还没有那么简单，第二天客人发邮件说要我们3周完成订单，如果可以完成，再给我们一个惊喜，再下一个12K的订单，如果完成不到，可能一个单没有了，对于这个条件，不用说，拼了老命也要拿下啊，更何况很多老板的原则上是先答应，拿下订单再说。。。至此，第一个订单拿下。

************************************************************我是分隔线

下面说一下第二个订单，时间到了2018年12月19日，机会又来了，客人有一个新的客户，有一个大单，很想把拿下来，希望我们给予支持。这次的数量是16K，目标价是5.5美金，请看以下邮件：

Dear

How are you?

Please send us a quote for the following ítems and try to catch the following FOB prices.

We are trying to enter new clients but we need a more aggressive pricing policy, so we are lowering our profit margin but we need you to help us by lowering the FOB of each product.

我把这个情况和老板说了，老板说每次都降价怎么行，我说这是一次机会，为了表示诚意，我们多少要降一点，那怕是一毛美金，后来老板同意降0.1美金（其实呢，我觉得还是有不少利润空间的），当然了也不能一下降太多。有了第一个订单的经验，这次就很容易和客人谈了，直接把汇率图表贴在邮件里，用图表和数字更用说服力。请看以下邮件：

Dear Hxxx,

Thank you for your email. I checked the cost with my boss today. There was really very low profit for us now.

As you know, we just decreased the cost last month. And the cost of materials will be increasing. Moreover, the USD/CNY rate was reduced. In Nov. 26, the rate is 1:6.94, and now(Dec.19,2018), the rate is 1:6.89, that means we'll get short money.

However, my boss decided to give you a little more support, we'll decrease usd0.1 for you again. Then the final price is uds5.9/pc now. (Last month: 6.94x6=41.6, Now: 6.89x5.9=40.5, our profit short about 1CNY). Kindly note and understand. And hope this will be good for you. Any question please feel free let me know. Thanks in advance.