分享我与一个荒岛客户抢付快递运费的故事！
昨天终于收到了DHL公司的委托收件的电话，是中美洲客人委托过来收件的。暗暗
兴幸自己这三个星期来的工作没有白费，为自己的坚定立场而喝彩！下面附带一
些信件来谈一谈整个过程，没有什么经验可言，只是贴出来，让大家给我指点指
点。
两个星期前的一个早上，收到了一个询盘邮件，信里面夹带着一些令人费解的英
文及地名（港口名），经多方确认（找货代等）才知道这是中美洲的一个荷兰属
的岛屿国。（我晕！为什么我的客人总是来得那么偏僻啊，我真怕下一个会不会
是西伯利亚或者是南极的客人啊。）ANY WAY，这毕竟是一个客人啊，丢了又可惜
，就马上给他回了个QUOTATION，向他问详细的产品要求！很快得到了答复，而且
他在明确的产品需求时，说明了他注重的是质量不是价格，（这一点我有点怀疑
，因为根据我对他们市场的了解，他们不可能消费得起这么高价格的产品。（我
的产品是瓷砖），但既然他开到口，没有理由不照做的啊，于是立马翻出
CATALOGUES，扫描了几页我们档次比较高的推荐给他，并且报了价格，但是他真
的好象很接受的样子，真的没有对这个价格表示任何的疑问，（可能这只是没到
确定定单的时候吧，我想）。然后就叫我给他安排寄样品，他挑了大概有差不多
二十款吧，让我切割成为10*10CM的寄过去给他。我说我们可以免费提供样本给他
，但他必须做样本到付款，这个时候就开始了关于这个运费的谈判。
其实，他对于样本到付这个问题他也是同意的，只是可能他自己所处的地方偏僻
，快第操作起来不容易而已！下面是他的来信：
Dear Leo ,
I meet my customer this afternoon and we choose the samples to be
shipped :
Rustique : **** ( is it possible to get in 50x50 cm ?)
Polished : PRODUCT ITEMS
total 19 samples 8x8x to 10x10 about 3.5 kg to 4 kg
Can you confirm the price of these samples ? My customer Mr LOURENS
want 1 full 20' container probably mixed .
I contact FEDEX for the shipping and get a price St Martin to China for
about 100 $ but impossible to get China - St Martin and they cannot do
nothing , they don't accept prepaid !... I open an account but will be
ready in 2 weeks , too late .
So tell me the price for the shipment by the best (and cheapest) way
and I wire you the money by MONEYBOOKERS .
I need this business run very fast , because I have an other customer
interested .
Thank you for your colaboration .
Best regards
Christian
在上面信中，他提到了一种叫做MONEYBOOKERS的网上付款方式，（具体是什么来
的我也不是很明白怎么操作的，请大虾指导一下）可能这个在国外比较流行吧，
但是我这种传统男人还是不是太容易接受前卫的东西，所以就没有答应他。下面
是我的回信。
Dear christian,
regarding the sample forwarding , i suggest you to use this way to low
down the freight cost. authorize your local express company such as the
fedex,DHL,TNT,UPS,Either of them will be ok.just authorize the local
express company to get the samples in our company,then the express
company's staff in china will pick up the samples for sending for
you.this way i have tried before,my client also from south america they
can do that, so you must can do that.
our company contact details:
company name:*******
ADD:****
Tel:*****
Attn: Leo
in this way can low down the cost, if you use the MONEYBOOKER payment,
because the amount is not too much,so the bank charges is too high for
you and as well as us.so kindly suggest you not use this for the
freight cost for this little samples.
regards,
Leo
我坚持叫他做快递到付，既然他说开不到快递帐户，那我就只有出到上述这个办
法，因为我曾经走过某一单样板是通过客人委托当地的快递公司，快递公司的中
国公司再到我司收件的，而且这个是客人担保付款的，安全。其实回想一下，快
递公司这么多，竞争这么激烈，应该客人开个快递帐户是很快的而且免费的才合
理啊！（可能真的又是因为他那个是荒岛的缘故吧）。很快地又收到了客人的回
复。（发觉他总是晚上办公得很晚的，我早上给他回邮件他甚至在中午或者下午
还给我回）
Dear Leo ,
Impossible to do your operating mode with DHL and FEDEX ( so DHL is 20%
more expensive !)
I can open an account in France imediatly but like we have no TVA
number it's become impossible !....
Finaly UPS in Dutch side tell me to ask my supplier to send the parcel
in "freight collect " and it will be OK .
Please try the 2 companies FEDEX and UPS with this indication
"freight collect " and I shall pay it when
the parcel come here . ( you can go to the closer Company for you )
Thank you for everything .
Best regards
Christian
大家注意了，看到了他说DHL和FEDEX按不了我的方式做到付，其实不然，大家有
留意到我一开始说的话就知道，最后他是选择了DHL过来给我收件的，其实很明显
他的意思就是省省成本，我有想过按照 FREIGHT COLLECT 寄过去给他的，但又怕
他拿到样板就不肯给钱，或者不要样本了，这样我岂不是白白浪费了200-300USD
的运费，本来收入就不高的我，连本月工资老本都赔了，那我去哪里喝西北风啊
。谨慎一点好啊！于是我也编了一个故事说我这边的UPS要求要有客人的授权取件
才可以做到付的。
Dear Christian,
so if the UPS can do the freight collect,pls authorize this express
company to get samples from us that will be ok. i have contacted the
local UPS,they said they should get the authorization from you so can
do the freight collect. so kindly apply to your local UPS ,and let
them to arrange the chinese branch to get parcels from us. when you
apply for this,you only need to give them our contact info as follows:
our company contact details:
company name:**
ADD:.***
Tel:***
Attn: Leo
waiting for your good news.
regards,
Leo
Hi Leo ,
Do you receive the confirmation from UPS Sint Maarten ? They sent to
you because they don't know the
mail of the UPS in Guangzhou . You have to transfer it please .
I think now everything is OK .
Let me know .
Best regards
Christian
在上面这封邮件之前收到了另外一个自称是UPS SINT MAARTEN的人来的授权信说
找不到广州UPS的联系方式，我这个时候想啊，这会不会是骗子呢，为什么同一家
公司的居然操作起来和沟通起来这么的不方便呢，还是因为本来这个公司的实力
就是去到这个程度呢？下面是这个自称是UPS 的授权信。
Dear Sirs:
This is to serve as confirmation that UPS in St.Maarten have authorize
Mr. Christian Perillon to use this account number 819199 to receive
freight collect shipment here.
Mr. Christian Perillon will pay the freight collect charges upon
arrival of his merchandise.
Can UPS Guangzhou Rep. Office kindly pick up the shipment to be shipped
from ** Co. Ltd
Add: **** Guangdong, China . Contact person Mr. Leo Fan at tel.#
0086-**-88**63***
Thanking you in advance,
UPS ST. MAARTEN
大家请注意了，上面那个UPS的人给了一个ACCOUNT NO。819199给我，我觉得很有
疑点啊，这个邮件是一个私人地址给我的，UPS这么大型国际公司怎么允许私人邮
件跟客户联系呢？于是我就有点怀疑是不是这个客人委托别人帮他写来应付我的
呢？于是我立马也回了一封给他。
Dear sir in ups,
I have contacted the local UPS they said, they have not received the
confirmation from your side yet, so kindly arrange everything for this,
you no need to contact me directly ,what you need to do is ask your ups
branch in guangzhou to pick up the samples from us will be ok. as the
guangzhou office received the order from your office, they said they
will contact me as soon as they receive any direction from your
st.maarten office. hope you can do this to the guangzhou office as soon
as possible, as our customer mr.christian is urgently need this samples
sending.
tks very much for your help.
regards,
Leo
好了，插曲过后，下面回到了我给我客人，MR。CHRISTIAN的纠缠当中。说老实，
他回复邮件的速度很快，很少见这么主动的客人，不知道是其中有诈，还是他的
客人要样本真的很急。
Dear Christian,
I ContactED the local office in china, they said they will go to our
company to fetch samples once your local ups send direction to them.so
just let your local ups contact them on 0086-2163915555, or send the
email by going to their website to do that. website is
:
http://www.ups.com. my dear christian, it is impossible that ups sint
maarten can't contact with the chinese ups, because they are in one
company ups. pls try again for this.
tks very much.
regards,
Leo
其实我后来经过咨询发现UPS是做不了这种委托收件的服务的，至少在他那个地区
不行，对这个快递公司有点失望。下面继续吧。
Dear Leo ,
My UPS agent try to contact you UPS agent and I think it was not
possible !...
We have no time , my customer is waiting for me .
Please can you give me the phone n0。and fax and Email of your UPS
agent in Guangzhou ? Please try before to verify if
these nbers work normaly .
All the phone nber and fax I found on the UPS site are bad and no work
and they have no mail !... It's crazy .If we cannot
work today with UPS we have to change .
Thank you for your help .
Best regards.
Christian
Dear Christian,
the ups's contact phone no. is (86-21) 6391 5555,fax is (86-21) 6886
0940.I also don't know what is their email. they just tell me to ask
your local UPS to call or fax will be ok. fax is the most possible way
to do comunicating with them i think.if still can't contact ,pls try
another express company for TNT.this company is cheaper than the
DHL.and the service is also good.so you can ask your local TNT company
to contact the chinese TNT branch to fetch the parcels from us.this
will be ok.
regards.
Leo
其实后来我咨询了TNT，他们也去不了这个地方。真是郁闷啊！
Dear Leo ,
I call UPS Guangzhou , they have a probleme because they don't found
St MAARTEN , the communication was very bad
and It was very dificult to understand . Please can you call them ( 21
6391 55 55 )to explain where is St Maarten (in the Caribbean ) and send
them the mail you receive from UPS ST Maarten . It looks like they not
receive that !
Thank you for your help
Christian
看来真的不行了UPS做不了，TNT服务不覆盖这个地区。DHL客人嫌贵，FEDEX客人
说开帐户困难，哎，看来惟有用到最后这招了，也是试下这个客人是否是真实的
买家的关键。下面是我的回信。
Dear Christian,
I called them right now,they said they can't do in this way to your
area. can you find another express company,or if can't ,pls deposited
the freight cost for us to our bank by T/T, we can pay for you
here,ok?as i have checked that the freight cost for 5KG the cost is
about 250USD, but i am not sure whether the weight of our samples is a
little more, so pls deposit 300USD into our bank, if that is more than
the charges cost, then we will deduct from the order amount when you
place an order next time.if that is ok for you, pls check our bank info
as below.
BENEFICIARY：****** CO.,LIMITED
BANK：*** DEVELOPMENT BANK CO LTD.
ADD：***** , PR CHINA
ACCOUNT NO： OSA****
SWIFT CODE：
pls check the account for your reference,as our company can't accept
the moneybooker payment,so hope you can understand.
regards.
Leo
我直接给了我们公司的帐号给他TT运费过来我帮他付，这个我很少用，因为时间
和成本上都不是太划算，因为金额不是太多。于是我估算了一下大概运费，大概
是250USD，于是跟他说可能样本会稍为重一点，叫他存300USD过来，多了的话，
我在他下单时候给他从总金额中扣除，这样做的话，让他觉得这个还是有所挂牵
的（虽然只有五、六十美金），但是还能起到克制下他拿样本后不下单的可能。
反正已经到了最后这步骤了，他存就存，不存我也没办法了。
下一天没有收到他的回复，在下一天。。。也没有。等到了第5天的时候，收到了
他的邮件：
Dear Leo ,
I organize the shipment of the samples by DHL in "Freight Collect "
Normaly the DHL agent Sinotrans in
FOSHAN will contact you to pick up the parcel .
Please try to be ready ASAP and limit the weight beetwen 4.5 to 5 kgs .
Let me know If you have no call on monday .
Probably I can receive the parcel in 3 or 4 days !
Best regards .
Christian
看到上面这个邮件我终于明白，我的最后一招显示出了巨大的威力，看来还算我
好彩，居然在打了将近3个星期的快递样板战中取得了短暂性的胜利。于是我顺其
自然的在周一接到了DHL的委托收件电话，火速准备起样本来。
刚刚还收到客户邮件，说什么给我尽快下单什么的。
Dear Leo ,
Thank you for your help . I expect receive the samples in 5 or 6 days .
Let me work with my customer
during your holiday and wish send you the first order next week !
I wish you a very happy new year with plenty health and success !
I apreciate your proposition for help and I thank you very much , I
probably need it !
I wish your holiday for the chinese new year is not too short and may
be you can enjoy the snow !...and ski !...
Have a good day
Best regards
Christian
真滑稽，我们这里是没有雪滑的拉，在广东还真没见过下雪的天气，客人有时候
不懂也是正常的，别笑人家哦！
好了，写了这么多，也该做一个阶段性的总结的了，如果客人到时候真的下单的
话，再将我的战斗历程发给大家分享下吧，其实花了这么长的时间来搞这个样本
费用，我觉得很遗憾，我何不一开始就跟他说给帐号TT吧，但一开始他给我说要
给我弄MONEYBOOKER，也是没办法的事情。客人其实也不愿意TT给我花费银行费用
的。要不也不会这次宁愿贵20%也委托DHL收件拉。
ANY WAY，写出这个帖子只是想跟大家分享一下，没有什么太多的经验可言，只是
想写出来，让高手帮我矫正下我笨拙的英文写作，和指点更高妙的绝招！希望大
家以后碰到这样的情况能够根据客人的特点，作出相应的对付决策。最后，祝大
家过年快乐，工作顺利！
[
本帖最后由 Leo 于 2006-1-20 02:01 PM 编辑 ]
