小公司怎么开发大客户？

公司背景

客户：德国 Hama GmbH & Co KG

网址：http://www.hama.de

产品线：1800种产品

员工：2500人

资本：53.2亿欧元2009年

公司历史：1923年成立至今百年，在欧洲是重量级的公司。

Dear Sir,

We learn that you are untangler wholesaler in XX.（客户国家）

我们听说您是XX的防卷器采购商。

I find that your products have a Achilles' heel. That is the connect gold pin. The 4 pin design always cause more noise when the plug wheeling.

我们发现您的产品有一个致命的弱点，就是用于连接的金属引脚。目前的四个引脚设计总是在塞轮旋转时引起更多的噪音。

We have upgrade the inside pin design, please check attach picture. All noise have been disappear.

我们的产品对此做了迭代升级，请查看附件图片。使用之后所有的噪音都消失了。

New untangler will be your promotion key gift and will help you take more advatange in the following time. In addition, free samples is ready for you.

新产品将为您的提升起到关键作用，并且将在之后的很长一段时间给您带来利益。此外，这款产品的样品已经准备好了。

Best regards,

Andrew

备注：开发德国客户时候专门用的德国名字，开发不同国家的客户会根据当地的人名特点换名字。

Dear Andrew,

Please send me your quotation.

请把报价单发给我。

Best regards

AW

Dear Adrew,

Many thanks for your qoutation.Could you please send us each two samples for our QC testings.

感谢你发来的报价单，请问是否可以每种再发2个样品来给我们做测试呢？

Best regards

AW

Dear AW,

Thank you for your mail.

We are pleasure sending you untangler samples which are free.

我们很乐意免费给您寄送样品。

We can send you 3pcs H14235 transparent white, and 3pcs H14236 transparent blue. Since we have no H14234 transparent black in stock. When you order H14234 transparent black, we will manufacture them for you.

我们可以给你寄送白色以及蓝色的，因为我们目前没有黑色的样品库存。如果您想要下单黑色的，那么我们工厂会给您生产。

Could you send us your DHL accounts(on your cost). You could also call DHL to pick them up from our factory. Our address is XX.

麻烦您把快递帐号告诉我，您也可以给我们自行安排物流从我们工厂拿货，我们的地址是XX。

Best regards,

Andrew

Dear Andrew,

Today I received your samples, many thanks. My first practical tests were very positive.

我今天收到样品了，感谢。我们的第一次测试结果很好。

Please fill in the attached form with your bank details, we will integrate you into our system to prepare orders.

请填写关于你们银行帐号的附件表格，我们将把你们列入供应商系统中。

Dear Andrew,

As you already were informed by us, there is a new lew existing in the European Union, regarding banned substance and the marking of electronic products (WEEE and RoHS).

正如我们告知你的，欧盟有一项关于违禁物品和电子产品标识（WEEE和RoHS）的新规定。

The items, that are affected by this law need to be produced free from the named banned substances until January, 1st of next year. Also they have to be marked with the WEEE waste bin.

受这条规定影响的产品都得在明年1月1日之前清除违禁物质，此外，它们还得被标记为WEEE废物箱。

Best Regards

Hama GmbH & Co KG

CG

Dear Andrew,

1. Resy-Sign

Please find attached the artwork for the Resy-Sign and the following letters.

具体的标志请在附件查看。

备注：邮件附上了详细的包装要求（非常的繁琐），中间略去一些非关键内容。总共订单是5000USD。

2. Shipment

We probably want that it will be shipped by FEDEX at our account. 

我们可能倾向于是用联邦快递来寄送。

3. Payment

Regarding the payment term we would be very glad if you could accept T/T after receipt of the shipping documents by fax. Most all of our suppliers accept this payment term as it is the cheapest and quickest way of payment. I must point out that we never pay in advance!

关于付款方式，如果你方可以在收到装船单据的传真之后使用T/T，我们将很乐意。我们大多数供应商都接受这种付款当时，因为这是最便宜最快捷的，我必须告诉你我们从未先付定金。

备注：不接受定金，看到这个付款方式，估计十个人有九个会不高兴，发货后见运单付款，很容易钱货两空。

4. Please send us your P.Inv. for confirmation. 

请将形式发票寄给我们确认。

备注：此刻心情悲喜交加。

I am looking forward to hearing from you soon.

Best regards

CG

Dear CG,

Thank you for your mail.

According your request, our feedback as follow:

根据您的要求，我们的回执如下：

1. About Resy-Sign

We will use PET material to packing untangler for you. And we will print “RESY” symbol with the number “XX60” on it (both side printing).

我们会采用PET材料为您包装防卷器。同时我们还会为它打印标号为XX60的RESY符号。（双面印）

2. Shipment

Could you please tell me the gross weight of the consignment as we probably want that it will be shipped by FEDEX at our account. Feedbak Pls check the packing list on attachment.

请问您是否可以告诉我这批货的毛重是多少，因为我们可能使用联邦快递来寄送。请查收附件的装箱单。

3. About Payment

We accept TT 50% deposit when you order, balance 50% after client receipt shipping document by Fax.

当您下订单之后，我们接受T/T 50%的定金，剩余的您收到装运单据后给出即可。

4. Please send us your P.Inv. for confirmation.

Feedback We have sent our P.Inv and packing list to XX. And our Chinese New Year Holiday is coming. All Chinese will enjoy our Spring Festival holiday.

我们已在此回执中附上形式发票以及XX产品的装箱单。此外，中国的春节快到了，我们所有人都会放假庆祝。

备注：这里强调春节放假，希望客户尽快下单给钱。

When we receive your deposit, we will start manufacture your cargo from 11/02.

当我们收到定金之后，我们会在2月11开始生产您的商品。

Best regards,

Andrew

Dear Andrew,

Payment

As I already told you it is not possible that we pay an deposit or in advance.

正如我告诉你的那样，我们不会预付定金。

All of our suppliers accept the payment term T/T after receipt of the shipping documents by fax.

所有的供应商都是在我们收到装船单据后接受T/T付款方式。

But for the first order we could accept L/C at sight and for future orders then T/T after receipt of the shipping documents.

但对于第一批订单，我们愿意接受即期信用证付款，以后如果再下单的话，依然是按照我们的付款方式来。

Please let me have your comments about this. 

请告知我您的想法。

Best Regards

CG

Dear CG,

We have got your L/C and read it carefully. There are some mistake on L/C.

We hope you can do some change in L/C as follow:

我方已经仔细查看您发来的信用证，其中有一些小错误，希望您能给与更改。

1. Item 59 on L/C

BENEFICIARY

XX TELECOM INC. TRADING CO.LTD

Change request

Please change it to be our beneficiary full name.

XX TELECOMMUNICATION INCORPORATION CO.LTD.

2. Item 45A DESCRIPTION OF GOODS

You write your item No. are H14231; H142351; H142361 in L/C.

Change request

Please change them to be HAMA item No as follow:

000H14230001;

000H142350001; 

000H142360001

We hope we can get new L/C before 22/02.

Best regards,

Andrew

Dear CG,

We are manufacturing your products and we will finished testing and packing them on 30/04.

我们正在生产您的商品，并将在4月30日完成测试和包装。

The attachments are some picture, pls check them.

附件是已生产的产品图片，请查收。

Best regards,

Andrew