逆境突围第七十一章收到海外准客户的来信
吴达城从手机上，收到了海外准客户的来信，全文如下，然后，他翻译好后，抄送给了老板，希望老板能够做出一个回音。随着疫情在全球的继续蔓延，海外业务，依然受到了重大的挑战，随着质量及技术标准的提高，有些小的熔喷布厂，及口罩厂，已经被政府责令停产，或者自己没有销路，直接将设备低价卖掉，以止损。有的熔喷布机器，一条流水线，在2020年4月的时候，需要650万，可是，两个月后就降到了30万也没有人要的地步，有的熔喷布，在2020年4月时，还值80万一吨，可是到了2020年11月的时候，只有2万左右一吨，价格整整跌了四十倍，即使这样，也难以成交，有价无市，和股市的暴跌有着相同的命运，和光伏行业的暴跌，也有着相同的处境，只不过，光伏行业，有起起落落，而2020年4月开始，熔喷布行业，及口罩行业，价格一直在下跌。
onLine Retail Sales three parties business model
dear wu:
here in Europe there are many customers， who every day surf the Internet and find the products that they need on several websites， including Ebay and Alibaba. they can be endusers， private persons， or also employees of panies purchase departments. often these products are offered by chinese suppliers， who are able and willing to pack even one piece and ship it to their customer in Europe. It is a huge marked indeed.
we notice that shipment costs are really low， just few rmb. So I suppose that there is a specific offer from china post for these type of “small package international shipments”. Shipment time is around 3 to 4 weeks， but there can be delays sometimes， as we have seen this year due to covid 19.
Even on Amazon we can find chinese products that are delivered in similar way.
It is the same business model that you have in china on tmall， Jindong， taobao.
hence I propose to you and your boss the same business model that I have told you about several times.
1. You send me the pricelist of your products， which should include the shipment cost.
2. I promote your products on Internet in Italy， both through my website and on online sales websites.
3. the customer send me their enquiries and I provide technical and mercial information on the products.
4. the customer send me the order and issue the payment to me.
5. I send the order to you， with model， quantity and customer address.
6. You pack the product， you send the invoice to me and ship the product directly to the customer address.
7. I issue the payment to you.
8. I follow the customer in case he needs any clarification on shipment and product.
there are three parties: wu's pany， paolo and the customer
I am the link between wu's pany and the customer. I get the order from the customer， you ship the goods to the customer and we both make our profit.
we could start this business with the steel clothes hanger that you manufacture; if you already have package with English writings and instruction manuals in English language， it would be ok for the first deliveries， but my goal is to offer a product which fully suits the expectations of Italian customers， hence， if you send me the writings on the package and the instruction manual in English， I will translate them in perfect Italian and you can use my translations to upgrade the products.
this is the easiest way to develop the market in Italy. In the future we can consider also other countries in Europe. If the business grow big， then we can evolve to include in our scope also the business model that you prefer， with bulk shipments and a warehouse in Italy. but it is wise to proceed step by step.
I understand that at the moment your logistic department is not working on small packages， but as you tell me that your pany has actually started in short time a new production， the one related to melt blow fabric， which is a totally new technology， which required big investments， I trust that the investment needed to set up the structure for “small package shipment and invoice“ will be considered as really small for your pany.
Looking forward to your feedback， I send my best regards
paolo
中文翻译参考稿如下：网上零售三方经营模式
亲爱的吴先生，
在欧洲有很多客户，他们每天上网，在几个网站上找到他们需要的产品，包括Ebay和阿里巴巴。他们可以是终端用户、私人人员，也可以是公司采购部门的员工。这些产品通常是由中国供应商提供的，他们有能力也愿意打包哪怕是一件，然后运送给他们在欧洲的客户。这确实是一个巨大的市场。
我们注意到运费很低，只有几块钱。所以我认为中国邮政对这种“小包裹国际运输”有具体的报价。装运时间大约是3到4周，但有时会有延迟，就像我们今年看到的新冠肺炎。
即使在亚马逊上，我们也能找到类似的中国产品。
这和天猫、金东、淘宝的商业模式是一样的。
因此，我向你和你的老板提出我已经告诉过你好几次的商业模式。
1.你给我发你们产品的价格表，里面应该包含了运费。
2.我通过我的网站和在线销售网站在意大利的互联网上推广你们的产品。
3.客户向我咨询，我提供有关产品的技术和商业信息。
4.客户发订单给我，付款给我。
5.我把订单发给你，包括型号，数量和客户地址。
6.你把产品包装好，把形式发票发给我，然后直接把产品寄到客户地址。
7.我付款给你。
8.我跟综客户，及时与他沟通关于发货和产品的任何信息。
这里有三个方面:吴的公司，保罗和客户
我是吴的公司和客户之间的纽带，我从客户那里拿到订单，你把货物运送给客户，我们都可以获利。
我们可以从你们生产不锈钢晾衣架产品开始尝试;如果你已经计划用英语书写说明书及用英文来包装，这将是最好的包装方式，但我的目标是提供一个产品，能够完全符合意大利市场或客户的需求，如果你给我的产品在包装上已经用英文来写说明书，我将把他们翻译成完美的意大利文。
这是开拓意大利市场最简单的方法。将来我们也可以考虑发到欧洲其他国家。如果业务发展壮大，那么我们也可以发展您喜欢的业务模式，包括散货运输到在意大利的仓库。但是循序渐进一步一步来是明智的。
我知道此刻你的物流部门不是致力于小包装，但是当你告诉我，你所在的公司已经开始在短时间内投入新的熔喷布面料，这是一个全新的技术，这需要很大的投资，我相信此类投资，需要设置一个海外营销模式结构“小包发货和发票”，将为您的公司开拓海外市场起到不小的作用。
期待您的反馈，并致以我最好的问候
保罗
吴达城收到这封信，其实还是有点高兴的，至少国外准客户，给予了回音，但是看他的话音，感觉，他对把中国的产品卖到意大利，似乎也没有多少信心。要把一些产品卖到国外去，真的不是那么容易。
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