华信系列产品
1. 华信建交函
HuaxinTrading Co.Ltd. 14th Floor Kingstar Mansion. 676 Jinlin Road
Shanghai,China
Tel: (021)62597480 Fax: (021)62597490
Zip Code: 200002
March 6, 2010
Purchasing Division
James Brown & Sons
# 304-310 Jalan Street, Toronto, Canada
Tel NO: ( + 01 ) 7709910
Fax NO: ( + 01 ) 7701100
E-mail:lock@www.jbs.com. cnd
Dear Mr. Lockwood
From the March 4 issue of the International Business Dailywe have learned you are in the market for chinaware, which just falls within our business scope. We are now writing to you to establish long-term trade relations.
As a leading trading company in Shanghai and backed by nearly 20 years of export experience, we have good connections with some reputable ceramics factories and, sufficient supplies and on-time delivery are guaranteed.
Enclosed please find our latest catalogue. You see that we can offer a wide selection of quality dinner and tea sets ranging from the elegant Chinese traditional styles, to the popular European modem designs.
In particular, we would like to inform you that we have a new line that may be most suitable for your requirements——HX series (see page.7-23). They are all made of first-class porcelain, decorated with hand-panted patterns, and packed in eye-catching gift cases. Most of articles are available from stock.
We are sure you will find a ready sale for our products in Canada as have other retailers throughout Europe and USA.
Please let us know if we may be of further assistance, and we are looking forward to your specific inquiry.
Yours sincerely
Huaxin Trading CO. , Ltd.
Zhao Jianguo (Mr. )
Daily Articles Division
2． 加拿大客户询盘
James Brown & Sons
#304-310 Jalan Street, Toronto, Canada
Tel No : (01) 7709910 Fax: (01)7701100
Mr. Zhao Jianguo
Daily Articles Division
Huaxin Trading Co., Ltd
14th Floor Kingstar Mansion, 676 Jinlin Rd.
Shanghai, China
Date: March 13, 2010
Dear Mr. Zhao
Thank you for your letter of March 6, 20## and your latest catalogue.
We are much impressed by your HX series, especially HX1115, HX1128, HX2012, HX4405, and HX4510. It would be appreciated if you could quote us your best prices on FOB Shanghai, CFR Toronto & CIF Toronto all including 5% commission.
Meanwhile we would like to have some samples of the above items for our customers to test before we could place a firm order.
If the lab tests go well, and your prices are competitive, we’d certainly be able to place a substantial order.
Yours truly
James Brown & Sons
Paul Lockwood
Purchasing Division
商品资料如下：
注：a. 上述价格均按20’FCL计算（HX1115：542箱，HX1128:437箱）。
b. 包装如下：HX1115一套/纸箱；HX1128一套/纸盒，二套一箱
c. 保险按110%发票金额投保水渍险、破损破碎险和战争险。即期信用证付款。
关于交货期的情况是，HX1128无货，最早到5月底才能出货。HX1115证到后
6周内出运。
d. 有关样品已航空寄出。
请按上述来函及所附的商品资料拟写发盘函，发盘有效期为7天，随寄有关产
品已达FDA标准的质检报告。
3． 华信发盘函
Dear Mr. Lockwood,
We are pleased to receive your inquiry of 13 and to hear that you are interested in our HX series chinaware.
We are pleased to make you an offer as followsbased on 20’FCL.
Packing: As to HX1115, HX4005, HX4510, one set per carton
As to HX4005, two sets per carton
As to HX1128, one set to a case, two cases to a carton
As to HX2012, one set to a case or a gift case if requested, two cases to a carton
Shipment: As to HX1128 & HX4005, the earliest delivery to be effected at the end of May
As to the remained article numbers, to be shipped within 6 weeks after receipt of the relevant L/C
Payment: By L/C at sight
Insurance: For 110% invoice values covering W.P.A, Breakage & Clash Risk, and War Risk.
You will readily understand that this offer remains good only for 7 days.
In addition, we have airmailed to you some samples. Our own laboratory reports, enclosed with this letter, show that our HX series perform up to the FDA, and in some respects, out-perform it.
We are looking forward to your initial order.
Yours sincere.ly,
Huaxin Trading Co., Ltd.
Zhao Jianguo (Mr.)
Daily Articles Division
4. 加拿大客户第一次还盘
Dear Mr. zhao,
Thank you for your letter of March 16, 20## and your samples.
For your information, our customers are quite satisfied wit the test result of your samples but they are still holding back.
After careful examining and comparison with similar products of other makes, we find your quotation is really much higher. Unless the prices could match with the market level, it is difficult to persuade customers to purchase from you.
So, we would counter offer as follows:
Art No. HX1115 Usd23.00 per set CIFC5 Toronto
Art No. HX2012 Usd19.20 per set CIFC5 Toronto
Art No. HX4405 Usd22.90 per set CIFC5 Toronto
Art No. HX4510 Usd29.40 per set CIFC5 Toronto
Actually, competitive prices for a trial order can often lead to a high market share with enormous profits in future. We hope you will take this factor into account and wait for you early reply.
Yours truly,
James Brown& Sons
Paul Lockwood
Purchasing Division
5. 华信还盘核算
商品名称：陶瓷餐茶具
报价资料：
税率：供货单价中均包括17％的增值税，出口陶瓷制品的退税率为9％。
国内费用：出口一个20英尺集装箱需发生的费用有：
运杂费800元；商检费150元；报关费50元；港区港杂费650元；
公司业务费1200元；其他费用900元。
海洋运费：陶瓷餐具从上海至加拿大多伦多一个20英尺集装箱的包箱费率1750美元。
货运保险：C1F成交金额的基础上加10%投保中国人民保险公司海运货物保险条款中的水
渍险、碰损破碎险和战争险，费率分别为：0.5％、0.3％、和0.16％。
客户佣金：成交价格的5％。
报价利润：报价的10％。
报价汇率：8.25元人民币兑换：1美元。
报价核算操作：
货号：HX1115
成本： 含税成本： 152.00元／套
退税收入： 152 ÷（1 ＋ 17 % ）× 9 %＝11.6923元／套
实际成本： 152 —11.6923＝140.3077元／套
单件包装体积：0.4 × 0.32 × 0.36 = 0.0461立方米
20英尺集装箱包装件数： 25 ÷ 0.0461 ＝ 542纸箱
报价数量： 542 × l = 542套
费用： 国内费用：（800＋150＋50＋650＋1200＋900）÷542＝6.9188元／套
出口运费： 1750×8.25÷542 = 26.6375元／套
客户佣金：报价×5％
保险费：CIF报价× 110％ × 0.96％
利润： 报价×10％
CIF报价= 实际成本＋费用＋利润
= 140.3077＋ 6.9188 ＋ 26.6375 ＋报价×5％
（实际成本）（国内费用）（出口运费）（客户佣金）
十报价×110%×0.96％ ＋ 报价×10％
（海运保险费） （预期利润）
C1FC5 = 173.864 ÷(1 – 5% -110%×0.96% - 10%)÷8.25
= 173.864 ÷0.8394÷8.25 = 207.1289÷8.25
=25.11 美元/套
? 华信报盘时HX1115价格为每套25.11美元CIFC5多伦多
? 客户还盘HX1115餐具价格为每套23美元CIFC5多伦多
? 问：如果华信接受客户还盘价格，华信公司该品种餐具出口（以一个20英尺集装箱为计算单位）可以获利多少元人民币？
还盘核算操作：
因为CIF报价（销售收入）= 实际成本＋费用＋利润额，所以要求出公司在还盘后能获利多少元，可以应用以下公式：利润额=销售收入-费用- 成本
1）采用分算法先算出每套餐具出口的人民币利润额
利润额=CIF报价-费用- 成本
=报价- 出口保费- 出口运费- 客户佣金- 国内费用- 实际成本
= 23×8.25×（1-110%×0.96%-5%）-6.9188-140.3077
=4.3947元/套
由此可算出：
总利润=4.3947×542=2381元/一个20英尺集装箱
利润率=4.3974÷23×8.25×100%=2.32%
2）采用总算法直接得出出口一个20英尺集装箱的利润额
利润额=销售收入- 实际成本- 出口运费- 出口保费- 客户佣金- 国内费用
=102844.5- 76046.7692- 14437.5- 1086.0379- 5142.225- 3750
=2381元
利润率=2381÷102844.5×100%=2.32%
6. 华信还盘
Dear Mr. Lockwood,
Thank you for letter of March 20, 2010.
Much to our regret, we find it impossible to comply with your request. Your offer is too low and cannot serve as a basis for further negotiation with our manufacturers.
The prices we quoted are most favorable if you take the quality into consideration. To reach the FDA standard is not an easy thing. Furthermore, you may have seen from our samples that our packages are excellently designed and printed, which also cost us a lot. So we can hardly make any price reduction.
However, in order to develop our market in your area, we have decided to give you an exceptional offer as follows:
Art No. HX1115 Usd23.50 per set CIFC5 Toronto
Art No. HX2012 Usd20.40 per set CIFC5 Toronto
Art No. HX4405 Usd23.20 per set CIFC5 Toronto
Art No. HX4510 Usd30.10 per set CIFC5 Toronto
Other conditions remained unchanged.
This offer is valid only for seven days.
For the market is firm with an upward tendency, we advise you to accept our prices without delay.
Yours sincere.ly,
Huaxin Trading Co., Ltd.
Zhao Jianguo (Mr.)
Daily Articles Division
7． 加拿大客户二次还盘
Dear Mr. Zhao,
Thank you for your letter of March 23, 2010. We would like to inform you that we have persuaded our customers to accept your prices although they seem still high for this market.
However, as our customers urgently need the goods, they require shipment not later than the middle of April, or they will get the goods from other resources. We think it would be in your interest to consider this unharsh condition.
We should be obliged if you would treat this as urgent and arrange for immediate delivery.
Your prompt response will be highly appreciated.
Yours truly,
James Brown & Sons
Paul Lockwood
Purchasing Division
8． 华信还盘
Dear Mr. Lockwood,
Thank you for your letter of March 25, 2010. But since you make “shipment not later than April 15” a firm condition, we deeply regret that we cannot accept your bid.
Our factory is finding it impossible to meet current demand for the HX series because the stock is exhausted but consecutive new orders are pouring in. Though the workers ware speeding up the production, the buyers still have to wait.
We have tried every means to advance the delivery time. Now by putting off our supply to another customer, we can guarantee shipment on or before the end of April. We trust this slight alteration in your proposal will meet with your approval.
Owing to the tight-schedule, this offer is valid only for 4 days.
Looking forward to your initial order and a happy cooperation between our two firms.
Yours sincere.ly,
Huaxin Trading Co., Ltd.
Zhao Jianguo (Mr.)
Daily Articles Division
9． 客户接受
Dear Mr. Zhao,
Thank you for your letter of March 27, 2010. We really appreciate your effort to pave the way of our business. So we are glad to place Order No. 98-CS012HX as follows:
We expect to find a good market for the above and hope to place further and larger orders with you in the near future.
Yours truly,
James Brown & Sons
Paul Lockwood
10． 华信接受订单
HuaxinTrading Co.Ltd.
14th Floor Kingstar Mansion. 676 Jinlin Road
Shanghai, China
Tel: (021) 62597480 Fax: (021) 62597490
Zip Code: 200002
April 3, 1998
Purchasing Division
James Brown & Sons
#304-310 Jalan Street, Toronto, Canada
Tel No: (+01) 7709910
Fax No: (+01) 7701100
E-mail.: lock@www.jbs.com.cnd
Dear Mr. Lockwood,
Thank you for your letter of March 31, 1998 and your Order No. 98-CS012HX.
Enclosed are two copies of our Sales Confirmation No. CAJBS9801. Please sign and return one copy for our file.
In order to allow us stick on our production schedule and meet the date of delivery, please open the L/C without delay. We will keep you fully informed of the progress of your order. If you would like to get in touch with us urgently, you may telephone or fax us.
Please be sure that we shall effect the shipment in time to satisfy your local market demand.
Yours sincerely,
Huaxin Trading Co., Ltd.
Zhao Jianguo (Mr.)
Daily Articles Division