cfr与cif这二者之间所具有的差别是非常大的,很多新建设公司就是因为撰写发盘函混淆二者,而导致在交易过程中减少收益,对于这一问题外贸从业人员,特别是新人,必须加以关注,CFR所说的是,named port of destination,也就是说在这一单生意中销售方需要支出的成本加运费。CIF所说的意思是named port of destination,和前者在本质上所具有的最大差异是后者是有保险费用的,虽然二者都是以指定目的港为最终结果,但是在运输过程中应为费用问题会导致最终盈利差异极大。

浙江的某土特产对外贸易公司所销售的产品杭州西湖蜜梨,这一产品在欧美国家格外受到一些高端消费者的青睐,因此该公司在建成之后的初期,就接到了十几个外贸单子,而在其所撰写的发盘函中因为对于cfr与cif混淆对公司获利造成了很大的影响。

Dear Mr. John

Hangzhou Xihu pear sold by our company has been widely concerned in the industry. The local products we sell are handled by our company, from planting to harvesting. Therefore, the quality is very guaranteed. It is precisely because of this reason that they have been unanimously recognized by users in many countries, Guigong. We have received your letter of yesterday that you are in need of 20 tons of West Lake pears. We will ship them as soon as possible after we have reached an agreement.

The price of Xihu pear is US $5 per kilogram, 1% discount per kilogram above 100 kilograms, 3% discount per kilogram above 1000 kilograms, and 5% discount over 10,000 kilograms. All the discounts given can not be superimposed. This is the final quotation from our company. We hope to get your reply as soon as possible to reach the conclusion. Related contracts.

The West Lake pear products we sell will be covered by relevant insurance. The specific types of insurance can be determined according to your requirements. We can give you a reply after your discussion. All the freight charges in the course of transportation will be borne by our company. I hope to hear from you soon.

亲爱的约翰先生

我公司所销售的杭州西湖蜜梨,在行业中是受到了广泛关注的,我公司所销售的这一土特产品是由公司经手,从种植到收获一条龙完成的,因此品质方面非常有保障,也正是因为这样的原因受到了多个国家用户一致认可,贵公司昨日所发来的信函,我们已经收到,贵公司需要20吨 西湖蜜梨,达成协议后我们会尽快发货

每公斤西湖蜜梨价格为5美元,100公斤以上每公斤给予1%的优惠,1000公斤以上给予3%的优惠,达到1万公斤以上,给予5%的优惠,所给出的各项优惠不可叠加,这是我公司对外的最终报价,希望能够尽快获得贵公司的回函,以达成相关合同

我公司所销售的西湖蜜梨产品会承担相关保险,具体险种可根据贵公司需求而定,这方面可以在贵公司商榷后给予我公司答复,在运输过程之中所有的运费皆由我公司承担。希望尽快获得贵公司回信。

和这家公司达成贸易往来的是英国的一家土特产品销售公司,该公司在回函中写道:

尊敬的张经理

非常感谢您能第一时间回函,对于贵公司给予的优惠,我方是认可的,但公司在反复磋商之后,希望能够获得1万公斤以上7%的优惠,毕竟在我市所销售的西湖蜜梨产品,并非一家独自经营,因此市场竞争较大,所以希望能给予7%的优惠,以利于我方拓展市场。

对于贵方的相关协议内容,我方认可,对于贵方让我方所选择的保险方式,我方希望能获得海洋运输险。希望贵公司可为本次运输产品提供一切险。

Dear manager Zhang

Thank you very much for your prompt reply. We agree to your offer. But after repeated negotiations, we hope to get a discount of over 10,000 kilograms and 7% of the discount. After all, the West Lake pear products sold in our city are not solely operated, so the market competition is large, so we hope to give 7% of the discount. The discount will help us expand the market.

As to the contents of your relevant agreement, we agree that we hope to obtain marine insurance for the type of insurance you have given us. We hope that you can provide all risks for this transport product

浙江这家公司在开拓业务初期阶段,做的营销还是非常到位的,几天内就和多家公司洽谈,而在进行回函时,无一例外的都是以cif这种方式为主,也就是说承诺为用户提供运费以及保险。

多家公司所给出的险种选择大同小异,一些公司选择的是海洋运输险险种,以一切险为主,而部分公司会选择水渍险和平安险。

浙江的这家公司对于短期内达成这样的贸易往来是非常满意的。而在安排发货并开始关注到保险内容时却发现这样的保险购买所支出的费用远超过公司此前的预期,这也就导致虽然在公司经营的初期阶段这家公司所接到的外贸业务较多,但是在多笔外贸业务往来中,所获得的净利润并不是很高。

后期这家公司在集中交易之后了解了不同国家保险的费用,根据国家不同,所运输的产品所给出的保险费用是有一定差距的,特别是一切险和平安险价格太高,后期这家在撰写发盘函时所关注的核心转为cfr为主,此后该公司所获得的净利润增加了很多。

原文来自邦阅网 (52by.com) - www.52by.com/article/17436

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