主页 > 心路历程 >

这样的顾客该怎么处理哎求大侠帮忙碰到这样的

大智若愚的傻妞：这样的顾客该怎么处理，哎，求大侠帮忙
碰到这样的顾客我该怎么处理，
事件背景
在谈一款新品，
这款新品其实客户之前在澳洲、马来做过，
在新品报价中，不论产品、模具费，对方总拿他自己以前的价格来比，然后说我们的产品价格太高，
前面我和他解释产品价格影响原因，对方初次定量比较低，对于未来的市场需求也没说明，
我司也没有其他任何一款产品能用到他的新品材料，
所以，做他这个产品，对于我们原材料采购、模具开发都会有一定影响，放到外面厂做也不大愿意，量太少。
而且对方交期又逼得紧，
现在到好，对方自己一开始东找西找其他其他厂，到了八月初说让我们做，一开始先谈价格，谈来谈去，价格老是谈不拢，他给我的感觉就是，拿着他自己以前做的低价格死命让我们去接受（我也不确定他说的以前的低价格是不是真的）又有哪家厂能接受这样的做法了？
然后又说时间紧，说是这个月底就要交货，
最后也就是下文他发的邮件了，
看了之后很闹心，我们是合作了几年（但其实直接向他供货不多，主要是向邮件中说到的BCI供货，他和BCI又有关系）
做这个新品，他自己弄的急急忙忙，自己先同客户把订单谈好，交期谈好，却又临时想着换厂家做（因为他有好几款产品，之前是这家做个产品，那家做个产品，现在美其名曰现在开始要把所有产品放同一家厂做，方便统一采购，然后说是选我们）我们接受新产品，至少一个月才能出样品然后投入生产。
现在反咬一口说我们破坏了他的良好关系。
之前一直好声好气的和他说，解释价格原因，
现在我也不知道该怎么办了，还在思考怎么同领导反馈，
我个人是想这个新品不做没关系（觉得公司在这新产品确实经验少，不具备优势，且技术经理处理也不给力，可上头领导想做，说是要给部门引进新品，增强实力），但关系不能弄僵、弄死，毕竟还有其他产品再做，要死也不能死在我这，不然我怎么和领导交代。
可现在真黔驴技穷了，不知道要怎么沟通，也发现根本无法理解他所想的，到底该怎么办了？

下面是今日针对客户邮件的回邮（红色为我的回邮）
Dear Elena,

Regarding the quote for the Evolution squab frame, it's very high ,Transport seating would not pay this price for the squab frame as the cost here in Australia is well below half of Leadcom price.

Now this is the fourth item that is more expensive, and I can see that China will price them self's out of the market world-wide.

I have attached quotes from Everlas in Malaysia who are parent company of PMI in China, and the Evolution squab frame is under $20 Australia dollars
and Evolution cushion frame is well under $40 Australia back approx 6 years ago.
"20Australia dollars, 40 Australia dollars" compared with the given price (USD117) that includes squab frame, squab & cushion foam, armrest, seat cover?
I see you've done with your Australian or Malaysia partner on marine seat for long time, it's stable for them to do it,
I try to clear the condition we're facing on the marine seat frame and dies,If there isn't any problem, we'll do it without any hesitation.
but it seems all I said before on what influences the price seems nothing.
may because my English don't clear the thing, I don't know.
Lew who was involved in the Evolution seat at EVERLAS now works at PMI down
the road from Leadcom.
PMI mentioned many times, available to talke with Lew on our side? to find out whether PMI interested on the marine seat frame and how it works in EVERLAS?
because as fas as we discuss, PMI not interested on it,so we have to find other.
You will notice the amotizing of the tooling from EVERLAS is very cheap，however there quality was of very high standard also you will notice the minimum tonnage used in Malaysia is only 3 tonnes and they pay back die cost if the maximum tonnes are used, Australia does the same.
to start the new seat business on our side, we both need to find a balanced point to lead win-win benefits.
The die cost paid back if the maximum tonnes used, that could be discussed, so
clear target price you wanna get from us for 200pcs seats and for future if possible, clear how the Evolution seat will go on in the market in future,
let my boss judge the price,
1)the whole set of dies fee
2) single seat including squab frame, squab & cushion foam, armrest, seat cover in Vinyl
3) single seat including squab frame, squab & cushion foam, armrest, no cover
4)single seat including squab & cushion frame, squab & cushion foam, armrest, plank, (mean the completely finished seat without leg, cover, if cover required, clear it)
(Remark: could you pls share your idea on those punishment fee for the import thing ?)
I am very disappointed in Leadcom , have been a loyal customer for 5 years to Leadcom. And now they have damaged our good relationship.
Because you are not willing to help TST we have decided to take our business to another manufacture.
Please pack the sample evolution seat and sent the box size and weight so I can arrange DHL to pick up the sample evolution seat.
It's hear-broken to hear those arbitrary words.
The price difference ( sometimes high, sometimes low) always happen and is normal for business,
but it's really pretty arbitrary to say "Leadcom damage the relationship, or China push themselves out of the market world-wide" etc .
If we wanna damage the relations with you, we'll sell your Extremet seat to any other, not only BCI,
but not, in the past years, we adhere to the agreement, the cooperation, even, any time, any change on seat required from BCI, we always discuss with you because we repect your design.
We put so much time and work to solve out the whole import thing to minimize the cost on your side, but you think we did the wrong decision, ingoring all what we done, just pay attention to the "fee".
We've cooperated for several years, we wish make it longer.
Wish there is good communication, it's not only you as the customer, also repect you as the elder.
Regards
Rod