瑪雅英文郵件集錦
2021-12-01
Dear Indrit,
First of all, thank you for the updated quotation, but we were really surprised after seeing your revised price. Previously, your company had provided the indicative price. And we believed that the indicative price was estimated, it would go down. However, when we got your new price today, the price went up a lot. The previously quoted price was CIF basis, and now it is FOB basis. The price should go down, but it didn’t and increased instead. Can you tell us why?
FAM: During our phone calls last week, I more time underlined that the prices at disposal on 22.11.2021 were old prices (of 6 months ago). I also more times underlined that there have been major modification requests by owner and major material increase prices. I also explicitly informed you that the new prices are definitely higher and not lower despite changes from CIF to FOB. If you compare the price that I provided you on 22.11 with the once of 29.11 for the purchase parts, the delta difference is approx..800T€ which is absolutely justified. Considering the 300% transportation costs increase, if applying the CIF base we would have much higher prices. Therefore I do not understand your statement.
The most surprising thing is that the price of the Vietnam manufactured steel structure had 75% increased, which is unbelievable. Even if the material cost is rising, it will not rise so much. Please also explain why.
FAM: The estimation about the steel structure fabrication were of course totally wrong. This is my fault since, despite timely not possible, I provided you with prices without calculating these first. I did not consider the price increase of last 6 months and also the overheads that we would have. I had to wait for the calculation to be done but in order to help and provide you a price within a deadline I made an estimation myself. This was totally wrong. I should not have made it and apologize for the caused inconvenience.
We sincerely hope that we could cooperate with your company in this project. In the beginning, we asked if your company was interested in participating in this project. Your company responded with interest. And we were very happy to be supported by FAM. Therefore, we suggested we can sign MOU before the final price negotiation by the customers to get a win-win situation. Of course, it is based on both parties agreeing to an agreed price.
FAM: We appreciate your intention. Please also be confident that our intention towards cooperation with you was and is sincere.
However, your updated price rises so much now, nearly 6 million US dollars, we think it will be difficult for us to go further with you. Because when we asked you about the meaning of the indicative price, you said that although the price was indicative, it was also the actual quoted price. Therefore, the price we gave to the customers was your price. Your answer had been misleading us!
FAM: I apologize for this. However, this was not our intention. The reason for the huge price increase in the steel structure fabrication are mainly our overheads, therefore we do not quote this usually, since it makes the offer uncompetitive. I pointed out on this issue also during last week phone calls but since you insisted to have the steel structure fabrication as well, we accordingly calculated and offered. In any case, if J.A.T. take over the steel structure fabrication I trust you will have a much competitive price.
This week the customers will negotiate the final price with our company at any time, so we hope that your company can provide a very competitive price by tomorrow(12.1). If your company's price is still less competitive, we will have to give up cooperation with FAM but look for other Chinese suppliers’ support instead.
FAM: If you want to be competitive, I kindly ask you to reconsider your position reg. steel structure fabrication. As already explained, as long as you leave the steel structure fabrication on our scope we will have very high and uncompetitive prices (with Chinese anyhow not possible to compete) therefore it is useless to recheck and requote this.
We still hope to have FAM’s support in this project but please also understand our situation.
FAM: Please recheck your position reg. steel structure fabrication and let us know.
親愛的因德里特，
首先，感謝您更新後的報價，但在看到您修改後的價格後，我們真的很驚訝。以前，貴公司已提供指示性價格。而且我們認為指示性價格是估計的，它會下降。然而，當我們今天得到你的新價格時，價格上漲了很多。以前報價是CIF基礎，現在是FOB基礎。價格應該下降，但它沒有，反而增加了。你能告訴我們為什麼嗎？
FAM：在上週我們的電話中，我有更多時間強調 2021 年 11 月 22 日的可用價格是舊價格（6 個月前）。我還多次強調，業主提出了重大修改要求，主要材料價格上漲。我還明確告知您，儘管從 CIF 更改為 FOB，但新價格肯定會更高而不是更低。如果您將我在 22.11 上提供給您的價格與購買零件的 29.11 一次的價格進行比較，則增量差約為 ..800 歐元，這絕對是合理的。考慮到 300% 的運輸成本增加，如果採用 CIF 基數，我們的價格會高得多。所以我不明白你的說法。
最令人驚訝的是，越南製造的鋼結構價格上漲了75%，令人難以置信。即使材料成本上漲，也不會上漲這麼多。還請說明原因。
FAM：關於鋼結構製作的估計當然是完全錯誤的。這是我的錯，因為儘管無法及時提供價格，但我沒有先計算這些價格就向您提供了價格。我沒有考慮過去 6 個月的價格上漲以及我們將擁有的管理費用。我不得不等待計算完成，但為了幫助您並在最後期限內為您提供價格，我自己進行了估算。這是完全錯誤的。我不應該這樣做，並為造成的不便道歉。
我們真誠地希望能在這個項目上與貴公司合作。一開始，我們問貴公司是否有興趣參與這個項目。貴公司對此很感興趣。我們很高興得到 FAM 的支持。因此，我們建議我們可以在客戶最終價格談判之前簽署MOU，以獲得雙贏。當然，這是基於雙方同意約定的價格。
FAM：我們感謝您的意圖。也請相信我們與您合作的意圖是真誠的。
不過，你們更新的價格現在漲的這麼厲害，將近600萬美元，我們想跟你們走得更遠是很困難的。因為當我們問你指示價格的含義時，你說雖然價格是指示性的，但也是實際報價。因此，我們給客戶的價格就是您的價格。你的回答誤導了我們！
FAM：我為此道歉。然而，這並不是我們的本意。鋼結構製造價格大幅上漲的原因主要是我們的間接費用，因此我們通常不引用這一點，因為它使報價沒有競爭力。我在上週的電話中也指出了這個問題，但由於您堅持要進行鋼結構製造，因此我們進行了相應的計算和提供。無論如何，如果J.A.T.接管鋼結構製造我相信你會有一個很有競爭力的價格。
本週客戶將隨時與我司協商最終價格，希望貴司在明天（12.1）前提供極具競爭力的價格。如果貴公司的價格仍然沒有競爭力，我們將不得不放棄與 FAM 的合作，而是尋求其他中國供應商的支持。
FAM：如果你想有競爭力，我懇請你重新考慮你的職位。鋼結構製作。如前所述，只要您將鋼結構製造留在我們的範圍內，我們的價格就會非常高且沒有競爭力（無論如何中國無法與之競爭），因此重新檢查和重新報價是沒有用的。
我們仍然希望在這個項目中得到 FAM 的支持，但也請理解我們的情況。
FAM：請重新檢查您的位置記錄。鋼結構製造，讓我們知道。
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