2011 年老板转了一封邮件给我，是一个英国的客户，以前买过一次一次性 PVC 手套。于是我就跟进这个英国客户。
M 码 14.5 美金 L 码 15.5 美金 XL 码 16.5 美金
但是这样的价格利润太低，我没有答应客户。报了个 rock bottom price.
M 码 15.2 美金 L 码 16.2 美金 XL 码 17.2 美金
之后客户没说什么，就开始和我确认印刷包装。很快，包装资料确认完毕之后，我顺势做了个 PI 给客户确认，付款方式 T/T 30% before production, the balance pay against B/L copy within 7 working days. 总货值 23000 美金。
客户收到 PI 后说三天内付款。之后三四天后，收到了客户的银行付款水单，金额是 6900 美金，客户是按照 30%订金付的。
又过了两天，定金到账了。于是安排生产。货好之后安排发货，订舱，发装船通知。收到 B/L 后，发了 Copy 件给客户通知客户付尾款。
M size $15.2, L size $16.2, XL size $17.2
他说一直是认为价格是他要求的价格：M $14.5，L $15.5，XL $16.5。（如果按照 PI 上的金额，比他认为的金额要多出 1600 USD）
看到邮件我很无语，因为以前碰到的无理的客户也不少，但是这样睁眼说瞎话的真是第一次见。PI 上明明白白有价格难道看不见？如果说客户是因为忙而疏忽了，那么我报的最终底价的邮件，以及 PI 都能一起疏忽了吗？这让人很不理解。如果没有确认价格，为什么会按照 PI 的总金额付出正好 30%的定金额？
Hello Foss, We are very confused about your last mail. As you know, we quoted our final price by email on Jun 24th, 2011. Here enclose this email for reference.
Then we confirmed all other details of order. PI was confirmed and payment was fulfilled accordingly. The amount was exact the 30% deposit payment 6900 USD based on PI.
Now regarding these prices, is there any misunderstanding or financial mistake? Please kindly recheck it.
Await your comments.
接着客户回复：No, that’s bullshit! The price we agreed was not like those listed on PI. You Chinese guys are playing game!
Look, be wise! I’m ready to pay the balance, but obviously you guys want to rob me..
我一看，这客户还教训起人来了。但是 PI 是经过确认过的啊，而且回复的邮件确实来自客户本人。
Hi Foss, Sorry for bring you unpleasant feeling. Our financial department's record showed that the 30% amount as deposit of our PI (No. XXXXXXX) is 6900.00 USD. And we received your payment of 6900.00 USD on 18th, Mar. If you didn't not check the PI and agreed our price, why you arranged the payment according to that 30% of total amount? So our financial department convinced that you had fully accepted our PI (No. XXXXXXX) which we send to you for you to arrange deposit payment. There is no other way because all the data has recorded in our system and our financial dept. keep the B/L. Only when our company get the current amount of balance and are same with the amount showed in their system, our company will give out the B/L. We are not robbing you, it's only 1600 USD and it's the balance between our P/I and your claimed agreed prices. Regards,
The truth is I claimed need the target price, and you didn’t write those prices on your PI. You guys increased prices!
按照客户的那个目标价来算，总金额和实际出货的总金额其实只是相差 1600 美金。因此，如果答应客户按照他的目标价，我们修改商业发票，那么就少收 1600 美金，相当于这单没赚。但是如果直接就这么答应他，一来我们受不了这个憋屈，二来显得我们是理亏的，三平白无故便宜了这个无理客户。
We believe it's a misunderstanding during the price negotiation. Anyway, let's move on. Based on the target prices you mentioned, the tatal amount is 21400 USD. the rest amount is: 21400 - 6900(you have paid as deposit) = 14500 USD. Please transfer this amount asap. We will send you all shipping documents once we get the balance.
It's very good to hear that. The balance was transferred. Enclose the swift copy.
Hi Foss, Yesterday we received your payment, thanks. This morning I went to our financial dept. to get the B/L, but our financial manager said according to our financial records, we have not received full amount payment of contract. There is still 1600.00 USD balance need to be collected. I tried my best to explain the matter, but they said it's special matter and they didn't agree to give me B/L without our CFO's approval. Meanwhile, they said we've made customs declearation with the amount based on our PI#XXX2011001, if the amount was not the same with the date we reported to customs, that will bring up a lot of troubles, not only financial problem but also repuation level at customs. I plan to discuss this matter with our CFO tomorrow when he back to office. We will do our best to slove the problem smoothly.
Please talk to you CFO. Who is the CFO and managing director? Our employee in Shenzhen needs to know . He will be contacting you shortly
Hello Foss, I've talked with our CFO and reported the matter, also I shared your comments, but our CFO said he could not understand why we do not follow the amount of confirmed PI. He said the situation was complicated. Firstly, our financial date has been recorded into our managing system and is quite difficult to modify. If modify, he need to write report to our operation director and general manager, if passed, the report will be wait our president's approval. Our president also need to ask other two shareholders' idea then give final answer. That will cost a long time. What's more, the problem that we've made customs declearation with the amount based on our PI BBO2011001. We checked with our document dept. and they said now there is no good way to slove it. This kind of matter is highly sensitive and Customs may suspect us to declare more amount on purpose.. So after discussion, we hope you can pay that 1600.00 USD to us this time. We will deduct this amount from your future orders. We will give you 3% special discount for each your order until the amount over, we believe it's the best solution under current situation. As soon as we receive your payment, we will do telex release. Thanks for your kindly understanding. Await your comments.
在发送过去之前，我不禁想象 Foss 收到邮件后会气得什么样。我知道他不得不把剩余的 1600 美金付来。他付了 90%以上的货款，却还没拿到提单。
我心里想，就为了 1600 美金，他大爷的，客户这么无耻，而我装成这样，只是为了给客户一个教训。
You increased the value of the invoice from what was agreed, it isn't complicated at all and there will be serious repercussions for your company. Please be honest, I'd it really worth robbing us?? Do you honestly think you will get away with this with no actions by us?? Please advise.
your company is not honest, we will pay usd 1600,please release tomorrow, we will have a meeting about our response soon. I will advise you of our actions, we do not tolerate such behaviour and this amounts to fraud and dishonesty.
Don't worry. We do telex release once get the 1600 USD, which you should have paid us together with last transferring. We have to pay again for bank charges. But, it's a piece of cake.
之后，客户付了 1600 美金也没多说，回复道：
We require telex release by tomorrow as agreed.
确认收到 1600 美金之后，我回复客户：
Hello Foss, We' ve received that balance. 1600 USD. Thanks. I have let our document department to do telex release ASAP.
We require a refund of the difference that you robbed us. Failure to do so will lead me to add you to a list of rogue Chinese exporters, publish the details of your company on www.ripoffchina.com This is a new site going live at the end of the year with details of fraudulant export companies and manufacturers in China. The site will be advertising on Alibaba.Com and all the major sites, naturally if an importer sees a company on there that they were planning to buy from, then unless they are mad they will not buy from that company, please remain honest with us.
无视，淡定， … 想想晚上去吃什么好吃的？好像有家泰国菜馆开业了，尝尝去。
Rumor has it that there are a lot of horrible stories of Chinese suppliers, but this time we witnessed a different version story of UK buyers, whom we thought were gentalmen. Adam Smith wrote the famous political economics works <The Wealth of Nations> , but he didn't mention that people get wealth by fraud. We just take things what is rightful ours While you profit yourself at the expense of others. Goodbye.
后来在 11 年 12 月底，有个同学做五金紧固件的，出口到巴西一个柜子的货。客户付了 30%的货款订货，船到港近一个月了客户不提货。
客户曾经问过是否可以给折扣，因为当时巴西货币雷亚尔对美元汇率缩水严重。我同学没答应。再后来他打电话给客户，客户不接电话也不回邮件。后来客户有次邮件回复说，希望付款方式能改成 OA 60 天。现在汇率太差，付款的话会损失严重，之前打的 30%的定金就当成以后订单的定金再算。
后来我就让他试试我的方法，答应给客户 10%的折扣，让他先收 60%的货款回来再说，这样加上之前的 30%定金，也收了 90%了。（那时候巴西还无法凭提单副本提货，但是也担心客户可能提到货，所以准备把提单的封签号等信息涂抹掉）
后来也好笑，客户要 30%的折扣。我说这条路有戏，后来谈到 15%的折扣，另外滞港费由我们承担一半。差不多实际 20%的折扣了。后来客户真付了 50%的货款过来，这样还剩下 20%没收回。
还好同学也不贪心，也不想过分为难客户，只是想再收 10%保本就好。于是之后就是拖字诀，拖了几天，为了 10%的金额迟迟没有给客户提单。
然后我们说的确没办法，说请再付 10%，告诉客户 this 10% amount will be part of deposit of your next order, ok?