上海健龙进出口有限公司 中国 上海 番禺路888号
Shanghai Jianlong Imp. & Exp. Co. Ltd. 888 Panyu Road TEL: 0086-21-62485800 Shanghai China FAX: 0086-21-62485801
DATE: MAR. 2ND, 2003
Leisure International Trading Corporation 237 Johnson Rd. 39210 Vancouver B. C., Canada TEL: 01-11-4533212 FAX:01-11-4533211 Dear Sir/Madame,
We know your firm through market research，and take the liberty of introducing our firm to you as an exporter specializing in various kinds of shoes and caps.
For over 7 years, we have been engaged in this line of business, especially slippers. We have a number of regular customers in U.S. market, to which we have been supplying considerable quantities of slippers every year. So, to certain extend we can take pride in our knowledge of the requirements and tastes of your market.
We are glad to find through our market research that our Huanle Brand Boa Slippers are receiving warm welcome in North American countries. There is enough evidence showing that the potential demand of our Boa Slippers is quite large, which also means a bright outlook for business between us. For any information on our financial standing, please refer to Bank of China, Shanghai Branch, Shanghai, P.R.C.
Attached is our catalogue of various kinds of Huanle Brand Boa Slippers, and some other commodities. We do hope that this initial fax will arouse your interest in our goods, and that we may enter into friendly business relations. Yours truly,
SHANGHAI JIANLONG IMP. &EXP. CO. LTD. MANAGER x x x
操作二：报价参考
上海健龙进出口有限公司
货号：SH226
1） 实际成本＝采购成本－退税收入
＝65－[65/(1+17%）]× 9%＝60（元）/打 2） 40英尺集装箱装箱量：
55/(0.56×0.40×0.45）＝545.6349，取整，545箱 报价数量：4×545＝2180 打
3） 国内费用（出口定额费）＝65×6% ＝ 3.9 （元）/打 4） 出口运费＝3030×8.25/2180＝11.4667 5） 出口报价：
CIFC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率-（1+加成率）×保费率） ＝(60+3.9+11.4667）/ [1--3%10%-(1+10%）×1%]/8.25 ＝10.639（美元/打）
货号：SH279
1） 实际成本＝采购成本－退税收入
＝85－[85/(1+17%）]×9%＝78.4615（元）/打 2） 40英尺集装箱装箱量：
55/(0.56×0.40×0.45）＝545.6349，取整，545箱 报价数量：4×545＝2180 打
3） 国内费用（出口定额费）＝85×6% ＝ 5.1 （元）/打 4） 出口运费＝3030×8.25/2180＝11.4667 5） 出口报价：
CIFC3＝（实际成本+国内费用+出口运费）/（1-佣金率-预期利润率-（1+加成率）×保费率） ＝(78.4615+5.1+11.4667）/ [1--3%10%-(1+10%）×1%]/8.25 ＝13.41（美元/打）
操作三：发盘参考
上海健龙进出口有限公司 中国 上海 番禺路888号
Shanghai Jianlong Imp. & Exp. Co. Ltd. 888 Panyu Road TEL: 0086-21-62485800 Shanghai China FAX: 0086-21-62485801
DATE: MAR. 12ND, 2003
Leisure International Trading Corporation 237 Johnson Rd. 39210 Vancouver B. C., Canada TEL: 01-11-4533212 FAX:01-11-4533211 Dear Sir/Madame,
We have received your fax, inquiring about our Huanle Brand Boa Slippers with thanks.
Because of the lovely design, our boa slippers are rapidly becoming popular, we think after studying our price, you will not be surprised to learn that we are finding it difficult to meet the demand. As requested, we are pleased to make our firm offer for 2180 dozen each of the following items:
Huanle Brand Boa Slippers
Art. No. SH226 US$ 10.60 per doz. CIFC3 Vancouver Art. No. SH279 US$ 13.40 per doz. CIFC3 Vancouver Remarks:
1.) Payment: by an Irrevocable Sight Letter of Credit for 100% of the contract value.
2.) Packing: to be packed in cartons of 4 doz. each , and 545 cnts to a 40' container,total two 40' FCL containers.
3.) Shipment: to be effected during MAY 2003 on the condition that the relevant L/C arrives at 25TH APRIL 2003.
4.) Insurance: to be covered against All Risks and War Risk as per Ocean Marine Cargo Clauses of C. I. C. dated 1/1/1981.
5.) This offer remains valid within 3 days.
You are sure to find the price very competitive indeed and we look forward to receiving an order from you soon. Yours truly,
Shanghai Jianlong Imp. & Exp. Co. Ltd x x x Manager (signature)
操作四：还价参考
健龙进出口有限公司
1）利润核算：
货号SH226 客户还价US$ 9.6/DOZ CIFC3
总利润额：销售收入－客户佣金－出口保费－实际成本－国内费用－出口运费
＝9.6*8.25*2180*(1-3%-110%*1%)-65*2180*(1+17%-9%)/(1+17%)-65*2180*6%-3030*8.25 ＝1277.6040元
货号SH279 客户还价US$ 12.00/DOZ CIFC3
总利润额：销售收入－客户佣金－出口保费－实际成本－国内费用－出口运费
＝12*8.25*2180*(1-3%-110%*1%)-85*2180*(1+17%-9%)/(1+17%)-85*2180*6%-3030*8.25 ＝190.2738元 2）成本核算：
货号SH226
设国内采购价格为\"x\"，那么：
[ x - (x/1.17)×9% +6%x +11.4667 ] / (1-5%-3% - 1.1× 1%) ＝9.60×8.25
0.9831x＝79.2×0.909－11.4667 x＝60.5210/0.9831＝61.57（元）/打
以客户还价每打9.6美元成交，则我方应掌握的国内采购价格为每打61.57元人民币。 货号SH279
设国内采购价格为\"y\"，那么：
[ y - (y/1.17)×9% +6%y +11.4667 ] / (1-5%-3% - 1.1× 1%) ＝12.00×8.25
0.9831y＋11.4667＝99×0.909 y＝78.5243/0.9831＝79.87（元）/打
以客户还价每打12美元成交，则我方应掌握的国内采购价格为每打79.87元人民币。 3）再次报价：
货号SH226
(60+3.9+11.4667) / [1-5%-3%-(1+10%)×1%) ＝82.9117 ＝USD10.05/doz. 货号SH279
(78.4615+5.1+11.4667) / [1-5%-3%-(1+10%)×1%) ＝95.0282/0.909 ＝104.5415
＝USD12.67/doz.
Art. No. SH226 US$ 10.10 per doz. CIFC3 Vancouver Art. No. SH279 US$ 12.70 per doz. CIFC3 Vancouver
操作五：还盘参考
上海健龙进出口有限公司 中国 上海 番禺路888号
Shanghai Jianlong Imp. & Exp. Co. Ltd. 888 Panyu Road TEL: 0086-21-62485800 Shanghai China FAX: 0086-21-62485801
DATE: MAR. 22ND, 2003
Leisure International Trading Corporation 237 Johnson Rd. 39210 Vancouver B. C., Canada TEL: 01-11-4533212 FAX:01-11-4533211 Dear Sir/Madame,
Thank you for your fax. To our regret, you think our offer unfavorable.
In fact, you have received a reasonable quotation considering our product's famous brand, high quality and attractive design. We wish to draw your attention to the fact that the material we use compares favorably with similar materials of other manufacturers; and we do our best to keep prices as low as possible without sacrificing quality.
Considering the above-mentioned reasons we do not feel that the prices we quoted are at all excessive, but bearing in mind the long-standing relationships between our firms in the future, we quote again as bellows:
Huanle Brand Boa Slippers
Art. No. SH226 US$ 10.10 per doz. CIFC3 Vancouver Art. No. SH279 US$ 12.70 per doz. CIFC3 Vancouver
This offer remains valid for 3 days. Other terms and conditions remain unchanged.
For your information, recently there have been a number of incoming orders for our shipment; if you wish the shipment to be effected in May 2003, you must make up your mind the quickest possible. Appreciating your prompt reply,
Yours truly,
Shanghai Jianlong Imp. & Exp. Co. Ltd. x x x Manager (signature)
操作六：成交参考
健龙进出口有限公司
合同核算：
1. 成交金额＝ (10.10+12.70)×2180× 8.25 =410058（元） 2. 购货总成本＝(65+85)×2180＝327000元
3. 退税总收入＝327000-301846.1541＝2513.8461元 4. 实际成本＝(65+85)×2180×(1-1/1.17%×9%）=301846.1541 5. 业务费用＝(65+85) ×6%×2180＝19620.00 6. 出口运费＝3030×2×8.25＝49995.00 7. 出口保费＝410058×110%×1%＝4510.638 8. 客户佣金＝410058×3%＝12301.74
上缴利润＝成交金额－实际成本－业务费用－出口运费－出口保费－客户佣金 ＝410058－301846.1541－19620－49995－4510.638－12301.74 ＝21784.47（元）
利润率＝21784.47/410058×100％＝5.31% 此笔交易预计上缴利润总额为21784.47元， 成交利润率为5.31%。
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