留学做进出口贸易的心得(转)
我的基本情况是,做一份很闲的工作,业余时间做批发小生意。有一个注册在自己家的有限公司,做三年多了。
要开始自己的生意,首先需要决定是零售还是批发,如果做零售,量不太大时,可以根据自己的情况,考虑自己从中国直接进口,还是先从本地大的进口商那里批过来。
对于一个生意来说,最重要的是市场,不管做什么生意,都要从市场开始。我觉得选择好经营的产品很重要。有一些东西竞争已经很激烈了,后来的人再挤进去,已经没有“天时”了。
无论做什么产品,你都需要了解:
我的目标客户在哪里
市场容量有多大
市场上都有哪些同类产品
目前的市场价格
目前有哪些主要的供应商,同他们相比,我有哪些优势和不足
我的产品和别人的比,是一样的还是有更多的优点,也就是说,我的产品卖点在哪里
我需要采取哪些促销策略,其费用是多少?
最后,根据产品的成本(如果你还不知道厂家能给你多少价格,先估计一个)加上费用,你要基本上知道需要做多少营业额才能达到损益平衡。如果你实在无法估计厂家的价格,也可以倒算,就是:如果我做这么多销售额,我的进货价格不能高于多少才能损益平衡?
同时你也就知道了,需要投入多少,预期的目标是什么。
现在,你已经做好了前期的准备,可以开始进货了。
我的做法是:先在国内找了个朋友,要他帮忙做国内的质量控制,洽谈等工作,我付给他一定的报酬。他的工作基本涵盖了国内需要处理的一切事项。
为什么要找个人呢?
不是说咱祖国的坏话,如果没人盯着,这质量我可不放心,就是盯着还有这样那样的问题呢。我自己在国内也有厂(不是我现在批发的东西),有时候有一批东西质量就差一些,中间的原因很复杂,不详细讨论。
国内厂家(当然不是所有的)最大的问题是质量不稳定,样品挺好,小批量也不错,一上大批量就容易出问题。你说到了这里有问题多麻烦,所以开始时我朋友基本上每次都抽查一下。现在做顺了,厂家已经知道我的要求,就不需要每次去了。不过我给我的产品买了质量保险。我觉得做生意要稳扎稳打,做了一个客户就稳定一个客户,让他长期跟你拿货,这样质量就很重要。价格反而是第二位的。
我开始做时遇到过很多问题,有些是质量问题,有些是管理问题,有时是不理解这边的有求出的问题:他们会想当然,你干嘛要这样,没必要,就改了,有时能把人气死。
有一次我碰到他们把产品在包装箱里放倒了,厂家认为是小问题,怎么放都行,可是到我这里就是大问题了,因为我的客户是直接把东西上生产线的,你这里倒了后面工序全乱。没办法,我雇了个人全部重新做,整整2个40尺高柜呀……后来我朋友帮我争取到厂家补偿了我一些费用。
言归正传,因为朋友跟我以前是同行,对我现在的产品也不熟,所以我先在网上找了一些供应商,就是在百度、yahoo中国、阿里巴巴等上面找。看他们每一家的网站,给我朋友挑出来十几家,让他一家家打电话去问,觉得可以的就去厂里看,后来他也自己找了一些,最终定下来四家,要了样品寄来,经过比较我先从两家各订了两个货柜。
这里补充一点,我的产品不是消费性产品,如果你选择的是消费性产品,让你的亲朋去超市/市场转转,就可以得到不少信息,比如厂家的电话,国内市场售价等。
供货方面还有一个经验,就是我从来不只用一个供应商,所谓不要在一颗树上吊死。一般我会将订单分成70%和30%,分给两家,这个比例随时变化,让他们竞争。同时,我的朋友也在不断地提供新的供应商信息,有时我也会定些货,建立connection作为后备。
另外,尽量选择沿海的厂家,可以减少运输费。
定了货,就是运输了,运输有快递、空运、海运(整柜和散货都有)。
先办理出口手续,这个我们在后面讲,然后就上船/飞机。
我的情况是整柜海运,货柜有20尺、40尺、40尺高柜、open top、冷藏柜等许多品种。普通的货柜当然便宜,如果货够多,最合算的是40尺高柜(我一直都用这种)。
我以前在国内生产的机器也出口,根据我们当时的计算(三四年前),25kg以下,走快递合算,海运太慢,空运的成本基本跟快递持平(因为空运还有单费、报关费等)。但不同的产品也有所不同,这个数字只是给大家参考一下。现在国内的快递服务也很好,UPS、DHL、TNT、EMS等都可以。
如果不用快递,空运、海运都可以找货代(forwarder)处理,国内很多,价格比较透明。找个做事认真负责的就可以。
现在,货到了,该报关了。
我在加拿大,报关需要供货方的invoice, packing list和海运/空运的提单。我是自己报关,你也可以找broker做(好像美国要求有license)。在我这里broker就是收几十$的报关费,当然还要交进口GST(这是跟收客户的GST互抵的)。
说到报关,还要提醒一个商检问题。去年有个朋友的朋友,我不认识,通过朋友给我打电话,问报关的事情,他只说是Christmas Gift,我就把报关的手续一一相告。结果后来他告诉我货被扣了,因为要商检,后来虽然问题解决了,但错过了最好时间(Christmas),并且货柜到期不还是要charge的。
所以在这里提醒朋友们,如果你的产品有动物羽毛、植物或者用木箱包装,一定要在中国做好商检(商品检验检疫)手续。这个手续不麻烦,好多货代都可以代做,三四年以前的费用是几百RMB。这样来了以后出示国内的商检证明就行。
报完关,找这边的forwarder从码头/机场把货拖到租用的货仓,货仓给卸货,剩下的就是接订单、发货、收钱了。这部分同学们应该都很明白,就不说了。
国内出口:
流程
1、买产品时:
1-1、直接跟厂家订,厂家是做外贸,他们应该报USD价,谈好价格条件(FOB,CIF,C&F or others),可以要求他们报关出口。
2-2、自己在国内成立公司(需要有进出口权),或找亲朋的公司,跟厂家订货,厂家做内贸,报RMB价。
2、外贸公司(也可以是你自己或亲朋的有进出口权的公司)和退税问题
中国鼓励出口,很多产品出口是免税的,不过去年调整了政策,有些产品出口要征收出口税,如铜。如果你买的产品是没有退税的,就不要考虑外贸公司了,直接找厂家就可以,你跟他们买货,他们通常会免费帮你做出口手续。就是用以上1-1操作。
什么是出口退税?(现在的退税率不一,我们以最常见的17%为例)。
厂家买原材料时,会得到进项发票,其组成是售价+17%增值税,厂家卖货时,开出去的发票也一样,当然有人漏税,我们只说合法的流程。其中税额的差价是要交国税局的。
如一个TV,买材料117,100元成本(包括所有零件)+17税金(等于厂家付给他的供应商了),卖出去234(200+34税金),其中34-17=17应上缴国税局。
当厂家有部分产品出口是,他们实际上的好处有两部分:
一是进项税部分:100个TV,50个内销,50个外销。其中50个内销的税金50X34=1700,外销的不收这部分税金。所以应缴国税局=50X34 -100X17=0,所以如果厂家按RMB234折USD外销,他已经有1700额外利润了。因为通常他们是这样报价的,而不是200折USD。
二是出口退税部分:国家为了鼓励出口设的,理论计算方法是(按17%退税率):如果你买USD1万=7.4万RMB,退税额=(7.4W/1.17)X17%,当然办理过程还有一些说法,你拿不到17%.
如果你让厂家直接出口,他们可以退税,但不会给你.这就是找外贸公司的原因.
外贸公司一般收退税的percentage,不单独计算出口手续费用,一般17%的退税率,扣除外贸公司的费用和利润,你可能能得到12%,这也跟你的量有关系,如果你的量太小,退回来才一点点儿钱,外贸公司可能也不愿意跟你做.
也许有同学会问:如果你的产品出口,国家不仅没有得到一分钱,反而倒给你钱。比如说,现在A厂有一产品B,出厂价格117RMB,如果A厂出口到国外,国家给A厂17RMB,A厂卖一件B就得117RMB。为什么呢?
我的理解是:
首先,A卖产品所得117元包括买原料的款,他已经支付了部分增值税给供应商,供应商是要交给国家的。算下来,国家退的主要就是这部分。
另外,A还要交其他的税,如所得税(income tax),城建税,教育附加税,印花税等,这些主要是地税(中国分国税局和地税局)……
从国家的角度,A解决了就业问题、带动了上游厂商(他的供应商)、出口创汇……
现在中国不缺外汇了,所以出口退税率也在调低,目前仍鼓励高科技的东西出口,对于原料类的,不但不退税,还要征出口税……
关于付款给供应商:
不同的产品,你可能拿到的价格条件不一样,有的厂家要求你付全款才给你出货,有的厂家你可能能拿到credit,不过,无论怎样,总是需要付款的。
考虑到RMB不停升值,我目前都是定货就把款汇过去。
付款给国内可以采取电汇或者信用证。
电汇比较简单易行,只要取得对方的公司名称/地址,银行名称/账号,swift code,就可以办理了,一般两个工作日可以到对方帐。
开信用证比较麻烦,因为上面需要设定一些条款,比如最后装船日,如果厂家由于种种原因delay了,miss掉这个日期,信用证就不能解付,你需要做 amendment,这是要支付费用的。信用证的好处是付款方比较有保障,如果对方不出货或者货不对,你可以不付款。缺点是做起来比较麻烦,费用比较高(银行对你的收费)。另外,如果你没有信用额度,银行需要你将全款存入才开。
关于做库存:
如果做批发,多多少少的库存是免不了的,刚开始时可以少做,顺了以后,根据对市场的预测逐步增加。
如果你有库存,那么除了产品成本以外,仓储费是第二大成本,另外还有资金使用成本。同学们在计算自己的成本是一定要算清楚。
最后想说的是,我们小批发商,是靠厂家和客户共同的支持致富的,跟客户不用说,跟供应商维持良好的关系也很重要。小批发商在厂家来说是小客户,如果关系好,能得到不少好处,比如:拿到和大客户一样的价格,优先排单生产,等等。
另外,有个小公司,有很多税务上的好处,不过自己也要有一定的财务知识,因为创业初期不可能请高级的会计师。我是工科背景,但现在很多账目都是自己处理,再说,即使有会计师打理,自己也要清楚呀。
写了这么多,希望能给大家起到参考作用,也欢迎讨论。
美国老师就如何说流利英语给出5条建议
5 Speaking Rules you need to know!
1. Don’t study grammar 不要学习语法
This rule might sound strange to many ESL students, but it is one of the most important rules. If you want to pass examinations, then study grammar. However, if you want to become fluent in English, then you should try to learn English without studying the grammar.
Studying grammar will only slow you down and confuse you. (学习语法将影响第二外语的习得 速度)You will think about the rules when creating sentences instead of naturally saying a sentence like a native. Remember that only a small fraction of English speakers know more than 20% of all the grammar rules. Many ESL students know more grammar than native speakers. I can confidently say this with experience. I am a native English speaker, majored in English Literature, and have been teaching English for more than 10 years. However, many of my students know more details about English grammar than I do. I can easily look up the definition and apply it, but I don’t know it off the top of my head.
I often ask my native English friends some grammar questions, and only a few of them know the correct answer. However, they are fluent in English and can read, speak, listen, and communicate effectively.(很多母语为英语的人,都不了解 语法为何。但是他们可以非常流利的运用英文。)
Do you want to be able to recite the definition of a causative verb, or do you want to be able to speak English fluently?
2. Learn and study phrases 用学习短语代替学习词汇
Many students learn vocabulary and try to put many words together to create a proper sentence. It amazes me how many words some of my students know, but they cannot create a proper sentence. The reason is because they didn’t study phrases. When children learn a language, they learn both words and phrases together. Likewise, you need to study and learn phrases. 认识单词,不会用等于没学,所以学习短语并加以运用,来保证 准确率.
If you know 1000 words, you might not be able to say one correct sentence. But if you know 1 phrase, you can make hundreds of correct sentences. If you know 100 phrases, you will be surprised at how many correct sentences you will be able to say. Finally, when you know only a 1000 phrases, you will be almost a fluent English speaker.
So don’t spend hours and hours learning many different words. Use that time to study phrases instead and you will be closer to English fluency.
Don’t translate 不要翻译
When you want to create an English sentence, do not translate the words from your Mother tongue. The order of words is probably completely different and you will be both slow and incorrect by doing this. Instead, learn phrases and sentences so you don’t have to think about the words you are saying. It should be automatic. 学会英文的思维方式、组织句子的结构。如果先想中文,在翻 译成英文,将影响速度,故直接用英语方式来思考。
Another problem with translating is that you will be trying to incorporate grammar rules that you have learned. Translating and thinking about the grammar to create English sentences is incorrect and should be avoided.
3. Reading and Listening is NOT enough. Practice Speaking what you hear! 仅仅练习听力和阅读是不够的,不断重复你所听到的英文。
Reading, listening, and speaking are the most important aspects of any language. The same is true for English. However, speaking is the only requirement to be fluent. It is normal for babies and children to learn speaking first, become fluent, then start reading, then writing. So the natural order is listening, speaking, reading, then writing. 作者主张,二语习得的顺序为: 听、说、读、写。但是,往往教学中的顺序为:读、听、说、写。
First Problem
Isn’t it strange that schools across the world teach reading first, then writing, then listening, and finally speaking? Although it is different, the main reason is because when you learn a second language, you need to read material to understand and learn it. So even though the natural order is listening, speaking, reading, then writing, the order for ESL students is reading, listening, speaking, then writing.
Second Problem
The reason many people can read and listen is because that’s all they practice. But in order to speak English fluently, you need to practice speaking. Don’t stop at the listening portion, and when you study, don’t just listen. Speak out loud the material you are listening to and practice what you hear. Practice speaking out loud until your mouth and brain can do it without any effort. By doing so, you will be able to speak English fluently.
4. Submerge yourself 语言环境
Being able to speak a language is not related to how smart you are. Anyone can learn how to speak any language. This is a proven fact by everyone in the world. Everyone can speak at least one language. Whether you are intelligent, or lacking some brain power, you are able to speak one language. 作者认为:学习语言的能力,是人类与生俱来的能力,与智力无关。
This was achieved by being around that language at all times. In your country, you hear and speak your language constantly. You will notice that many people who are good English speakers are the ones who studied in an English speaking school. They can speak English not because they went to an English speaking school, but because they had an environment where they can be around English speaking people constantly. 学习语言要把自己放在置身于语言环境中。未必一定要出国才能 学好,比如可以用ipod、电视节目等等,创造语言环境。
There are also some people who study abroad and learn very little. That is because they went to an English speaking school, but found friends from their own country and didn’t practice English.
You don’t have to go anywhere to become a fluent English speaker. You only need to surround yourself with English. You can do this by making rules with your existing friends that you will only speak English. You can also carry around an iPod and constantly listen to English sentences. As you can see, you can achieve results by changing what your surroundings are. Submerge yourself in English and you will learn several times faster.
5. Study correct material 谨慎选择学习材料
A common phrase that is incorrect is, “Practice makes perfect.” This is far from the truth. Practice only makes what you are practicing permanent. If you practice the incorrect sentence, you will have perfected saying the sentence incorrectly. Therefore, it is important that you study material that is commonly used by most people.
Another problem I see is that many students study the news. However, the language they speak is more formal and the content they use is more political and not used in regular life. It is important to understand what they are saying, but this is more of an advanced lesson that should be studied after learning the fundamental basics of English. 学习报纸、听新闻未 必是好方法,因为他们的专业性太强,生活英语很少用到。
Studying English with a friend who is not a native English speaker is both good and bad. You should be aware of the pro’s and con’s of speaking with a non native speaking friend. Practicing with a non native person will give you practice. You can also motivate each other and point out basic mistakes. But you might pick up bad habits from one another if you are not sure about what are correct and incorrect sentences. So use these practice times as a time period to practice the correct material you studied. Not to learn how to say a sentence. 尽量和母语为英语的人练习。
In short, study English material that you can trust, that is commonly used, and that is correct.
Happy Bid Day 评测 | New Penny Auction site
对于不熟悉penny auction是什么的朋友, 可以用 Happy Bid Day 这个penny auction 站作为练手。
为什么选这个站呢? 这个站总体来说,其实并不符合我们上面的要求。 但好就好在, 它给你很多的FREE bids,并不需要你购买他的BID PACKAGE。 你要是不熟悉什么是penny auction , 用这个来熟悉平台是非常不错的。
比如刚注册时候就会给你30bids, 每天登陆时候会给15 BIDS, 有时候周末登陆50BIDS, 邀请和被邀请也有FREE bids。另外生日也送你50bids。 所以你注册的时候 生日日期选近点, 可以早点拿到FREE bids
但限制就是FREE BIDS 只能竞拍某些特定的东西, 价值高的东西是要求你买BID pack 才可以竞拍的。
不过不管怎么样, 我们只要练手, 用FREE BIDS 玩玩就可以了。
这是我的邀请链接:http://bit.ly/happybid 用这个注册的话我们双方都会有些FREE bids。除此之外是没啥意义的。 因为这不是我们主要操作的平台。


