星期二將前往美國一個月。於14日先停韓國首爾二天,與 Mr.Kim 開完會後,再於16日飛抵紐約。

此次在韓國與 Mr.Kim 開會時,除了學習韓方的銷售經驗外,更重要者,還是在於 iClebo 的報價問題,由於這個議題的複雜度不易以口語表達,所以行前峰子先寫了一封信(文末)寄與韓方。

由於 Yujin 所給的價格已是海外最優惠者,所以我與凱健都知道要再談降價十分困難,也因此,峰子一直在思考如何切入此一議題。於是文中我除了表達感謝之外,也說明了目前價格不具競爭力的窘境,我建議韓國方面,由於目前台灣的銷售佔 Yujin 的比率甚低,所以現階段考量的應是建立品牌,而非產品的毛利,如此方為長期經營之道。

我在擬這封信時才發現,若沒有具備一定能力,在寫這封信時會有困難。什麼樣的能力?一是英文,二是作文(母語),三是思考。

其實英文好只能寫出對方看得懂但卻無說服力的信,所以,從小多元能力的培養還真蠻重要的,共勉之吧!

連結:【小店學堂】系列文章

 

 




Dear Mr. Lin,
 
Welcome your visiting in Korea.
I would like to do in process of your visiting schedule as below.
 
2/14(Tue), Arrival and move to hotel (by Limousine)
  -. 20:00- , Greeting at hotel and dinner
2/15(Wed),
  -. 09:00,  Pick up and move to Yujin office
  -. 09:30-12:00,  Meeting (please inform me you want to discuss)
  -. 12:00-13:00,  Lunch
  -. 13:00-19:00,  Store visiting
  -. 19:00-21:00,  Dinner
2/16(Thu)
  -. 09:00-17:00,  City tour(please let me know somewhere you want to go)
  -. 17:00-18:00,  Move to air port
 
 
-. Diana hotel
-. Room rate : around $100.++
-. Tel : +2-2625-2000
-. Limousine bus : take bus no. 604-1 and get out Choelsan station(鐵山驛) and walk to hotel.
-. Please visit web site to know location www.hoteldiana.co.kr
 
Best regards,
Y J Kim



Dear Mr.Kim,

How have you been? I'm glad we can finally meet in Seoul next week.

As you know, there are several issues gonna discuss in the meeting, but there is one sensitive agenda we would like to offer in the first place, for it needs more time to think over. 

It's about the quotation of iClebo, which is around ××× dollars now. According to this price, now we set our price at 490 dollars(NT 15800) here in Taiwan while the Roomba's Discovrery is 400(NT 12800) and Scheduler is 490(NT 15800).  http://buy.yahoo.com.tw/?catid=10419

According to our survey, consumers' feelings towards iClebo is between R2 and Discovery, and therefore it's strenuous to persuade consumers to accept iClebo while its price is higher than Discovery by 100 dollars, not to mention Schedular, which is now the principal product of our main competitor. As a result, the lower price is necessary to consumers, according to our retailers, our surveys and sales person's responses, if we want to improve our sales much further.

But as you know, it's quite difficult for us to lower the price greatly in terms of our current price structure. Don't get me wrong, I didn't mean to bagain with you all the time just to have a lopsided favor, but to inform you of our predicament now we are facing with, and the situation is more severe beyond our expectation.

We know that Yujin has already given us a very favorable term and we really appreciate that, but when it comes to the surrounding here, maybe it's still not enough to have a big leap in sales because of the price of iClebo, not to mention Q version and the 3rd generation. It's obvious that iClebo won't have just three versions, and maybe when iClebo acquire more reputation in Taiwan, then it's more suitable to have better margins in the following version.

As a result, we really hope Yujin can sacrifice the short-term benefits so as to improve the long-term development in Taiwan. Besides, now Taiwan's sales is only a tiny portion of Yujin, and therefore lowering the price wouldn't hurt Yujin too much. Moreover, if Yujin really have the intention to run the business over a long period of time in Taiwan, it needs to help the agent more here. We don't have the resource like yours, so that is why we need to depend on your support.

Before departing for Seoul, we would like you to consider our suggestion mentioned above. Thanks. 


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