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- <div class="page-title title-center"><div class="wf-wrap"><div class="wf-table"><div class="wf-td"><h1 class="entry-title">外贸服装的成本核算及报价技巧</h1></div><div class="wf-td"><div class="hr-breadcrumbs divider-heder"><div class="assistive-text">您的位置：</div><ol class="breadcrumbs wf-td text-small" xmlns:v="http://rdf.data-vocabulary.org/#"><li typeof="v:Breadcrumb"><a rel="v:url" property="v:title" href="http://www.zzhonest.cn/" title="">首页</a></li><li typeof="v:Breadcrumb"><a rel="v:url" property="v:title" href="http://www.zzhonest.cn/category/company-news/">公司新闻</a></li><li class="current">外贸服装的成本核算及报价技巧</li></ol></div></div></div></div></div>
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- <p><strong>成本核算和报价是服装外贸跟单流程的重要环节，直接关系到订单利润。报价过低，无法保证公司利润，报价过高，就可能失去客户。</strong></p>
- <p>外贸业务员首先要详细了解订单成本组成，明确每一项成本的具体计算方式，了解价格关键点，对供应商合理压价，也让客户更认同，最后要掌握报价技巧，为公司争取最大的利润。</p>
- <p>奥特制衣honey为大家搜集了服装订单成本组成的一些关键点，以及实用报价技巧，让我们一起来看一下吧。</p>
- <p>首先从总体来说：</p>
- <p><b>FOB=</b><b>面料价格</b><b>+</b><b>辅料价格</b><b>+(</b><b>特殊工艺</b><b>)+</b><b>工价</b><b>+</b><b>损耗</b><b>+</b><b>包装</b><b>+</b><b>运输</b></p>
- <p><b>FOB+</b><b>保险</b><b>+</b><b>运费</b><b>+</b><b>报关</b><b>+</b><b>银行费</b><b>+税费等…=CIF </b></p>
- <p>具体则可分为外贸公司和加工厂两方面。</p>
- <p><b>外贸公司部分</b></p>
- <ul>
- <li>头版/推销样成本</li>
- </ul>
- <p style="padding-left: 30px;">有些订单一般不需要头版，但是可能某些季会有照片样费用；头版到推销版可能会更改面料、花型从而产生报废的网版、面料费用；</p>
- <ul>
- <li>唛头/挂牌费</li>
- </ul>
- <p style="padding-left: 30px;">主唛，洗唛，价格贴，挂牌，EAN贴，偶尔会有特殊挂牌，特殊包装盒费用；</p>
- <ul>
- <li>网版费*色</li>
- </ul>
- <p style="padding-left: 30px;">按照颜色收费，不同面料网版费用不同，不同工厂网版费用也略有不同；</p>
- <ul>
- <li>测试费</li>
- </ul>
- <p style="padding-left: 30px;">偶氮：215/3col；有机氯载体：304.3/3col；致癌致敏：450.8/3col；PCP：259/3col；APEO：497.9/COLWAY；物理测试：191/COLWAY；(价格仅供参考)；</p>
- <ul>
- <li>杂费</li>
- </ul>
- <p style="padding-left: 30px;">保管费用、QC查货费用，进口辅料的关税，样衣寄送的国际快递费等等；</p>
- <ul>
- <li>上机费</li>
- </ul>
- <p style="padding-left: 30px;">某些工厂对于小订单做机器印花会要求上机费，即开机费；</p>
- <ul>
- <li>制版费</li>
- </ul>
- <p style="padding-left: 30px;">小面积印花，绣花（电脑版）等都需要制版；</p>
- <ul>
- <li>刀模费</li>
- </ul>
- <p style="padding-left: 30px;">皮具（真品/假皮）都是用刀模的，不同尺寸款式需要不同的刀模，所以也会有费用；</p>
- <ul>
- <li>小缸费</li>
- </ul>
- <p style="padding-left: 30px;">素色面料，色纱在达不到起订量时会有小缸费产生。</p>
- <p><b>工厂部分</b></p>
- <p>对于外发加工的订单，跟单员要了解加工厂的成本组成，对每个环节的大致成本做到心中有数，可以在日常报价时逐一与工厂核对，便于合理压价。</p>
- <p>建议跟单员最好整理一份工厂面料、纱支、克重、幅宽一览表，以便以后核价遇到相同的面料时，可按固定的工艺去填制核价单，绣花等特殊工艺价格最好也有价格一览表。</p>
- <ul>
- <li>面料费</li>
- </ul>
- <p style="padding-left: 30px;">如果面辅料由外贸公司采购或者由工厂自行采购，如果是由工厂自行采购的，不同工厂之间相差不会特别大，涤纶面料及粘胶由于价格比较低以及定织的原因，工厂一般不会透露；但常规真丝、棉、丝绵等面料的价格是市场上的订购价，可以要求工厂提供；</p>
- <ul>
- <li>辅料费</li>
- </ul>
- <p style="padding-left: 30px;">很多客户对于辅料会指定厂家或直接客供，所以要事先核对好价格，避免大货生产后订单成本变动；</p>
- <ul>
- <li>面料幅宽</li>
- </ul>
- <p style="padding-left: 30px;">一定要计算出订单所需的最佳幅宽，从而降低价格，尤其是有印花的面料一般是按照米数计算价格，与宽度基本无关；</p>
- <ul>
- <li>成品重</li>
- </ul>
- <p style="padding-left: 30px;">主要是针对针织产品，即产品耗料；</p>
- <ul>
- <li>洗水费</li>
- </ul>
- <p style="padding-left: 30px;">主要是针对针织产品、羊毛、棉制品；</p>
- <ul>
- <li>包装后道成本</li>
- </ul>
- <p style="padding-left: 30px;">基本费用，缝线+纸箱+胶袋；</p>
- <ul>
- <li>人工成本</li>
- </ul>
- <p style="padding-left: 30px;">裁剪、车缝、整烫、检验、包装、管理等人工成本，还要加上利税、设备损耗、报关费、工厂利润等；</p>
- <ul>
- <li>库存和运费</li>
- </ul>
- <p style="padding-left: 30px;">原材料和成品出运前的库存管理成本，包含场地、设备、人工等；运费包含送仓费用等；</p>
- <p> </p>
- <p><b>清楚了订单成本的组成，下一步我们要努力</b><b>提高报价技巧</b></p>
- <p><b>首先要清楚市场动态</b></p>
- <p>现在很多正规的、较有实力的外商在香港、中国大陆都有办事处，对中国内外行情、市场环境都很熟悉和了解。这就要求服装外贸业务员做好市场调研，做到消息灵通。</p>
- <p>常见的做法是派业务员经常性的去江浙沪、珠三角等工厂聚集地搜集货源，一些正规的B2B网站也是不错的信息来源。</p>
- <p>同时，作为长期经营专一品种的专业公司，由于长时间在业内经营拓展，不但了解这个行业的发展和价格变化历史，也应该能做到对近期的走势做出合理分析和预测。</p>
- <p><b>其次要选择合适的报价方式</b></p>
- <p>在一份报价中，价格术语是核心部分之一。</p>
- <p>因为采用哪一种价格术语实际上就决定了买卖双方的责权、利润的划分。</p>
- <p>选择以<b>FOB</b><b>价</b>成交，在运费和保险费波动不稳的市场条件下于自己有利。但也有许多被动的方面，比如由于进口商延迟派船，或因各种情况导致装船期延迟，船名变更，就会使外贸公司增加仓储等费用的支出，或因此而迟收货款造成利息损失。</p>
- <p>而在<b>CIF</b><b>价</b>出口的条件下，船货衔接问题可以得到较好的解决，使得外贸公司有了更多的灵活性和机动性。在一般情况下，只要外贸公司保证所交运的货物符合合同规定，所交的单据齐全、正确，进口商就必须付款。</p>
- <p>货物过船舷后，即使在进口商付款时货物遭受损坏或灭失，客户也不得因货损而拒付货款。就是说，以CIF价成交的出口合同是一种特定类型的”单据买卖”合同。</p>
- <p>一些大的跨国公司，以自己可以在运输、保险方面得到优惠条件而要求中国出口商以FOB价成交，就是在保证自己的控制权。再如，出口日本的货物大部分都是FOB价，即使出口商提供很优惠的条件，也很难将价格条件改过来。</p>
- <p>在现在出口利润普遍不是很高的情况下，对于贸易全过程的每个环节精打细算比以往任何时候更显重要。</p>
- <p>国内有些服装外贸公司的做法是，先报FOB价，使客户对商品价格有个比较，再询CIF价，并坚持在国内市场安排运输和保险。他们很坦城地说，这样做，不但可以给买家更多选择，而且有时在运保费上还可以赚一点差价。</p>
- <p><b>第三要灵活利用合同其它条件 </b>合同其它条件主要包括：付款方式、交货期、装运条款、保险条款等。这些环节都可以利用起来，灵活的跟客户讨价还价。</p>
- <p><b>最后，在对新客户报价前，一定要尽量让客户了解公司实力和业务运作模式。</b>
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