《外贸跟单操作》（第2版）课件项目三 订单确认及分析.ppt

1、外贸合同的订立包括书面、口头和其他三种形式。常见的书面合同：是书面合同的主要形式是书面合同的主要形式 条款较简单条款较简单 合同：合同：S/C确认书：确认书：confirmation进口商给进口商给出口商的合同出口商的合同 出口商给进口商出口商给进口商 形式发票当合同形式发票当合同 订单订单order外贸合同的种类外贸合同的种类:S/C外贸合同的种类:confirmation外贸合同的种类:order外贸合同的种类:P/I当合同合同正文的条款主要包括品质、数量、包装、价格、运输、保险、支付、商检、索赔、仲裁和不可抗力等条款；合同条款有简单化趋势！外贸合同的主要条款卖方义务卖方义务交付货物质量担

2、保权利担保：所有权担保和知识产权担保交付单据买方义务买方义务支付货款接收货物外贸合同的买卖双方主要权利义务01当事人必须在自愿、真实的基础上达成协议03外贸合同的标的和内容必须合法02当事人必须具有相应的行为能力04外贸合同必须有对价或约因外贸合同成立的时间和生效的条件外贸合同生效的条件外贸合同成立的时间公约：接受送达发盘人时生效，接受生效的时间，实际上就是合同成立的时间。业务背景 在验厂通过以及样品确认后，2018年6月12日，浙江金苑进出口有限公司收到了来自德国SKY公司关于采购女式夹克的外贸订单。外贸订单Sky CORPORATION Rathausmarkt 100,20095 Ham

3、burg,Germany TEL:0049-40-341088888 FAX:0049-40-341088888 DATE:12nd June,2018 No.:3356-G-11SUPPLIER:JINYUAN IMP&EXP CO.,LTD.118,XUEYUAN STREET XIASHA,HANGZHOU,310018,CHINA TEL:0086-571-86739177 FAX:0086-571-86739177DESCRIPTION OF GOODS:（货物描述）ladies jacket style No.WJ0101 Shell:Woven,100%cotton 2016/1

4、2860,reactive dyed,stone washed.；Color fastness to washing 4 Color fastness to light 4Color fastness to rubbing wet dry 3-4 4约首正文外贸订单：正文Padding:100%PES(body 100g/m2,sleeves:80g/m2)Lining:100%cotton；As per the confirmed sample.Quantity and size assortment:（货物数量及分类）Size range38#40#42#44#46#48#Totalbro

5、wn4854855245265234973040pcsgray4854855245265234973040pcsUnit price:USD15.40/PC FOB Shanghai.（价格条款）Amount:USD93632.001%more or less of quantity and amount allowed.Freight forwarder:TRANSIT DEKEIREL AND HARDEBOLLE.（货代公司）Room 2207,Huahai Shanghai China Tower No.885 Renmin Road,Shanghai 200010,CHINATel:

6、+86-21-63114350 Fax:+86-21-63555022 外贸订单：正文Packing:To be packed of 10 pcs each per export carton,per piece in a polybag.Each piece arms folded across chest and then half folded;ensure that carton is full used,no squashing of goods inside.The min.Height of the carton must be 30 cms,the max.Weight of

7、a carton is 12 kgs.Marks:main mark to indicate SKY,P/O No.,port of destination and Carton No.Side mark to indicate color,number and size of products,G.W.,N.W.,country of origin.Delivery time:not later than July 13th 2018.Partial shipment not allowed.（交货期）（交货期）SAMPLES:（样品要求）（样品要求）3SIZE 46#color in gr

8、ay pre-production sample to be sent before June 20th,2018.The pre-production samples will be sent to our final customers quality assurance department.“Go”for production can only be given after their approval.Payment:30%deposit to be paid upon proforma invoice with 5 working days by T/T.Balance to be

9、 paid by D/P at sight.（支付条款）（支付条款）Pls send proforma invoice asap for confirmation of order and we will pay deposit as agreement.（订单确认的要求）（订单确认的要求）包装条款外贸订单：正文PURCHASE CONDITIONS:（采购的其他要求）（采购的其他要求）All garments manufacturer must meet the minimum manufacturing standards,qualified with ISO9001-2015and co

10、mply with the SA8000.The supplier warrants that the manufacture of the delivered goods has not involved,work by children in an exploiting,health-endangering or slave-like manner,forced labor or exploitative prison work.（对生产供应商的要求）（对生产供应商的要求）All the labels must be correct,otherwise we will debit the

11、supplier 2%of purchase price.（对产品标签的要求）（对产品标签的要求）The supplier agrees to following terms:the delivery of the merchandise will meet the requirement and quality standard of the pre-production sample.If the final inspection fails,the buyer has the right to reject the merchandise.If the merchandise has m

12、ore than 10%of the quality defects,which are not accordance with the final inspection,the buyer has the right to return the claimed merchandise and the seller has to refund the amount of the claimed goods.The supplier is responsible for all legitimated claimed merchandise.Claimed goods must be shipp

13、ed back to production country and are not allowed to resell in Europe.The supplier confirms to fulfill european respectively German requirements and standards concerning AZO and nickel freeness,shrinkage and colorfastness,etc.The supplier confirms also to fulfill the law of REACH.（品质的（品质的检验要求）检验要求）P

14、lace of performance and court of jurisdiction:Hamburg,Germany（仲裁地点）（仲裁地点）确认订单主要条款1.价格是否正确Unit price:USD15.40/PC FOB Shanghai Amount:USD93632.002.交货方式是否明确FOB Shanghai.Partial shipment not allowed.3.订单数量1%more or less of quantity and amount allowed.4.交货期是否明确Delivery time:not later than July 13th 2018.

15、5.财务风险评估Payment:30%deposit to be paid upon proforma invoice with 5 working days by T/T.Balance to be paid by D/P at sight.Pls send proforma invoice asap for confirmation of order and we will pay deposit as agreement.6.样品要求是否明确3SIZE 46#color in gray pre-production sample to be sent before June 20th,2

16、018.订单确认方式：制作放送形式发票PI订单评审通过后，按要求给客户反馈确认。根据外贸订单的规定“Pls send proforma invoice asap for confirmation of order and we will pay deposit as agreement.”浙江金苑进出口有限公司需要制作proforma invoice（形式发票，简称PI），授权签字完成后放送形式发票给SKY公司以确认对方订单，使之成为对双方具有法律约束力的贸易合同。订单的确认-制作并发送PI JINYUAN IMP&EXP CO.,LTD.118,XUEYUAN STREET XIASHA,H

17、ANGZHOU,310018,CHINA TEL:0086-571-86739177 FAX:0086-571-86739177 PROFOMA INVOICE NO.SKY001PI DATE:12/06/2018 MESSRS:Sky CORPORATION Rathausmarkt 100,20095 Hamburg,Germany Tel:0049-40-341088888 Fax:0049-40-341088888 Dear Sirs:We are pleased to offer you the following items,please check and confirm.To

18、tal:SAY US DOLLARS NINETY THREE THOUSAND SIX HUNDRED AND THIRTY TWO ONLY.With 1%more or less of quantity and amount allowed.Packing:Flat pack by cartonLATEST DELIVERY DATE:not later than July 13th,2018PAYMENT:30%deposit to be paid upon proforma invoice with 5 working days.Balance to be paid by D/P a

19、t sight.REMITTING BANK:BANK OF CHINA ZHEJIANG BRANCHBANK ADD:NO.321 FENGQI ROAD,HANGZHOU,P.R.CHINAPOSTCODE:310003TEL:(0086)-571-85011888 FAX:(0086)-571-85010743SWIFT:BKCHCNBJ910A/C NO:40135832*QuantityItemsUnit PriceAmount6080PCS6080PCS100%Cotton ladies jacketFOBshanghai USD 15.40/PCUSD93632.00根据订单明

20、确质量跟单工作订单的品质条款DESCRIPTION OF GOODS:（货物描述）ladies jacket style No.WJ0101 Shell:Woven,100%cotton 2016/12860；Color fastness to washing 4 Color fastness to light 4Color fastness to rubbing wet dry 3-4 4Padding:100%PES(body 100g/m2,sleeves:80g/m2)Lining:100%cotton；As per the confirmed sample.根据订单，明确品质跟单工作

21、全棉女式夹克的面料：梭织，100%全棉（规格：2016/12860）面料的颜色：棕色和灰色两种面料的水洗色牢度：4级面料的日晒色牢度：4级面料的摩擦色牢度：湿摩擦3-4级 干摩擦4级服装中的填充物：涤纶/人造棉（正身部分厚度100g/m2,袖子部分厚度:80g/m2）里料：全棉里料商品品质以确认样为准（即工厂必须按确认样的品质来进行生产）明确品质跟单工作：以确认样为准As per the confirmed sample.订单的品质检验条款All the labels must be correct,otherwise we will debit the supplier 2%of purch

22、ase price.The supplier agrees to following terms:the delivery of the merchandise will meet the requirement and quality standard of the pre-production sample.If the final inspection fails,the buyer has the right to reject the merchandise.If the merchandise has more than 10%of the quality defects,whic

23、h are not accordance with the final inspection,the buyer has the right to return the claimed merchandise and the seller has to refund the amount of the claimed goods.The supplier is responsible for all legitimated claimed merchandise.Claimed goods must be shipped back to production country and are n

24、ot allowed to resell in Europe.The supplier confirms to fulfill european respectively German requirements and standards concerning AZO and nickel freeness,shrinkage and colorfastness,etc.The supplier confirms also to fulfill the law of REACH.服装上所有的标签必须正确，否则我们（进口商）将会扣除供应商2%的采购价格。供应商必须同意下列条款：所交付的货物必须符

25、合产前样的质量标准。如果货物的最终检验没通过的话，买方有权拒收货物。如果货物的不合格率超过10%，买方有权退回这些货物，并且卖方必须退还相应的货款。供应商必须对这些问题产品负责。这些问题产品将会被送回中国，并且这些产品不可以再次销往欧洲。供应商必须确保服装上不可以含有偶氮染色剂以及金属镍，缩水率和色牢度都要符合欧洲和德国的质量要求。根据品质检验条款明确品质跟单工作其他质量方面的注意事项（1）各种标唛如果错误，则供货商将支付2%的罚金。（2）如果产品质量不合格率超过10%，那么买方将会退货，并且金苑公司需要退还货款，并且问题产品不能再出口至所有的欧洲国家。（3）服装面料不含偶氮染料（注：含有偶氮

26、染料的服装将被拒绝进行欧洲市场）（4）辅料不含镍（注：含镍的服装将被拒绝进行欧洲市场）（5）服装缩水率和色牢度都要符合欧洲和德国的质量要求。根据订单明确数量跟单工作Size range38#40#42#44#46#48#Totalbrown4854855245265234973040pcsgray4854855245265234973040pcsQuantity and size assortment:订单数量、装运条款1%more or less of quantity and amount allowed.Delivery time:not later than July 13th,201

27、8.Partial shipment not allowed.生产数量和交货分析：1、数量：6080件，棕色和灰色每种颜色各3040件，并且分别有6个尺码共同组成。2、溢短装：+/-1%，即出口商交付的货物数量在60206140件之间均为符合订单的规定；3、交货期限：最晚2018年7月13日，不允许分批交货。下单及备料生产初期生产中期生产尾期通关出运原材料采购：根据工厂反馈，估计3天大货生产完成后等待装船、通关：预留3天时间6月20日前完成产前样的生产和确认。3SIZE 46#color in gray pre-production sample to be sent before June

28、20th,2018.产前样不确认，不能生产大货。预防其他突发事件：预留2天时间2018.6.12订单下达2018.7.13订单规定的最晚交货期生产进度分析分析：分析：要尽快完成产前样制作和确认，并且扣除相关时间，实际可用于生产的时间20天左右。因为预留3天装船通关时间，要求工厂在7月10日前完成生产。生产进度分析以18天为例。完成6080的产品数量，每天需要完成的数量为：6080/18=338件。工厂反馈：正常情况下，每天的产能在400件左右，订单总量为6080件，正常生产所需的生产时间为：6080/400=15个工作日。结论：假如产前样在2015年6月20日之前得到确认，原材料采购到位，生产

29、正常进行，到2018年7月10日前可以完成6080件产品的生产。明确生产进度跟单工作：确保工厂在6月20日之前完成原材料采购和产前样的生产确认工作。6月20日要开始大货生产，7月10日之前完成6080件产品的生产。根据订单明确包装跟单工作订单包装条款Packing:To be packed of 10 pcs each per export carton,per piece in a polybag.Each piece arms folded across chest and then half folded;ensure that carton is full used,no squash

30、ing of goods inside.The min.Height of the carton must be 30 cms,the max.Weight of a carton is 12 kgs.Marks:main mark to indicate SKY,P/O No.,port of destination and Carton No.Side mark to indicate color,number and size of products,G.W.,N.W.,country of origin.订单包装条款分析10件产品装1个纸箱，每件套1个塑料袋。每件服装袖臂在胸前交叉然后

31、再对折。确保纸箱空间被充分利用，产品在箱子里不能过分挤压。纸箱最低高度30厘米，最大毛重12千克。唛头：正唛标注SKY，订单号，目的港和箱号4项内容。侧唛标注产品颜色，每箱件数和尺码，毛重、净重以及原产国5项内容。外包装内包装唛头除了订单的包装条款，还需要根据实际情况明确包装工作明确包装跟单工作irstirst外包装F F根据商品特点来选择外包装。如机械产品用木箱，一般干货用纸箱。外包装纸箱要清洁、干燥、牢固，能经得起海运长途颠簸及可能发生的粗暴搬运。纸箱种类选择要考虑商品特性，要注意防潮，同时也要注意纸箱能承受的强度及压力等指标；应采用落体测试来选择纸箱。明确包装跟单工作econdecond

32、内包装S包括内包装产品的配置以及内包装材料。产品的配置必须严格按照订单的规定。对于包装用的塑料袋，按照一般惯例，胶袋上应印刷类似如下的警告用语：“PLASTIC BAGS CAN BE DANGEROUS.TO AVOID DANGER OF SUFFOCATION，KEEP THIS BAG AWAY FROM BABIES AND CHILDREN.”胶袋上还要打孔，每侧打一个，直径5mm。塑胶袋不可以是PVC塑胶袋，一般用PE环保塑料袋。明确包装跟单工作hirdlyhirdly唛头T订单有明确规定，根据订单要求来刷唛头。如订单对唛头没有做规定，按照惯例由卖方来设计唛头的即可。唛头字迹应清

33、晰可辨。明确包装跟单工作根据订单明确运输跟单工作订单中的运输条款Freight forwarder:TRANSIT DEKEIREL AND HARDEBOLLE.Room 2207,Huahai Shanghai China Tower No.885 Renmin Road,Shanghai 200010,CHINATel:+86-21-63114350 Fax:+86-21-63555022 Delivery time:not later than July 13th,2018.from Shanghai to Hamburg.Partial shipment not allowed.了解指定货代资信明确订舱环节工作明确集港环节工作要避免出现FOB术语下指定货代与进口商共同欺骗出口商的情况。了解TDH货代公司的资信情况。当大货生产接近尾声时需要与指定货代沟通订舱细节，包括所订船公司、所订舱位及预计航期。明确采用“门到门”还是“内装箱”。门到门适用于整箱货。内装箱适用于拼箱货物。明确运输跟单工作任务明确运输期限不迟于2018年7月13日。明确装运港和目的港 从中国上海到德国汉堡港。明确分批装运和转运不允许分批装运。没有规定是否允许转运，则视为允许。明确运输跟单工作任务