奇异事件:跟客户的来往信件

我给他写的建交信：
Dear Sales Manager,
http://www.xxxxx/, and we are writing to you for partnership proposal.
You are leading cable dealer, too, so we want to enlarge our business scope in your country. Hope we can establish long terms cooperation relations on the basis of mutual benefits.
We are international trade and Industry integrated enterprise specialized in manufacturing cat3, UTP/FTP cat5e cat6 cables of all kinds.
If you are interested, please visithttp://www.risuncable.com/ for your reference and kindly inform us, we prefer to offer you detailed information.
Your early response will be highly appreciated.
Best regards,
Derron Shun
我一看非常高兴，这是个意向很高的询盘，被分为三类。我开始报价了：
时间：2010年7月28日星期三
On 7/28/2010 11:39 AM, Derron Shun wrote:
Dear XXXX,
Glad to have received your e-mail.
Since you are frequently replenishing your stock every month, we are pleased to offer you best price.
The quotations are listed as following as per your requirement:
1. UTP CAT5E 4X2X0.50CU, PVC JACKET: FOB Shanghai USDxxx8/Pull box;
PACKING: 305M/PULL BOX, 2PULL BOX/CTN.
2. FTP CAT5E 4X2X0.50CU, 0.40TC DRAIN,PVC JKT: FOB Shanghai USDxx5/Pull box;
PACKING: 305M/PULL BOX, 2PULL BOX/CTN.
3. FTP CAT5E 4X2X0.50CU, 0.40TC DRAIN, PVC JKT, 1.30STEEL: FOB Shanghai USDxx0/305M;
PACKING: 305M/WOODEN REEL/CTN.
The price quoted above is based on today's copper rates.
We are eager to enter into business relationships with you in the long run on the basis of mutual benefit.
Looking forward to your pleasant reply soon.
Best Regards,
Derron Shun
Dear xxxx,
Hope you have got a wonderful weekend!
For several days no news is from you. Now I am writing for reminding our quotations and terms of payment in according with your relative inquiry, dated July 29.
Have you checked it or not? May we know if this project still active for us? Any comments by return will be much appreciated.
Enclosed is our new price list. You will see that I have increased our prices due to the copper rates.
I will be on leave from Aug.15 - Aug.18, if any question, please feel free to contact me via cell:+86 13958005529.
I am looking forward to your quick reply.
Sincere to be your friend and long-term partner.
Dear xxx,
Friend, I have not heard from you for a couple of weeks now, and I hope life is going well for you.
Yesterday is our traditional Valentine's Day celebrated in China. Wish you have a good day, too.
I anticipate the pleasure of hearing from you.
Best wishes,
Derron Shun
________________________________________
Dear Derron,
Thanks for your good wishing and I hope you have a good time during holidays.
I have not returned a answer to your mails because this month, as you for sure know good, is a vacation month in almost all Europe.
Here all business is stagnating and sales are slowing down for a while.
I keep noticing your prices and keep counting price as we are interested. For now we are proceeding with same supplier that we are under contract, but still looking for a better price as well. For FTP and FTP messenger we are looking for better price than current one, that mean under 0,2 / m for Messenger and under 0.185/m for FTP.
Please keep us update with prices for the offer that could fit our needs. We try to keep up on a market that is demanding for lowest prices ever, since crisis.
Best regards from Romania, looking forward for good news from you.
All my best,
改的地方我都加了红色标记，突出显示。又是好几天不回复我，在扒拉价格，我耐不住性子就回他了，想方设法把价格降下来：
2010年8月19日星期四
Hi xxxx,
I hope life goes well for you.
Are you approving of my quotation yesterday?  To be frank, I want you to rake in profit as well as I. Hope we can find our win-win point.
To find a way out, here is some advice for you to make decision.
1.    The packaging: The quotation we gave you before are based on the packaging: 305m/pull box, 2pull boxes/CTN. If you choose the packaging: 305m/pull-box, 45pull-boxes/pallet, it will save you USD 0.0683/pull box, it will save you USD60/20ft container;
2.    Yesterday the copper rate is RMB59550-59650/ton (USD8793.93/ton), this day the copper rate is RMB59100-59200/ton (USD8727.53/ton), I don't know exactly the trend of recent copper rate. Maybe because of the hot summer, some of the factories suspended production, that leads to the drop of copper rate. But the overall trend is rising. As you know the copper rate on Aug. 13 is RMB57900-58000/ton (USD8553.51/ton), so making up your mind earlier would be your wise decision;
3.    You could choose the alternatives listed in the last e-mail if they also sell good in your market;
4.     I have learnt from your first mail that you are frequently replenishing your stock every month, so it would be good for both of us to take a broader view on the long-term. I believe in you, Calin, that we can reach an agreement;
5.    If this is your first time importing cables from my country, CIF or other terms that is convenient for you is advised.
If you have some good ideas, please let me know, I will see if we can make a compromise for you.
With honesty and reputation oriented, we would like to develop European market with Telemach in the win-win way.
If you are convenient, I want to receive your reply within 4 hours before my off-work time at 17:30 PM.
All my best,
Derron
Hi xxxx,
I feel sorry to hear that, But it is busines, isn't it? Also I am glad you have got better prcie. Sincerely hope you succeed in you business.
Yes , we keep in touch, One day, you come to China , do not forget to contact me, the sightseeing in Hangzhou is perfect, you won't regret it.
All my best,
Derron
Cat6 quotation from Risun Cable Factory
Dear Franxx Rxxx,
Glad to meet you at Asia-world Expo. Wish you happy every day.
I list the UTP Cat6 cable FOB Shanghai price for you:
4x2x0.56CU, HDPE, PVC JKT.: USDxx/305M
4x2x0.56CU, HDPE, LSOH JKT.: USDxx/305M
Packing: 305M/pull box, 2boxes/CTN.
Commercial terms:
Payment terms: 30%T/T in advance, balance T/T upon B/L copy or L/C at sight.
Delivery time: 2~3 weeks after the advanced payment.
If this is your first time importing from China, CIF or other terms that is convenient for you is advised. Please feel free to contact us if you need further information.
All my best,
Derron Shun
________________________________________
Company name
TEL:0086-571
FAX:0086-571
Mobile:0086 139
URL:http
Add:XXXX , China. Zip:311301
Save a tree, please don't print this e-mail unless you reallyP need to.
客户没有立即回复我，因为刚从展会回去，需要休息，所以这要耐心的等待，我隔段时间就继续跟进，终于回复我了：
________________________________________
发件人： FRANxxx Rxxx
发送时间： 2010-11-16  19:01:26
收件人： 'Derron Shun'
抄送：
主题： RE: [!! SPAM] Cat6 quotation from
Dear Derron :
Sorry for my late reply
Yes, I checked and they are expensive
I ordered xxxx before I went to China at a price of xx USD per box
Anyway when I have my next order I will ask you for quotation
Best Regards
Franxx Rxx
Company name
Email
tlf :
fax:
tlm :
www.
从这个邮件你可以看出，客户之前有从中国进口过产品，价格也跟我说了，很实诚的一人，很礼貌，很绅士，给我留的一个最深刻的印象。
从此就慢慢地跟进中，在二月份过年回来，我又跟他联系几次，都是固定的模板，终于他有了订单，在五月份的时候联系了我
________________________________________
From: FRANxx Rxx
Sent: 2011-05-11  19:08:05
To: 'Derron Shun'
Subject: quotation
Dear Derron :
In terms of xxxx cable, CCA, do you have experience on that?
We need to find a good supplier for this cable, but that passes Fluke tests for 90 meters
Please send me price if you can
Best Regards
Franxx
Company name
这封邮件极其的简单，重点有两点：CCA 和90M， 我就在这两点上面做文章了，他是东一区，而我在中午十点中的时候发送过去的，下次不要这么做了，要在快下班的时候把邮件发送过去：
From: Derron Shun
Sent: quinta-feira, 12 de Maio de 2011 03:16
To: FRANxx Rxx
Subject: Re: quotation
Dear Franxx,
I am glad to receive your email again.
Yes, we are talent in producing UTP Cat.6 pure copper, and CCA for customers' competitive market.
We have been in mass production of UTP Cat.6 0.57CCA network cable, which can pass fluke test channel 90meters, and 0.60CCA channel 100meters by 3% random sampling. Attached are cable test reports for your information.
Conductor of Copper Clad Aluminum (CCA) is 10%~15% copper by volume ratio, 40% by mass ratio, and the conductivity is 60% compared with copper.
Hereby is the cable price calculated as per today's SMM price:
4*2*0.57CCA+1.01HDPE+Filler+ripcord+6.1PVC FOB Shanghai $XX/305m
4*2*0.60CCA+1.04HDPE+Filler+ripcord+6.1PVC FOB Shanghai $XX/305m
If you want CIF Porto or Lisbon, we will refresh price.
Packing: 305m/pull box, 2boxes/carton. 20'GP can hold about 600boxes.
Sample available in stock, will send if require.
By the way: will you be Hong Kong fair this October?  We can have further talk there, or you are welcome to visit factory if you have time.
Possibly we are just the right qualified supplier you are looking for. Await your pleasant reply shortly.
Best regards,
Derron Shun
________________________________________Company name
TEL:0086-571
FAX:0086-571
Mobile:0086 139
URL:http
Add:XXXX Hangzhou, China. Zip:311301
Save a tree, please don't print this e-mail unless you reallyP need to.
他看到我的邮件非常高兴，说信息量很丰富，所以我就有感觉了，这个客户要求效率很高，下面是他的回复，要样品了：
From: FRANxx Rxxx
Sent: 2011-05-12  19:01:30
To: derron
CC:
Subject: RE: quotation
Dear Derron :
Thanks for your email , with a lot of information`s ; I plan to go to HK this October , although not 100% sure
I have been there for the last 3 years
I would like to receive very quickly a sample with 90 meters of 0,6 CCA cable
Please send me price of this cable but LSZH instead of PVC
When can you send it ?
Our TNT account can be used
Our address :
XXXXXX
Waiting for your reply
Best Regards
Franxxx
这里面请大家注意了有个东西很重要是什么 Very quickly of sample, 又问了when can you send it? 由此不难判断出这个客户有订单，而且要求很快下来，并且主动提供TNT给我，真心实意做生意的， 但是有一个问题大家有没有发现是什么？没有TNT账号，没法寄送，我立即做的是去工厂找样品，一边要账号， 因为5月13号是星期六，又要耽搁两天。
From: Derron
Sent: sexta-feira, 13 de Maio de 2011 07:15
To: FRANxx Rxxx
Subject: Cat6 CCA sample
Dear Franxxx,
In the process of removal to new factory, new machines installation, and warehouse reset. UTP CAT.6  0.60CCA not found, but 0.57CCA PVC(CM) jacket. I have packed 100mters. and few meters of Cat.6 made of LSZH will attached.
By your fluke tester, 0.57CCA can pass 90 meters, surefire can 0.60CCA.
Or we re-make sample of 0.60CCA, LSZH for free,  Using your TNT sending, but it takes some time.
We await your choice soon to do next.
Best regards,
Derron Shun
从工厂找的结果是只有0.57，没有0.60的，让他选择，下面把他真实的想法告诉我们了：
From: FRANxx Rxxx
Sent: sexta-feira, 13 de Maio de 2011 12:25
To: '?~LIST~?@263xmail.com'
Subject: RE: Cat6 CCA sample
Dear Derron :
Thanks for your information
Yes , then please send me the 0,57 mm cable , immediately , my decision must be made very quickly as I am loosing market
I need to choose my supplier in about 10 days maximum
Best Regards
Franxxxx
原来他的市场情况不容他多等了，那么我要立即寄送了，在这里我犯了一个错误，就是没有要到他的TNT账号，接下来邮件就是解决这个问题：
From: Derron
Sent: sábado, 14 de Maio de 2011 03:37
To: xxxxt
Subject: TNT account
Hello Franxx,
TNT is out of service during weekend in our city, so sample will be sent on next Monday with no delay. Will let you know the waybill No. then.
By the way, please provide us your TNT account No. And telephone  for eazy contacting upon arrival.
Best regards,
Derron Shun
这个是我在周六家里回复的客户内容，客户告诉了我：
________________________________________
From: FRANxxx Rxxx
Sent: 2011-05-16  17:09:17
To: 'Derron '
Subject: RE: TNT account
Hi :
Our TNT account is xxxx
Best Regards
Franxxx
看看时间你就可以发现客户也是周末不上班的，双休，我怕搞错了寄件地址，就再次确认下：
From: Derron
Sent: segunda-feira, 16 de Maio de 2011 06:01
To: FRANxx Rxxx
Subject: TNT account No
Dear Franxxx,
It is our emergent case, please offer TNT account No for sending. Or you book TNT sending in Portugal. Will send to:
xxxxxx
By the way: your postcode, Is it 4250-009? Generally postcode has six numbers.
Await account No. and confirmation shortly.
Best regards,
Derron Shun
________________________________________
From: FRANxxxx Rxxxx
Sent: 2011-05-16  17:19:52
To: derron
CC:
Subject: RE: TNT account No
Our account number is xxxxx
Our adress in Portuguese language
Xxxx
The code is xxxxx
Best Regards
Franxxx
好了，可以寄送样品了。
________________________________________
From: Derron
Sent: 2011-05-16  17:28:33
To: FRANxxx Rxx
CC:
Subject: Re: RE: TNT account No
Dear Franxxx,
Thank you for the information:
Will sent with no delay. Please let us know the evaluation result in due course after arrival.
Best regards,
Derron Shun
接下来的一段时间就是我等待的时间。
5月20号样品寄到，我就赶紧发个邮件过去问候一下：
From: Derron
Sent: sexta-feira, 20 de Maio de 2011 02:51
To: FRANxx RIxxx
Subject: comments to the sample
Dear Fraxxx,
Have you ever got the sample?
The outer jacket has some stains because of long time in stock and wiping out customer's information with chemicals before sending.
We await your valuable comments to the sample shortly.
Best regards,
Derron Shun
客户当天回复了我，对样品满意，很好，In case of order 我想客户已经决定把订单给我了，很开心，这个客户实诚吧，把正在等的其他供应商的样品，之后做决定，所以我要下决定了：
________________________________________
From: FRANxx Rxxx
Sent: 2011-05-21  01:14:58
To: derron
Subject: RE: comments to the sample
Dear Derron :
We tested the cable , it is ok for 90 meters
In case of order , I do hope you keep quality as it vital that passes Fluke test in Permanent link
I am waiting 2 other samples for another companies to make my decision
Anyway , Please send me price for LSZH , 0,57 mm  CCA
I mean the same cable you sent , but LSZH instead of PVC
Have a nice weekend
Franxxx
PS :  Do you manufacturer coaxial cable ?
这里面有一点非常重要的就是，PS，看到没有，问我有没有同轴电缆卖的？我想客户这次采购一定有这个线，我要在这一点上大做文章，还有一点就是90m链路测试，下面是我的回复
未完待续... ...
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发表于 2011-8-31 17:37 资料 个人空间 个人短信 加为好友 只看该作者

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From: Derron
Sent: segunda-feira, 23 de Maio de 2011 07:27
To: FRANxx Rxxx
Subject: UTP CAT.6 LSZH firm quotation
Dear Franxx,
Thank you very much for your email. Wish you had a terrific weekend too.
Let me state what we are thinking:
If you are willing to cooperate with us for the long run, we would like to offer you the same privilege as our US customer in regard of UTP Cat.6 CCA cable. We adjust the price every three months for him. Hereby we offer you firm quotation as below:
1.UTP CAT.6 4*2*0.57CCA+1.01HDPE+filler+ripcord+6.1LSZH FOB Shanghai/Ningbo $xx/305m
2.UTP CAT.6 4*2*0.60CCA+1.04HDPE+filler+ripcord+6.1LSZH FOB Shanghai/Ningbo $xx/305m
Packing: 305m/pullbox, 2boxes/carton, 20'GP can hold 650pullboxes.
Payment terms: we prefer some amount prepayment, like30%, rest T/T upon presenting B/L copy or irrevocable L/C at sight as you wish.
Delivery time: 15~20workdays after prepayment. We have settled down removal of new factory this May and production lines added double. Yet, will be a little busy at the beginning because orders heap up.
And the color printed pull box is included  in contract value. As you will see in the attachment. Generally we use attached pull box, But I don't know how is your box designed, thereby no idea of the box price. Do you have one at hand to show me?
As to the Channel and Permanent Link test, It is surefire that cable will past Channel test if Permanent Link test can in Cat5e cabling systems, but not the same story in Cat.6 cabling system. If equipment cord and work area cord be the bottleneck, then Channel will not pass, even though Permanent Link test can. So it is advisable to adopt Channel model test when project acceptance check. Attached you will find the pictures.
Attached you will also find the 0.60CCA Permanent Link 90m fluke test reports from previous order random sampling.
We can understand you are in a dilemma of choosing the appropriate supplier. Your market forces you to find a supplier with competitive price, and guaranteed quality. There are some arguments I list for your better choice.
1.Price, It is a key factor for you to choose, if you purchase the cable we are in mass production now, like UTP Cat.6 0.57CCA, or 0.60CCA,and your purchase frequency and quantity are favorable. we will offer marginal profitable price. It is the long terms business relations we are seeking, not temporarily.
2. Quality, price isn't everything. As we have beening experienced in manufacturing these cables for years, we know which cable can pass fluke test well Permanent Link 90meters, and produce accordingly. And the warranty is as long as 10 years.
3. Copper rates (though CCA has not as much influence as CU on the cable cost). As you can see, the copper rates is going up all the way from last July RMB50, 000/ton to RMB75, 000ton this February at SMM. And it has gone down afterwards, but not stably decreased. But from the trend, it is to your interests to make up mind soon.
I hope above information may be helpful for you to choose, in other words, to choose Hangzhou Risun Cable factory. And we keep our price valid within three days subjecting to the raw material prices vary not greatly.
Yes, we also supplier coaxial cable, like RG series to Spain, Germany and Czech Republic. Any enquiries are favorable to us.
We are looking forwards to your pleasant decision in due course.
Best regards,
Derron Shun
可谓晓之以理动之以情啊，这个我花了近两个小时完成的，很卖力是吧，必须的， 果然不出所料，他要同轴电缆：
________________________________________
From: FRANxx Rxxx
Sent: 2011-05-24  01:09:58
To: derron
Subject: FW: UTP CAT.6 LSZH firm quotation
Dear Derron :
Please inform me price for this coaxial cables
RG6 cable   alternative 1   :    1.02mmCCS (110 ohm)+4.57mm Foamed PE + Bonded AL tape + 16x5x0.12mm AL wire(55%)+6.90mm PVC
RG6 cable  alternative 2    :    1.02CCS+4.57F.PE+B.AL+16x6x0.12AL(70%)+6.9PVC
Price in coils with 100 meters and in boxes with 305 meters
The attenuation of this cables should be
5 Mhz –1,80 dB
60 Mhz – 5,08
90 Mhz – 5,90
750 Mhz – 17,94
862 Mhz – 18,90
950 Mhz – 20,50
2150 Mhz – 31,46
RG 59     :     0.58CCS+3.7S.PE+16x7x0.12BC(90%)+6.1PVC      in drum with 500 meters
RG6 cable  pure copper     :   1.13Cu+4.8F.PE+APA+16x8x0.12AL(75%)+6.8PVC
The attenuation of this cables should be
5 Mhz –1,50 dB
60 Mhz – 4,70
90 Mhz – 5,80
750 Mhz – 16,10
862 Mhz – 17,10
950 Mhz – 20,50
2150 Mhz – 31,46
Please try to quote me tomorrow as I need to take decision`s also in coaxial cables
Best Regards
Franxxx
不要看客户写了这么多，其实呢都是copy的，好了，我要报同轴价格了，我是知道我们外贸公司在这方面价格是不行的，所以我要把价格稍微降低一些。
From: Derron
Sent: 2011-05-24  16:05:57
To: FRANxxx RIxxx
CC:
Subject: coaxial cable firm quotation
Dear Franxxx,
It is nice to receive your enquiry of coaxial cable.
Enclosed you will find the cable price list in Excel table in accordance with intraday SMM copper rates.
Prices offered is base price, If some you need to modulate to correspond your market, we will re-consider attentively.
CCS conductor cable are all as 110 Ohm, the cable conductivity can be calculated by formula (0.0172Ω?mm2/m)/110Ω*(1.02/2)mm)2*3.14/305m(or 100m).
In the price list you will also find the cable weight for your better schedule purchase quantity, cable should not overweight of 20 ton per container. The weight is estimated by the density of raw material, more or less shall be remissible.
Also I attached the RG6 cable technical parameter for your information; the attenuation is somewhat different from the attached
Wish you do business happily and profitably with our Chinese People.
We await your choice and further enquiry.
Best regards,
Derron Shun
我把价格放在附件里，里面有规格，包装，体积，重量，价格。很详细，客户一看就明白，这都是我工作的结果，花了很大的心血。
过了一天客户没有回复我，我心里发急了，这时我想客户应该在和他老供应商斡旋，我隔天又发邮件询问情况：
5月26日下午两点半
Dear Franxxx,
Today I notice with concern:
The SMM Cu price goes up again. It is RMB70250-70350/ton, you can see the linkhttp://www.smm.cn/Price/AreaPrice.aspx?producttype=11, at the eighth line is Oxygen Free Copper(as standard >=99.95% purity)
Exchange rate is 647.45, you can see the link athttp://www.boc.cn/sourcedb/whpj/, So you will find RMB is stronger than before, it was 682 RMB/USD last June, 5% increased, and It is predicted by economists that it would be around 642 at the end of the year.
Those are the reasons why we can't keep prices valid for long.
By the way, Mr. Franxxxx, we would like to recommend UTP Cat.5e 0.56CCA if you are interested in. The price is around FOB $xx/305m, both channel and link pass well. On June 2th, will deliver to Poland a container.
Any things that we can do to further dispel misgivings and build confidence to our products. We are always at your disposal.
Let us have your reply soon.
Yours sincerely,
Derron Shun
同时我又跟他介绍了我们公司新出的产品超五类线，这个客户到30号都没有回复我，我心里有点焦急了，30号我又发了封邮件过去：
From: Derron
Sent: segunda-feira, 30 de Maio de 2011 10:37
To: FRANxx Rxxx
Subject: Re: Re: cable firm quotation
Dear Franxxx,
How are you doing recently?
If order still pending, we may think to reduce price 0.37%  in regard of coaxial cable as an icebreaker for continued cooperation with no looking back on.
UTP Cat6 cable price is already bottom price, has no room to decrease.
Await your reply shortly.
Very trully yours,
Derron Shun
我要给他降价了，因为我知道我们外贸公司采购的同轴电缆的价格是没有竞争力的，所以我说同轴线可以降价，但是网络线我们没有降价的空间，他终于回复我了，而且把他的目标价格都给我了（当然了，他的价格不会像某些国际客户那么离谱），也就是说，订单敲定了，下面是他给我的邮件：
From: FRANxxx Rxxx
Sent: 2011-05-30  19:49:56
To: derron
Subject: RE: Re:cable firm quotation
Dear Derron :
I am willing to make the first order , of a 40feet container , of both CCA cat6 and coaxial cable
My order would be
0,6 CCA  PVC  boxes 305 mtrs     170 kms        I accept your price
0,6 CCA LSZH  boxes 305 mtrs      60 kms        I accept your price
RG6 100 mtr      price must be   0,xxx / mtr      60 kms
RG6 305 mtrs   price must be    0,xxx / mtr      60 kms
RG 59      I can accept your price       30 kms
Please note that all cables must come in boxes with our design
So tell me if you can do the demanding prices and if yes , please send me the PI
Please note that CCA must have good quality and pass Fluke test in Permanent link , 90 meters
I want a full 40 feet container so you can increase the CCA cable if it is necessary to fill the container
Best Regards
Franxxx
很高兴的是他竟然给我一个四十尺柜的，但是我有一点没有做好的，为何不算一个40尺高柜的呢，他也没说是平柜还是高柜。现在想来有点遗憾的……好了，我要给他形式发票让他寄钱过来了。
From: Derron Shun [mailto:derron]
Sent: ter?a-feira, 31 de Maio de 2011 10:26
To: FRANxxx
Subject: Proforma Invoice NHPI11-0139
Dear Franxxx,
Thank you very much for your interest in doing business with Risun Cable.
Attached you will find the PI in accordance with your demand price and quantity of 40'GP.
We confirm that cable boxes come from your design.
As you emphasize on the Permanent Link test 90m times, we know it do matters to you. And we are positive to get you satisfied with quality.
In the Packing table, you will find the quantity of cables in details. And please note that for easy packing, the RG6 305m packing cable is 11.2Km gap from your purchase schedule. If it matters to you?...
Should you have any questions, feel free to contact Derron anytime, I am always at your disposal.
We await your confirmation to get busy for mass production.
Very trully yours,
Derron Shun
接下来就是具体的业务问题了，就说到这里了吧，谢谢大家捧场。
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