服装外贸报价与议价谈判话术

Subject: Quote #A-2607 | {Style} Tee | 3 fabric options + cost breakdown Hi {Name}, Priced 3 fabric options + a transparent cost breakdown so you know what you're paying for. **Style**: {Style} short-sleeve crew, US M base grade, XS–XXL | Fabric | Composition | GSM | 500 pcs | 2K pcs | 5K pcs | |---|---|---|---|---|---| | **A. Standard** | 100% ring-spun cotton | 180 | $6.20 | $5.10 | $4.60 | | **B. Premium** ⭐ | 100% combed cotton, garment-washed | 200 | $7.80 | $6.40 | $5.75 | | **C. Sustainable** | GOTS organic cotton, undyed | 200 | $9.40 | $7.70 | $6.90 | **Cost breakdown (Option B at 2K)**: - Fabric (0.9m @ $3.20/m): $2.88 - Cutting + sewing (CMT): $1.85 - Print (1-position DTG): $0.60 - Woven main label + care label: $0.15 - Hangtag + poly bag: $0.22 - QC + packing: $0.20 - Overhead + margin: $0.50 - **Total FOB Shenzhen**: $6.40/pc **Included**: - GOTS/OCS/BSCI docs on request - Free PP sample (2 pcs) - Full spec sheet + fit report on approval - 3% overage - AQL 2.5 inspection with photo report before ship **Add-ons (per pc)**: - Custom neck label woven: +$0.08 - Hem label: +$0.05 - Individual poly bag with FNSKU: +$0.06 - Amazon-ready master carton + shipping mark: +$0.03 **Terms**: 30% T/T deposit, 70% before shipment (or LC at sight for 5K+) **Lead time**: 55 days from PP sample approval + fabric confirmation **Recommendation**: For your positioning at $34 retail, Option B (Premium combed 200gsm garment-washed) is my pick. The hand-feel difference is what makes a customer keep vs. return. Option A is fine if this is a fashion-basic price tier. Would 5,000 pcs at $5.75 (Option C, organic) work for you, or would Option B at 2K be a better fit for testing? Best, {Your Name}

主题：报价 #A-2607 | {款式} T恤 | 3 面料方案 + 成本分解 {名字} 您好， 3 种面料方案 + 成本透明分解，让您清楚为什么付这个价。 **款式**：{款式} 短袖圆领，US M 基码，XS–XXL | 面料 | 成分 | 克重 | 500 pcs | 2K pcs | 5K pcs | |---|---|---|---|---|---| | **A. 标准** | 100% 环锭纺棉 | 180 | $6.20 | $5.10 | $4.60 | | **B. 高级** ⭐ | 100% 精梳棉，成衣水洗 | 200 | $7.80 | $6.40 | $5.75 | | **C. 环保** | GOTS 有机棉，未染色 | 200 | $9.40 | $7.70 | $6.90 | **成本分解（B 方案 2K）**： - 面料（0.9m × $3.20/m）：$2.88 - 裁剪+车缝（CMT）：$1.85 - 印花（1 位 DTG）：$0.60 - 织唛主标+洗标：$0.15 - 吊牌+胶袋：$0.22 - QC+包装：$0.20 - 管理费+利润：$0.50 - **FOB 深圳合计**：$6.40/件 **包含**： - 可提供 GOTS/OCS/BSCI 证书 - 免费 PP sample（2 件） - 确认后完整规格表+合身报告 - 3% 超量 - AQL 2.5 抽检 + 出货前照片报告 **加购项**（每件）： - 定制织唛领标：+$0.08 - 下摆标：+$0.05 - 独立胶袋 + FNSKU：+$0.06 - Amazon 就绪外箱 + 唛头：+$0.03 **条款**：30% 定金 + 70% 发货前（或 5K+ 即期 LC） **交期**：PP sample 确认 + 面料确认后 55 天 **建议**：您 $34 零售定位，B 方案（精梳 200gsm 成衣水洗）是我方推荐。手感差异决定顾客保留还是退货。A 方案适合快时尚基础款价位。 是想做 5K × $5.75（C 方案有机棉），还是 B 方案 2K 测水？

Hi {Name}, Fair pushback — let me react honestly rather than just dropping the number. When you say "too high", is it: - **(a)** Vs another factory's quote — mind sharing the delta %? Almost always the spec is different (looser gsm, different cotton grade, no washing, cheaper trims). I can quote apples-to-apples. - **(b)** Vs your target landed cost — tell me your target and I'll show you 2–3 concrete levers to hit it (grams down, blend cotton, simplify print, remove washing). - **(c)** Vs last year's cost — cotton index is up ~11% since Q3'25, and CNY appreciation adds another 3%. Even holding everything constant we're facing that. But I can offset via {yarn dye→piece dye / etc.}. Which is it? I'd rather give you an honest path than a discount that we cut corners on quietly. Best, {Your Name}

{名字} 您好， 反馈合理，我坦诚回应而不是直接降价。 您说"贵"是指： - **(a)** 对比另一家报价——差多少百分比？基本都是规格不同（克重松、棉档次低、无水洗、辅料便宜），我可对标报价 - **(b)** 超目标到岸成本——告知目标价，我给 2–3 个具体降本抓手（克重↓、混纺、简化印花、去水洗） - **(c)** 高于去年——棉价指数 Q3'25 以来涨约 11%，人民币升值再加 3%。全部不变都在涨。但我可从 {纱染改匹染等} 找补 是哪种？宁给您诚实路径，也不偷偷缩水质量给个折扣。

Hi {Name}, 50 pcs — I can make it work with two paths, let me lay both out honestly: **Path 1: Same style, cut-and-sew at 50 pcs (below MOQ)** - Unit: $12.50 (vs $6.40 at 2K). Yes, more than 2x — because pattern, marker, cutting, sample check don't scale down. - Timeline: 30 days. - Ok for prototype / test / press samples, not real launch economics. **Path 2: Blank-body method (recommended for lower spend)** - Buy blank T-shirts from our stock (same 200gsm combed cotton, generic fit close to yours), then we do custom label + print at your specs. - Unit: $5.80 for 50 pcs. - Timeline: 12 days. - Trade-off: Not your exact custom pattern — but 90% there. **Path 3: Commit to 200 pcs at real MOQ** - Unit: $8.20 (better price than Path 1, worse than 2K but bulk economics start kicking in). - Timeline: 40 days. - You have inventory to actually sell. Honest read: If this is a "collection concept test", Path 2 is best. If this is a launch you plan to scale, Path 3 — the extra 150 pcs will sell if the design works, and if it doesn't you learn cheap. Which context are you in? Best, {Your Name}

{名字} 您好， 50 件——两条路都能做，坦诚说下： **路径 1：本款低于 MOQ 打 50 件** - 单价：$12.50（vs. 2K 时 $6.40），因为打版/唛架/裁剪/样衣检验不随量变化 - 交期：30 天 - 适合原型/测试/公关样，不是真实发布经济性 **路径 2：白坯 + 加工（推荐降成本）** - 用我方库存白坯 T恤（同 200gsm 精梳棉，通用版型接近您）+ 定制标+印花 - 单价：50 件 $5.80 - 交期：12 天 - 权衡：非您完全定制版型，但 90% 接近 **路径 3：升到 200 件真正 MOQ** - 单价：$8.20（好于路径 1，逊于 2K，规模效应初显） - 交期：40 天 - 有货能真正卖 诚实建议：如是"系列概念测试"路径 2 最优。如是准备放量的发布路径 3，多 150 件设计好会卖掉，设计差也学得便宜。 您场景是哪个？