商务技能综合实训报告

姓    名：   唐亚南       学  号：20091711021

所属院系：   商务外语系                     

专    业：   09英语本科                      

    指导教师：   刘妮雅                           

                    

                         

                         

06/10/2012

一、   Company Introduction

Castle Toy Inc., established in 1986, is a leading importer and distributor of quality toys. Our distribution is across the United States, Latin America, and the Caribbean. We offer our products to all leading toy, hobby, and gift stores, mail order catalogs, theme parks and e-commerce retailers.

A network of over 100 Sales Representatives work closely with our retail customer base to ensure our key items are always on the retail shelves. Our in-house Marketing and R&D teams are always developing new products, which are introduced twice yearly in our catalogs.

二、Basic Information

 1、Buyer’s Information

     Company’s Name: Castle Toy Inc.

     Address: 7250 Radford Avenue, North Hollywood, CA91605

     Business Manager: Tang Ya’nan

     Telephone No.: 818-765-5362

     E-mail: sales@castletoyinc.com

 2、Seller’s Information

Company’s Name: Shanghai Toys Imp. & Exp. Co., Ltd.

Address: 139 An Yuan Road Shanghai China

Business Manager: Wu Panpan

Telephone No.: 0086 21 62981100

Fax: 0086 21 62275517

E-mail: info@shanghaitoys.com

三、Export Trading Business Practice

 1、Establish Business Relationship

    I received a letter from Shanghai Toys Imp. & Exp. Co., Ltd. to establish business relation on June 8^th, 2012.

     上海玩具进出口有限公司

SHANGHAI TOYS IMP. & EXP. CO. , LTD.

Add: 139 An Yuan Road Shanghai China
Post Code: 200041
Tel: 0086 21 62981100
Fax: 0086 21 62275517
E-mail : info@shanghaitoys.com   

8-Jun-2012

Castle Toy Inc.

7250Radford Avenue,

North Hollywood, CA 91605

818-765-5362

sales@castletoyinc.com

Dear Sir or Madam,

From the tootoo website we learned that you are in the market for children’s vehicles and plastic toys, which just falls within our business scope. We are now writing to you with a hope to establish long-term trade relations.

As leading company in Shanghai and backed by more than 20 years of export experience, we have good connection with some reputable factories, and sufficient supplies and on-time delivery are thus guaranteed.

Attached please find some latest leaflets for our products, which may meet with your demand .You’ll see they are all made of high quality materials .They have enjoyed a high popularity in many American cities.

As for our financial standing, you may refer to the Bank of China, Shanghai Branch (200Mid. Yincheng Road, Pudong new District, Shanghai 200121, China Tel:+86-21-38824588 Fax:+86-21-50372847).

We are pleased to add you to our list of clients and looking forward to your enquiries.

Yours sincerely,

Shanghai Toys Imp. & Exp. Co., Ltd.

吴盼盼

Sunny Wu

Encl. Leaflets

2、Enquiry

   I replied her enquiry the next day.

Castle Toy Inc.
7250 Radford Avenue

North Hollywood, CA 91605
818-765-5362
sales@castletoyinc.com

Miss. Wu                                  June 9, 2012

Add: 139 An Yuan Road Shanghai China
Post Code: 200041
Tel: 0086 21 62981100
Fax: 0086 21 62275517
E-mail: info@shanghaitoys.com  

Dear Miss. Wu,

We are pleased to receive your mail of June 8 and your leaflets.

We are large dealers in toys and wish to expand our present range with more fashionable plush toys. We believe there is a promising market here for moderately priced products.

 After studying your leaflets, we are particularly interested in the children’s vehicles.

Please quote us your best CIF New York prices for the children’s vehicles both on 20’FCL and LCL basis as well as your terms of shipment, payment and insurance.

Meanwhile we would like to have some samples to best the market demand before we could place a firm order.

If the market reactions are good, and your prices are competitive, we’d certainly be able to place a substantial order.

For your information, our banker is The Bank of New York Company Inc.

We hope to hear from you.

Yours truly,

Castle Toy Inc.
7250 Radford Avenue

North Hollywood, CA 91605

Tang Ya’nan

3、Offer

She made an offer letter to me.

上海玩具进出口有限公司

SHANGHAI TOYS IMP. &EXP. CO. , LTD

Add: 139 An Yuan Road Shanghai China
Post Code: 200041
Tel: 0086 21 62981100
Fax: 0086 21 62275517
E-mail: info@shanghaitoys.com   

June 9, 2012

Castle Toy Inc.
7250 Radford Avenue

North Hollywood, CA 91605
818-765-5362
sales@castletoyinc.com

Dear Miss. Tang,

We are pleased to receive your enquiry of June 9 and the pricing list you asked for will be sent to you by separate post.

We think you have made an excellent choice in selecting the six items, and once you have seen the samples we are sure you will be impressed by the quality.

We believe you will find a ready sale for our products in United States as have other retailers throught Europe and America, and we do hope we can reach an agreement on the terms quoted.

Thank you for your interest; we look forward to hearing from you soon.

Yours sincerely,

Shanghai Toys Imp. & Exp. Co., Ltd.

吴盼盼

Sunny Wu

Encl. Price list

4、Counter-offer

After receiving her letter, I asked her to give me a discount.

Castle Toy Inc.
7250 Radford Avenue

North Hollywood, CA 91605
818-765-5362
sales@castletoyinc.com

June 9, 2012

Miss. Wu

Shanghai Toys Imp. & Exp. Co.,Ltd.                             

Add: 139 An Yuan Road Shanghai China
Post Code: 200041
Tel: 0086 21 62981100
Fax: 0086 21 62275517
E-mail: info@shanghaitoys.com  

Dear Miss. Wu,

We are glad to receive your offer of June 9 and relative pricing list.

In reply, we regret to say that your prices are not competitive enough. Information here indicates that children’s vehicles from other suppliers about 10% lower than yours.

We really appreciate the good workmanship and lovely designs of your products, but are also aware that the price level counts much, especially in the sales stage.

To set up the trade, may we suggest you give a special discount as follows:

CV-3    USD 430/set     CV-2   USD 180/set

CIF New York on 20’FCL basis

CV-3    USD 440/set     CV-2   USD 190/set

CIF New York on LCL basis

Meanwhile, we usually deal with our clients on D/P terms, which is easier and cost-saving than L/C. We hope that method of payment will be acceptable to you also. Besides, we hope you can offer us a proforma invoice.

Actually, competitive prices and flexible payment terms for a trial order can often lead to a big market share with great profit in the future. We hope you will take this factor into account and wait for your early reply.

Yours truly,

Castle Toy Inc.
7250 Radford Avenue

North Hollywood, CA 91605

Tang Ya’nan

5、Acceptance letter

After several hours, I received her acceptance letter.

上海玩具进出口有限公司

SHANGHAI TOYS IMP. &EXP. CO., LTD

Add: 139 An Yuan Road Shanghai China
Post Code: 200041
Tel: 0086 21 62981100
Fax: 0086 21 62275517
E-mail: info@shanghaitoys.com   

June 9, 2012

Castle Toy Inc.
7250 Radford Avenue

North Hollywood, CA 91605
818-765-5362
sales@castletoyinc.com

Dear Miss Tang:

We have accepted your counter-offer price, and your payment terms. This will be our first business, and we believe it will go smoothly .Please give us your order as soon as possible, so that we can make prepare early.

We look forward to receive your order.

Yours sincerely,

Shanghai Toys Imp. & Exp. Co., Ltd.

吴盼盼

Sunny Wu

6、Purchase Order

I made an order quickly.

Castle Toy Inc.
7250 Radford Avenue

North Hollywood, CA 91605
818-765-5362
sales@castletoyinc.com

PURCHASE ORDER

                                     No.: CTI-DT1021

                                       Date: June 9, 2012

To: Shanghai Toys Imp. & Exp. Co.,Ltd.

Add: 139 An Yuan Road Shanghai China
Post Code: 200041
Tel: 0086 21 62981100
Fax: 0086 21 62275517
E-mail : info@shanghaitoys.com

Item Description        Quantity        CIF New York Price

CV-1 Baby walker        150sets           USD 125/set

CV-2 Electric Scooter     150sets           USD 180/set

CV-3 Gasoline Scooter     60sets           USD 430/set

CV-4 Push Chair         120sets           USD 125/set

CV-5 Rocking Horse       60sets           USD 100/set

CV-6 Swing            120sets            USD 150/set

Total Amount:   USD 110550

Trade Terms:    CIF New York

Packing:        All the products should be packed with 20’FCL

Containers

Delivery Time:   By the end of July 20## without partial shipments

Insurance:      Covering for 110% CIF value against all risks

Payment Terms:   D/P at sight

For and on behalf of

Castle Toy Inc.

Tang Ya’nan 

General Manager

7、Sales Letter  Proforma Invoice  Sales Conformation

She replied me froforma invoice and sales conformation enclosed with a sales letter.

上海玩具进出口有限公司

SHANGHAI TOYS IMP. &EXP. CO., LTD

Add: 139 An Yuan Road Shanghai China
Post Code: 200041
Tel: 0086 21 62981100
Fax: 0086 21 62275517
E-mail: info@shanghaitoys.com   

June 9, 2012

Castle Toy Inc.
7250 Radford Avenue

North Hollywood, CA 91605
818-765-5362
sales@castletoyinc.com

Dear Miss. Tang,

Re: Sales Confirmation No.2009745

We feel very pleased to conclude 660 sets of Children’s Vehicles and we are sending you our Sales Confirmation No.2009745 in duplicate. Please sign and return one copy for our file.

To ensure us to ship the goods on time, please open the L/C 15 days before the time of shipment. We await your L/C and your next order.

We thank you for your kind cooperation.

Yours very truly,

Shanghai Toys Imp. & Exp. Co.,Ltd.

吴盼盼

Sunny Wu

PROFORMA INVOICE

 

上海玩具进出口有限公司

SHANGHAI TOYS IMP. & EXP. CO., LTD.

Add: 139 An Yuan Road Shanghai China
Post Code: 200041
Tel: 0086 21 62981100
Fax: 0086 21 62275517
E-mail: info@shanghaitoys.com  

Jun.9, 2012

Sold to:

Castle Toy Inc.

7250Radford Avenue,

North Hollywood, CA 91605

818-765-5362

sales@castletoyinc.com

     COMMODITY DESCRIPTION                  UNIT PRICE    AMOUNT

                                                                     CIF New York

       1. CV-1 Baby walker                $125   $18750

   2. CV-2 Electric Scooter             $180       $27000

   3. CV-3 Gasoline Scooter            $430       $25800

   4. CV-4 Push Chair                 $125       $15000

   5. CV-4 Push Chair                 $100       $6000

   6. CV-6 Swing                     $150       $18000

                                    Total:      $110550

Freight (by Sea):            USD6000

Insurance (on 110% amount of the C.I.F. value):    USD121605

Total C.I.F. New York:   USD110550

Terms of Payment:

D/P at sight

Delivery:

By the end of July 20## without partial shipments

上海玩具进出口有限公司

SHANGHAI TOYS IMP. & EXP. CO., LTD

      Add: 139 An Yuan Road Shanghai China
Post Code: 200041
Tel: 0086 21 62981100
Fax: 0086 21 62275517
E-mail: info@shanghaitoys.com   

                                      

SALES CONFIRMATION

                                         S/C NO.:2009745

                                       S/C Date: Jun.9, 20##

To:

Castle Toy Inc.
7250 Radford Avenue

North Hollywood, CA 91605
818-765-5362
sales@castletoyinc.com

We hereby confirm having sold to you the following goods on terms and conditions as specified below:

Packing: All the products should be packed with 20’FCL Containers

Delivery Time: By the end of July 20## without partial shipments

Insurance: Covering for 110% CIF value against all risks

Payment Terms: D/P at sight

THE SELLER                         THE BUYER

Shanghai Toys Imp. & Exp. Co., Ltd        Castle Toy Inc.           

吴盼盼                               Tang Ya’nan

Sunny Wu                             General Manager

(Signature)                             (Signature)

 8、Letter of Credit

I asked Bank of America to open the letter of credit.

Bank of America

Advising Bank: Bank of China Shanghai Branch

Beneficiary: Shanghai Toys Imp. & Exp. Co., Ltd

          139 An Yuan Road Shanghai China

          0086 21 62981100

          info@shanghaitoys.com

Applicant: Castle Toy Inc.

         7250 Radford Avenue

         North Hollywood, CA91605

         818-765-5362

         sales@castletoyinc.com

Amount: USD110550

Dear Sirs,

At your request of Castle Toys Inc. in America, we hereby issue in your favor this irrevocable documentary credit No. 2009721 which is available by negotiation of D/P at sight for full invoice value drawn on us bearing the clause: “Drawn under documentary credit No. 200921 of Bank of America,” accompanied by the following documents:

1、            Sign commercial invoice in 3 copies.

2、            Full set of clean on board bills of lading made out to order and bank endorsed marked “Freight Prepaid” and notify applicant.

3、            Shipment from Shanghai to New York during July 20## without partial shipment and transshipment.

4、            This credit is valid for negotiation before June 28^th, 20## in Shanghai.

Special Conditions: Documents must be presented for negotiation within 15 days after the date of issuance of the bills of lading, but in any event within this credit validity.

We hereby undertake to honor all drafts drawn in accordance with the terms of this credit. The advising bank is kindly requested to notify the beneficiary without adding their confirmation for Bank of America.

It is subject to the Uniform Customs and Practice for Documentary Credits (2011 Revision), International Chamber of Commerce Publication No. 600.

                                                SIGNATURE

9、Commercial Invoice      Insurance Policy

上海玩具进出口有限公司

SHANGHAI TOYS IMP. & EXP. CO., LTD

ADD: 139 AN YUAN ROAD SHANGHAI CHINA
POST CODE: 200041
TEL: 0086 21 62981100
FAX: 0086 21 62275517
E-MAIL: info@shanghaitoys.com   

COMMERCIAL INVOICE

TOTAL AMOUNT IN WORDS: SAY US DOLLARS ONE HUNDRED THOUSAND FIVE HUANDERD AND FIFTY ONLY

TOTAL PACKAGES: SIX HUNDRED AND SIXTY CARTONS

 

                          

ISSUED BY:

                     SHANGHAI TOYS IMP. & EXP. CO., LTD

        SIGNATURE: SUNNY WU

 

10、Packing List

上海玩具进出口有限公司

SHANGHAI TOYS IMP. & EXP. CO., LTD

ADD: 139 AN YUAN ROAD SHANGHAI CHINA
POST CODE: 200041
TEL: 0086 21 62981100
FAX: 0086 21 62275517
E-MAIL: info@shanghaitoys.com   

PACKING LIST

TO: CASTLE TOY INC.
7250 RADFORD AVENUE

NORTH HOLLYWOOD, CA 91605                         S/C NO.: 2009745
818-765-5362                                        DATE: JUN.10, 2012                                                                                                              
sales@castletoyinc.com

FORM: SHANGHAI           TO: NEW YORK      SHIPPED BY: DATANG

TOTAL PACKAGES IN WORDS: SAY SIX HUNDRED AND SIXTY CARTONS

MARKS & NOS.: CASTAL

               2009745

               NEWYORK

              C/NO.1-660

                           ISSUED BY:

                    SHANGHAI TOYS IMP. & EXP. CO., LTD

       SIGNATURE: SUNNY WU

10、Packing List

She sent me the packing list several days later.

上海玩具进出口有限公司

SHANGHAI TOYS IMP. & EXP. CO., LTD

ADD: 139 AN YUAN ROAD SHANGHAI CHINA
POST CODE: 200041
TEL: 0086 21 62981100
FAX: 0086 21 62275517
E-MAIL: info@shanghaitoys.com   

PACKING LIST

TO: CASTLE TOY INC.
7250 RADFORD AVENUE

NORTH HOLLYWOOD, CA 91605                         S/C NO.: 2009745
818-765-5362                                        DATE: JUN.10, 2012                                                                                                              
sales@castletoyinc.com

FORM: SHANGHAI           TO: NEW YORK      SHIPPED BY: DATANG

TOTAL PACKAGES IN WORDS: SAY SIX HUNDRED AND SIXTY CARTONS

MARKS & NOS.: CASTAL

               2009745

               NEWYORK

              C/NO.1-660

                           ISSUED BY:

                    SHANGHAI TOYS IMP. & EXP. CO., LTD

       SIGNATURE: SUNNY WU

11、Signing the goods

After receiving all the documents from the seller, we would go to the designated place to sign the goods.

四、Conclusion

This practice is a very good chance for us to learn the process of international trade, which is meaningful for our future career. During this course, I not only learn some knowledge, but also improve my ability to do business. I never think to do business after graduation before, but after this practice, I change my mind. Doing business is also one of my choices in my future. I am glad to enjoy the feeling of doing business successfully.

To be honest, I have learned International Trade Practice last semester and Export Trade this semester, but what we have learned were just knowledge on the book and we didn’t have the ability to do the real business. This practice course teaches us how to do business with others from different countries, from which I understand the entire process of doing trade business. I have to say, the previous courses about the international trade are the basic to learn this course well. Besides, I learn how to cooperate well with my workmates, which is the very significant factor to get along well with others in the society. The only one pity is that we just have one opportunity to do the whole process of international trade under the guidance of the teacher. 

In a word, I learn much from this course and I would appreciate it if the university could give us more opportunities to do practices.

Teacher’s Comments