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还记得前年那个在广交会现场破口大骂、被围堵的老赖吗？注意防骗！出口企业该怎么做？出口哪些国家有戏呢？怎样更好抓住客户呢？
参加去年春交会第三期的朋友们可能会对一件事印象深刻：一个美国骗子“买家”在广交会展馆内被捉到现行，被受害众多中国供应商围住，这个骗子竟然还公开辱骂中国人。据现场不完全统计，至少有十家被骗的外贸企业，金额多的达200多万RMB。
再次声明：广交会所有证件都不能转借，变卖，涂改，用过的临时证件请拿回去销毁，不能随意丢弃，都是你们自己的身份信息办理，如果随意展馆外丢弃，则会给你们带来严重后果，严重的上黑名单，终身无缘广交会。切记！切记！切记！
什么是广交会？
中国进出口商品交易会（英文：The China Import and Export Fair）即广州交易会，简称广交会，英文名为Canton fair。创办于1957年春季，每年春秋两季在广州举办，距2019 年已有六十二年历史，是中国目前历史最长、层次最高、规模最大、商品种类最全、到会客商最多、成交效果最好的综合性国际贸易盛会。
第125届广交会将于2019年4月15日-5月5日分三期在中国进出口商品交易会展馆举办。展览总规模约6万个展位，展览面积约118.5万平方米。出口展按16大类商品设置51个展区。展出时间和展出内容分别为：
第一期：2019年4月15日-19日，
展出内容：电子及家电、照明、车辆及配件、机械、五金工具、建材、化工产品、新能源、进口展区。
第二期：2019年4月23日-27日
展出内容：日用消费品、礼品、家居装饰品等。
第三期：2019年5月1日-5日
展出内容：纺织服装、鞋、办公箱包及休闲用品、医药及医疗保健、食品、进口展区。
进口展分别设于第一、三期。第一期展出内容为电子及家电、建材及五金、机械设备，第三期展出内容为食品及饮料、家居用品、面料及家纺。进口展展览面积约2万平方米，将吸引约50个国家和地区的600多家优质境外企业参展。
今天就来整理曝光一下，这几年来经常在广交会出没的骗子“买家”，一定要擦亮双眼，引以为戒：
某鞋类、箱包行业的美国“买家”
公司名为：J-L footwear和CRUNCH FOOTWER BEAM INTERNATIONAL
此人的操作模式：先忽悠供应商自己多牛X，给N多订单，然后订货时流氓条款，以提单在供应商手上为由，故意说会延迟三四个月提货。收货后拖着一直不付款，玩失踪。有供应商通过在他的ins上闹才追到了货款。
这位美国老赖在去年的春交会上被受骗供应商围堵
某鞋类、箱包行业的美国“买家”
服装行业美国买家
公司名称：RESEARCH & DEVELOPMENT LLC，网站：www.r-n-d.us
另有服装品牌：Cool Kids Style Club，网站：www.coolkidsstyleclub.com
还有另外一个公司：Squeezebox Design
地址：611 S. Brunside Ave Unit 303 Los Angeles, CA 90036 USA
Tel：323-314-2633
签名如下：
网友被骗经历是：
2017年4月的广交会上结实这位客人，是做儿童服装的，问我订了礼盒包装，货收到后，就不付尾款了，现在人都找不到，打电话也不接，由于金额不是很大（4000多美金），很难起诉他，看来是个老赖，大家小心。对于小单拼柜的，最好也是收到尾款发货，很多老赖就是这样，对于定制的产品，看准你不会退运，就给你假水单，让你放货。
某日用瓷器、家电、杂货行业的香港地区“买家”
据网友A反馈，骗子有三个不同的公司，主要市场是危地马拉，行骗手段是预付10%，剩下货款不再付了，直接消失。
骗子信息如下：
香港金禾公司 KAM WOO CORP/SOLFA INT'L EXPORTCOMPANY/ NEWDRAGONINTERNATIONALTRADINGLTD/O/B HIMZ LOGISTICS LIMITED
BILL WONG、MICHAL 陈、WILLAM WANG、SANG LIN、IRIS WONG（负责订舱，直接把提单从船公司取走，玩消失）
网友B也被这家公司骗过，具体的经过是：
我司是一家出口日用陶瓷的公司，每年我们都参加广交会，在104届广交会上认识了金禾公司的BILL。2010年开始跟我们做陶瓷库存生意，第一次定了两个小柜子，付了20%的定金，分开走柜，目的港是去危地马拉那边，第一个柜子的提单出来后，我们就要他付款。他一直拖一直拖，拖了一个多月后把款付了，我们打了很多电话也发了很多邮件，也给了他很大的压力，说还不付款我们要转卖。应该是这个原因他才付了款。
既然到最后还是付了款，第二个柜子也已经包好了，也卖给他算了，经过半个月的催促，他又付了20%的定金过来，我们想既然第一次都付了，第二批应该也会付的，这是慢一点。所以第二个柜子我们也按要求发过去了。前期都很气的说元旦前一定安排付款，结果也没付。现在这个单已经过去三个月了，发邮件啊，打电话都不接了。货代也是他们指定的，也是一伙的。
早知道第二个柜子就应该让他付了全款才发货的。我们也找了香港的朋友打了他电话，不是说是打错就是不接。
各位如果也做陶瓷库存生意，如果也去参加广交会，要千万注意这个公司了，可千万别跟他做。
某新加坡母女“买家”
骗子名字叫做：Chloe Caslina Tan
网友的被骗经历：
我司在2015年4月份的广交会上面“有幸”结识了一对骗子，骗子的名字和名片如上。此人最开始来摊位，根本就不熟悉，看了下就说要下单，但是说出来的量很小，小到达不到我司的最低订购量，我们也就拒绝了。但是这俩母女还是一直坐在摊位上坚持非要买，这个量是没有办法上线生产的，所以我们就只能安排和我们其他的同一个型号的订单一起生产，出货前也寄过去了产前样予以确认，确认OK后才出大货的。
刚收到货的那几天，他们就开始一直不停的找麻烦，说我们的货物有问题，还发来坏车的视频给我们，我们说OK，那我们就针对问题来解决问题，我们派工程师过去新加坡那边看看到底怎么回事，他们刚开始不同意，要求退货。（这批货物是何其他订单同一个型号，一起生产的，出货前没有问题的，我们也询问了同批货的其他客人，客人也告知我司没有什么问题），所以鉴于事实，我们暂时不同意退货，我们还是要求派人过去看货，如果真的有问题，我们就退货。但是骗子母女急了，坚决不同意，说让我们先退钱。这个我们肯定也不能同意啊。接下来就是种种威胁，这就让我司更加无法妥协了。
他们声称，不给钱，就去广交会闹事，发传单，诋毁我司，说他们这边有人有办法让我们公司关门。后来广交会上他们确实来了，推着一辆被损坏的推车（懂的人一看就明白是新货被人为损坏的），拿着标语牌， 带着一堆传单，边走边发，嘴巴还在吆喝。来到我们摊位后就一边挡一个，不让客户进来，也不让客人走过去，非得往人家手里塞传单。这一切原因都是因为我们没有如他们的意， 没有直接赔货又给钱他们。
最后到纠纷投诉站处理，处理结果也是要我们受害人去妥协，然后告知我，碰到这样的人只能妥协，给钱息事宁人。参加广交会十几年、几十届，这是第一次遇到这样的人和事，没有处理经验，最后妥协也只是想好好的参展，每年参展成本也不低，不想浪费宝贵的时间在不值得的人和事情上。
某保加利亚“买家”
网友在2014年秋交会上结识了一个保加利亚买家，被骗经历如下：
客人很有意向购买我们的产品，当场谈好，叫我晚上就发PI给他。付款方式客人希望少付点预付款，当时谈的时候是说1000美金，老板当时觉得只要有预付款就能做，就答应了。但是广交会回来后一直没有联系上这个客人。一直到2015年3月客人才又跟我联系上，说想要下单，根据之前说好的做。还提出付款方式想做CAD，我们坚决不同意，客人又说起老板答应的预付1000美金的方案。
4月货物基本准备完毕，我问客人要地址想寄些大货样给他，但是客人拒绝了，说不需要样品让直接出货。我们的签订的合同是CIF的，4月25日走的COSCO的船，5月初，客人突然发邮件要求改目的港和收货人，他的理由是：另外一个新的客人急需要这批货，想要先把这个货给新的客人。没办法，我们帮忙改了目的港和收货人。
改完不到一个星期，船到港，客人迟迟不付款，催了又催，客人说这个新客人要求先看货再付款。那为什么之前给你样品你不要呢，这么来来回来邮件议论先付款还是先提货，足足10天，没有一点结果。
老板按捺不住了，要是客人不要货，我们要把货拉回来，那么堆场的费用每天100多美金要我们承担了，这个费用有点吓人的。于是找到了中信保，提供了一系列的资料。客人这边也发来了2封保证函，一封是客人自己的，一封是收货人的。我们当时觉得后续如果把货拉回来费用也是挺大的，也还是希望这个客人能付款收了这个货。中信保一合计，说你们如果没有下家，是可以先放单给买家的，他们会赔付60%的损失，还会去帮忙追讨货款。要的回来我们100%能收到货款，要到多少按比例给我们分，要不到我们也只有60%。无奈，老板考虑再三，决定先放单给客人。
客人拿了提单提了货，人间蒸发！！！！！
以下是这个客人的印章和签字，请大家注意了，如果遇见这个客人千万小心，别上当受骗了！
通过以上案例，我们可以总结出一些展会现场骗子“买家”的套路，请注意识别这样的买家：
买家对于价格、质量、交期等均不关注，最关注能否放账，甚至会主动推荐企业投保出口信用保险；
单笔交易金额较小，一般不会超过10万美元；
买家一般要求货发第三方，提单发货人按要求修改为对方指定的某公司；
买家的公司成立时间短，或者根本查询不到。
如果展会上认识的买家特别好说话，采购条件又很优惠，货物备好后要求放账，很可能就是个骗子了，纺织品、五金工具等标准化的产品，因为可转卖性高，更成为这种诈骗模式的重灾区。
出口企业该怎么做？
出口这些国家“有戏”！
在广交会期间，面对来自世界各地的展商，原先以美国为重点开发市场的企业不妨做一下调整，可以转向其他英语市场，比如：大洋洲、非洲、亚洲等，这些地区的外贸需求也很高。
例如，2018年底至2019年初，电子产品行业的询盘国家中，美国下降18%，五金产品行业情况与电子行业相类似。与此同时，其他国家如巴西、墨西哥、韩国、意大利、日本、挪威、印度等国家均呈现大幅度上升趋势。用心开发，一定能收获很多客户。
不同产品主要国家询盘增长情况。来源：环球资源网
广交会上，来自“一带一路”沿线国家的企业参展踊跃。我们国家正积极发展与非洲、拉美国家的经贸合作关系，2018年我国与“一带一路”沿线国家、非洲、拉丁美洲的进出口增速比整体分别高出3.6、6.7和6个百分点。南亚、非洲、拉美等地区是新兴的第三世界市场，也是未来“新外贸”的主流市场，有很大的外贸潜力，中小微外贸出口企业需要把握好这些新机遇。
同时，传统的英语市场需求正在不断下降，要想改变外贸现状，让外贸之路越走越好，就必须关注一些小语种市场，比如：中东市场、西班牙语市场、葡萄牙语市场等。
目前，中国信保广东分公司已整理了与我国签署共建“一带一路”合作文件的125个国家的2018年主权信用风险评级结果：
本届春季广交会如火如荼进行中，大批客户到访，如何避免与客户尬聊？在经历了中美贸易摩擦、人民币汇率影响、原材料价格上涨等等因素之后，外贸企业如何在展会中寻求商机？
产品是“硬条款”，个人表现则是“软实力”。
常用词
证 badge
护照 passport
注册，报到 register
采购代表 purchasing agent
邀请函 invitation
身份证 ID card
驾照 driving license
办证 make the badge
补办证 re-apply a new IC card（re-application）
个人有效证件 personal document
电子请帖 E-invitation
重要通知单 Important Notice
名片 Business card / name card
行李寄放处 Luggage office
穿梭巴士 Shuttle bus
柜台 Counter
一、见面问好
1. Good morning/afternoon/evening./May I help you? /Anything I can do for you?
2. How do you do? /How are you? /Nice to meet you.
3. It’s a great honor to meet you./I have been looking forward to meeting you. u.
4. Welcome to China.
5. We really wish you'll have a pleasant stay here.
6. I hope you’ll have a pleasant stay here. Is this your fist visit to China?
7. Do you have much trouble with jet lag?
二、展会寒暄用语
1. Let me introduce you to Mr. Li, general manager of our company.
让我介绍你认识，这是我们的总经理，李先生。
2. It’s an honor to meet.
很荣幸认识你。
3. Nice to meet you . I’ve heard a lot about you.
很高兴认识你，久仰大名。
4. How do I pronounce your name?
你的名字怎么读？
5. How do I address you?
如何称呼您？
6. It’s going to be the pride of our company.
这将是本公司的荣幸。
7. What line of business are you in?
你做那一行？
8. Keep in touch.
保持联系。
9. Thank you for coming.
谢谢你的光临。
10. Don’t mention it.
别客气
11. Excuse me for interrupting you.
请原谅我打扰你。
12. I’m sorry to disturb you.
不起打扰你一下。
13. Excuse me a moment.
对不起，失陪一下。
14. Excuse me. I’ll be right back.
对不起，我马上回来。
三、展会常用谈判句
1. What about the price?
对价格有何看法？
2. What do you think of the payment terms
对支付条件有何看法？
3. How do you feel like the quality of our products?
你觉得我们产品的质量怎么样？
4. What about having a look at sample first?
先看一看产品吧？
5. What about placing a trial order?
何不先试订货？
6. The quality of ours is as good as that of many other suppliers, while our prices are not high as theirs. By the way, which items are you interested in?
我们的产品质量与其他生产商一样的好，而我们的价格却不象他们的那样高。哎，你对哪个产品感兴趣？
7. You can rest assured.
你可以放心。
8. We are always improving our design and patterns to confirm to the world market.
我们一直在提高我们产品的设计水平，以满足世界市场的要求。
9. This new product is to the taste of European market.
这种新产品欧洲很受欢迎。
10. I think it will also find a good market in your market.
我认为它会在你国市场上畅销。
11. Fine quality as well as low price will help push the sales of your products.
优良的质量和较低的价格有助于推产品
12. While we appreciate your cooperation, we regret to say that we can’t reduce our price any further.
虽然我们感谢贵方的合作，但是很抱慊，我们不能再减价了。
13. Reliability is our strong point.
可靠性正是我们产品的优点。
14. We are satisfied with the quality of your samples, so the business depends entirely on your price.
我们对样品的质量很满意，因此交易的成败就取决于你们的价格了。
15. To a certain extent，our price depends on how large your order is.
在某种程度上，我们的价格就得看你们的定单有多大。
16. This product is now in great demand and we have on hand many enquiries from other countries.
这种产品现在需求量很大，我们手头上来自其他国家的很多询盘。
17. Thank you for your inquiry. Would you tell us what quantity you require so that we can work out the offer?
谢谢你询价。为了便于我方提出报价，能否请你谈谈你方需求数量？
18. Here are our FOB price. All the prices in the lists are subject to our final confirmation.
这是我们的FOB价格单。单上所有价格以我方最后确认为准。
19. In general, our prices are given on a FOB basis.
通常我们的报价都是FOB价
四、机场接客
1. Excuse me; are you Mr. Wilson from the International Trading Corporation?
2. How do I address you?
3. My name is Benjamin liu. I’m from the Fuzhou E-fashion Electronic Company. I’m here to meet you.
4. We have a car can over there to take you to your hotel. Did you have a nice trip?
5. Mr. David smith asked me to come here in his place to pick you up.
6. Do you need to get back your baggage?
7. Is there anything you would like to do before we go to the hotel?
五、相互介绍
1. Let me introduce my self. My name is Benjamin Liu, an Int’l salesman in the Marketing Department.
2. Hello, I am Benjamin Liu, an Int’l salesman of FUZHOU E-FASHION ELECTRONIC COMPANY. Nice to meet you. /pleased to meet you. / It is a pleasure to meet you.
3. I would like to introduce Mark Sheller, the Marketing department manager of our company.
4. Let me introduce you to Mr. Li, general manager of our company.
5. Mr. Smith, this is our General manage, Mr. Zhen, this is our Marketing Director, Mr.Lin. And this is our RD Department Manager, Mr. Wang.
6. If I’m not mistaken, you must be Miss Chen from France.
7. Do you remember me? Benjamin Liu from Marketing Department of PVC. We met several years ago.
8. Is there anyone who has not been introduced yet?
9. It is my pleasure to talk with you.
10. Here is my business card. / May I give you my business card?
11. May I have your business card? / Could you give me your business card?
12. I'm sorry. I can’t recall your name. / Could you tell me how to pronounce your name again?
13. I'm sorry. I have forgotten how to pronounce your name.
六、小聊片刻
1. Is this your first time to China?
2. Do you travel to China on business often?
3. What kind of Chinese food do you like?
4. What is the most interesting thing you have seen in China?
5. What is surprising to your about China?
6. The weather is really nice.
7. What do you like to do in your spare time?
8. What line of business are you in?
9. What do you think about…? /What is your opinion?/What is your point of view?
10. No wonder you're so experienced.
11. It was nice to talking with you. / I enjoyed talking with you.
12. Good. That's just what we want to hear.
七、确认话意
1. Could you say that again, please?
2. Could you repeat that, please?
3. Could you write that down?
4. Could you speak a little more slowly, please?
5. You mean…is that right?
6. Do you mean..?
7. Excuse me for interrupting you.
八、社交招待
1. Would like a glass of water? / can I get you a cup of Chinese red tea? / How about a Coke?
2. Alright, let me make some. I’ll be right back.
3. A cup of coffee would be great. Thanks.
4. There are many places where we can eat. How about Cantonese food?
5. I would like to invite you for lunch today.
6. Oh, I can’t let you pay. It is my treat, you are my guest.
7. May I propose that we break for coffee now?
8. Excuse me. I’ll be right back
9. Excuse me a moment.
九、告别用语
1. Wish you a very pleasant journey home? Have a good journey!
2. Thank you very much for everything you have done us during your stay in China.
3. It is a pity you are leaving so soon.
4. I’m looking forward to seeing you again.
5. I’ll see you to the airport tomorrow morning.
6. Don’t forget to look me up if you are ever in FUZHOU. Have a nice journey!
十、约会客户
1. May I make an appointment? I‘d like to arrange a meeting to discuss our new order.
2. Let’s fix the time and the place of our meeting.
3. Can we make it a little later?
4. Do you think you could make it Monday afternoon? That would suit me better.
5. Would you please tell me when you are free?
6. I’m afraid I have to cancel my appointment.
7. It looks as if I won’t be able to keep the appointment we made.
8. Will you change our appoint tomorrow at 10:00 to the day after tomorrow at the same time?
9. Anytime except Monday would be all right.
10. OK, I will be here, then.
11. We'll leave some evenings free, that is, if it is all right with you.
十一、市场销售
客户询问
1. Could I have some information about your scope of business?
2. Would you tell me the main items you export?
3. May I have a look at your catalogue?
4. We really need more specific information about your technology.
5. Marketing on the Internet is becoming popular.
6. We are just taking up this line. I’m afraid we can’t do much right now.
回答询问
1. This is a copy of catalog. It will give a good idea of the products we handle.
2. Won’t you have a look at the catalogue and see what interest you?
3. That is just under our line of business.
4. What about having a look at sample first?
5. We have a video which shows the construction and operation of our latest products.
6. The product will find a ready market there.
7. Our product is really competitive in the world market.
8. Our products have been sold in a number of areas abroad. They are very popular with the users there.
9. We are sure our products will go down well in your market, too.
10. It’s our principle in business “to honor the contract and keep our promise”.
11. Convenience-store chains are doing well.
12. We can have anther tale if anything interests you.
13. We are always improving our design and patterns to confirm to the world market
14. Could you provide some technical data? We’d like to know more about your products.
15. This product has many advantages compared to other competing products.
16. There are certainly being problems in the sale work at the first stage. But suppose you order a small quantity for a trail.
17. I wish you a success in your business transaction.
18. You will surely find something interesting.
19. Here you are. Which item do you think might find a ready market at your end?
20. Our product is the best seller.
21. This is our newly developed product. Would you like to see it?
22. This is our latest model. It had a great success at the last exhibition in Paris.
23. I’m sure there is some room for negotiation.
24. Here are the most favorite products on display. Most of them are local and national prize products.
25. The best feature of this product is that it is very light in weight.
26. We have a wide selection of colors and designs.
27. Have a look at this new product. It operates at touch of a button. It is very flexible.
28. This product is patented.
29. The functioning of this software has been greatly improved.
30. This design has got a real China flavor.
31. The objective of my presentation is for you to see the product’s function.
32. The product has just come out, so we don’t know the outcome yet.
33. It has only been on the market for a few months, bust it is already very popular.
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