外贸老客户不愿付模具费,如何让老客户支付模具费

问题:我们有个老客户现在合作了一款产品,2个月大概下了 200 万人民币左右的订单,现在要在原有的模具基础上改新的设计,需要重新开模,我们为了满足客户的交期,需要开2套模具才能确保客户觉得还可以的交期,一套模具费是 4W人民币,现在客户新单要求用新的设计,我们开一套模,要客户也付一套模具费,客户订单累计 5Wpcs就退回模具费,客户几轮下来,还是想把模具费平摊到产品单价上。
现在的诉求:我们公司考虑的点是我们要投 2 套模,8W人民币的磨具费,客户万一没有下单用新模,模具就没有用上,或者我们也不知道什么时候可以达到 5W个,不过根据目前客户的订单情况是2个月下了5.5W个产品了,客户自己的预期是一个月有 10W个的订单量,客户不愿意直接付模具费,分摊到每次订单的产品单价,我们又想要他直接付一套模具费,这样也表明客户确认很有诚意用新模 (因为客户的竞争对手就可以提供给他们终端客户新的模具功能的产品),请问怎么回复客户比较好?感谢老师抽空帮忙指导指导,给出宝贵的建议!

回复话术
Dear Xxx,
How are you ?
Please kindly accept my thousands of thank you because of your biggest support over past 5 years, ourorder amount from US$5,000 ( the first time) to US$XXX ( each month recently ), that is very inspiredin the other word, with our both effort, our business is bigger and bigger, so, we come true win to win,yes ?
Now, it is a big chance for us too, and our business should have a wider area, meanwhile, please also

kindly consider that we need to bear each other responsibility and risk together. after all, we are notjust simple cooperation relationship but a good and long term partner from my heart, so, if we both haveany difficulties then we can discuss and come over it together. how do you think ?
Sure, we would like to pay two module fee US$11.940 (RMB80.000 as I mentioned before ) in advanceto give you biggest support, however, as you knew, the situation or status is not good, in fact, we have 8big push pressure from our financial dept recently. as vou knew. we iust rent 5 floor building to extencour production line, besides, we also need to pay material’ s suppliers cost with cash because of thisspecial time, all of these factors lead to our company’s cash status is bad now and our other strategyprojects can not continue, especially, our production line was planed to extend more than 2 lines (或者其他项目), so that meet company future development need, what is more, the exchange rate is notstable, above factors are all lead to our cost become more higher.
So, could you please give you best understanding that pay some deposit for this new module’s targetquantities, supposed you try US$100,000-US$300,000 next time, how about pay only 0.4% deposit,sure, we would return you this deposit when your quantities arrive the one we discussed, even, for thisake of safe, we can draft one normal contract, and remark all details you concerned.
Until now, our cooperation is very smooth and successful, I believe that we can do better in comingyears with our both kind understanding and support, also, if you have any worries, please just feel freeto inform me, and I would love to discuss with my team.
Thank you very much again and again.
Yours sincerely,
Xxx

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