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项目案例Project Cases

业务类型：出口BUSINESS TYPE: EXPORT

东芝TOSHIBA电梯（日本）总部 出口项目Toshiba Elevator (Japan) Headquarters — Export Project

客户CLIENT
东芝电梯（日本总部）Toshiba Elevator (Japan headquarters)
我司角色OUR ROLE
E-HENG 作为东芝公司的代理服务公司E-HENG as Toshiba's agent service company
供应商SUPPLIER
东芝公司合作的国内工厂Toshiba's cooperative domestic factories
基本合作流程BASIC COOPERATION PROCESS

东芝 下订单（美金价格订单）→ E-HENG 下订单（RMB价格订单）→ 供应商 接单
供应商 发货 → E-HENG（完成报关，制作清关单据，联系物流）→ 东芝
（所有合作流程包括：邮件形式、电话形式、会议形式等均以日文完成沟通）

Toshiba orders (US dollar price orders) → E-HENG orders (RMB price orders) → Supplier accepts orders
Supplier delivery → E-HENG (customs declaration, clearance documents, logistics) → Toshiba
(All cooperation — mail, telephone, meetings — is conducted in Japanese)

一、传统专业的进出口代理服务1. Traditional professional import and export agency services

包括：代收外汇，财务核销，报关出口，仓储物流。同时为东芝以及其合作伙伴提供专业的国际贸易以及清关咨询支持。Including collection of foreign exchange, financial write-off, customs clearance and export, warehousing and logistics — plus professional international trade and customs clearance consulting support for Toshiba and its partners.

二、国际贸易和商务方面的增值服务2. Value-added services in international trade and commerce

1

提供日语陪同翻译。出席场合包括：日常商务会议，展会，外地出差拜访供应商。Japanese accompanying interpreters — for daily business meetings, exhibitions, and field trips to visit suppliers.

2

协同东芝总部采购人员拜访供应商（工厂）商务会谈，并协助东芝公司降价成功。Coordinating with Toshiba headquarters purchasing staff on supplier (factory) visits and business talks, helping Toshiba successfully reduce prices.

3

帮助东芝提供商务支持和重新制定供应商价格体系。（原本东芝公司与某供应商之间，因为国际贸易中交易币种问题、汇率问题、退税问题以及利润分配问题等阻碍顺利合作。故我司为东芝公司提供国际贸易商务支持，解决币种问题，汇率问题等，同时特殊制定新的供应商价格体系以此促进客户与供应商的顺利协作。）Providing business support and re-establishing the supplier pricing system. (Cooperation between Toshiba and a supplier was originally hindered by transaction currency, exchange rate, tax refund and profit distribution issues — E-HENG provided international trade business support, resolved these issues, and specially formulated a new supplier price system to promote smooth cooperation.)

4

提供电梯行业专业技术支持：东芝总部给到我司日文版电梯技术图纸；我司翻译成中文并了解、掌握其部分技术内容；让供应商了解掌握技术内容，顺利制作样品以及成品，跟进整个技术内容。（每一个新的订单，从制作样品到批量出口完整跟进，每年有大约十几到几十种新产品完整跟进落实）Professional elevator-industry technical support: Toshiba headquarters provides Japanese technical drawings; we translate them into Chinese and master the technical content; suppliers then produce samples and finished products smoothly with full follow-up. (Every new order is followed from sample to batch export — roughly a dozen to dozens of new products fully implemented each year.)

5

管理：供应商订单跟踪，催促交期，实时更新货期情况反馈给东芝总部。Management: supplier order tracking, expediting delivery, and real-time lead-time updates reported back to Toshiba headquarters.
业务类型：进口和销售BUSINESS TYPE: IMPORT AND SALES

以色列进口水处理项目Israel Imported Water Treatment Project

客户CLIENT
Poolactif International S.Tamir Ltd.
我司角色OUR ROLE
E-HENG作为其中国地区代理服务商E-HENG as its agent service provider in China
采购商 / 售后PURCHASERS / AFTER-SALES
波悠的所有中国用户；售后统一由厂方专业培训后指定的波悠公司售后服务人员执行All Chinese users of Boyou; after-sales uniformly implemented by manufacturer-trained designated personnel

由POOLACTIF INTERNATIONAL (S.TAMIR) LTD.所生产的波悠水质处理系统，由以色列和瑞士从1979年开始合作研究开发的产品，取得多项专利保护。该公司是世界顶尖的水处理设备生产商，在水处理行业中，其产品技术处于行业领先。系统已被各大国际连锁酒店集团（希尔顿、万豪、洲际、喜达屋、豪生）广泛使用并得到优良反馈。The Boyou water treatment system produced by POOLACTIF INTERNATIONAL (S.TAMIR) LTD. is a product developed jointly by Israel and Switzerland since 1979, protected by many patents. The company is the world's top water treatment equipment manufacturer, with industry-leading product technology. The system has been widely used by major international hotel chains (Hilton, Marriott, Intercontinental, Starwood, Howard Johnson) with excellent feedback.

波悠——动态一体化水处理系统在保证水质的前提下，节省了机房空间即土地成本。同时降低总投资、能耗及节省后期运行成本也是其产品的一大特色。The Boyou dynamic integrated water treatment system saves plant-room space — and thus land cost — while ensuring water quality. Reducing total investment, energy consumption and later operating costs is also a major feature of its products.

中国经典案例（例举五个）FIVE CLASSIC CASES IN CHINA
上海瑞金洲际宾馆（洲际旗下的第一个五星国宾馆，专门接待市政及中央领导人）Shanghai Ruijin Intercontinental Hotel (Intercontinental's first five-star state guesthouse, receiving municipal and central leaders) 上海东湖宾馆（专门接待市政及中央领导人）Shanghai East Lake Hotel (receiving municipal and central leaders) 杭州西子宾馆（浙江省国宾馆，G20接待世界首脑）Hangzhou Xizi Hotel (Zhejiang State Guesthouse, G20 world summit reception) 厦门磐基华尔道夫酒店Xiamen Panji Waldorf Astoria Hotel 上海新虹桥希尔顿花园酒店（样板工程）Shanghai New Hongqiao Hilton Garden Inn (sample project)
业务类型：出口BUSINESS TYPE: EXPORT

中国工程类企业 出口项目 · 索道缆车出口项目案例Chinese Engineering Enterprises — Cableway Cable Car Export Project

客户：北京国游索道工程有限公司（以下简称"国游索道"），我司E-HENG作为国游索道的代理服务商。国游索道公司是一家从事客运索道缆车工程承包建设，输送设备设计制造和索道技术服务为主的专业公司，为全国近百家旅游景区度假村滑雪场等单位提供了两百余条各种型式的索道设备，同时设备出口至日本，印度，沙特等国家为其提供设备与全套解决方案。Client: Beijing Guoyou Ropeway Engineering Co., Ltd. ("Guoyou Ropeway"), with E-HENG as its agent service provider. Guoyou Ropeway is a professional company engaged in passenger cableway contracting and construction, conveying equipment design and manufacture, and ropeway technical services. It has provided more than 200 ropeway installations of various types to nearly 100 tourist attractions, resorts and ski resorts across the country, and exports equipment and complete solutions to Japan, India, Saudi Arabia and other countries.

法律支持Legal Support

在整个项目过程中，涉及了技术合同，采购合同，施工合同和劳务合同。我司主要针对采购合同及劳务合同中相关条款提供专业律师咨询服务。针对采购合同，主要是付款方式与违约责任条款，如何为销售方降低收款风险及如何避免因非销售方原因造成的损失的赔偿。针对劳务合同，除施工人员的薪资补偿外，更重要的是如何保障施工人员在外派期间的生命和财产安全。The project involved technical, procurement, construction and labor contracts. We provided professional legal consulting on procurement and labor contract terms: for procurement contracts, payment methods and breach liability clauses — reducing collection risk for the seller and avoiding compensation for losses caused by non-seller reasons; for labor contracts, beyond salary compensation, ensuring the life and property safety of construction personnel during overseas assignment.

商务沟通支持Business Communication Support

主要包括：协助上述合同条款的磋商。协助制订计划发货表。根据发货表，协助外方及时开立LC。Mainly including: assisting in the negotiation of the above contract terms; assisting in developing planned delivery schedules; and, based on the delivery schedule, assisting the foreign party to open the LC in time.

收款风险把控支持Collection Risk Control Support

由于国游公司负责整体景区缆车吊桥索道项目建设，需要派专业施工人员现场做安装与指导，总体安装调试大概需要3个月的时间，所以最终的付款方式商定为90天远期信用证；在开立信用证前，我司先将可接受的开证行信息提供给开证方，确保对方开证行是一家资信较好的银行，为收款提供第一重保障；在正式信用证开立之前，要求外商先提供信用证草稿件，供我方审核确认后，再行开立正式信用证，为收款提供第二重保障；在收到正本信用证后，我司即要求收款方为此信用证做保兑，为收款提供第三重保障；信用证交单后，我司立刻申请办理远期信用证贴现手续，并向银行申请特惠贴现利率，使客户能尽早收到货款。Since Guoyou needed to send professional construction personnel for on-site installation and guidance (about 3 months of installation and commissioning), the final payment method was agreed as a 90-day forward letter of credit. Before the LC was opened, we provided acceptable issuing-bank information to ensure a bank with good credit — the first guarantee for collection. Before the formal LC, we required a draft LC for our review and confirmation — the second guarantee. After receiving the original LC, we required confirmation of the LC — the third guarantee. After LC presentation, we immediately applied for forward LC discounting with a preferential rate so the client could receive payment as early as possible.

资金支持（项目融资）Financial Support (Project Financing)

由于即使是信用证贴现，也必须要等到出货且正式交单，经开证行确认后才能办理，但此时项目前期采购已经投入了大量资金，为了确保项目顺利进行，我司为国游公司提供了300万的项目融资资金。Even LC discounting must wait until shipment and formal presentation, confirmed by the issuing bank — but large sums had already been invested in early procurement. To ensure smooth progress, we provided Guoyou with 3 million in project financing.

确保过百材料清单的快速通关Fast customs clearance for a 100+ item material list

项目产品出口时涉及品项众多，有钢铁结构件，电机，绳索，木板，电缆，油漆，各式电动工具，手动工具，耗材等，一旦出现海关申报不清，将会影响整批货物的出口。我司提前协助整理所有产品清单，请国游公司绘制整机组装图纸，将能成套的产品列为一项，向海关申请做预归类咨询，将预归类结论书在报关时一并提交，提高通关效率；同时在出货前制作详细装箱清单，一旦遇到海关查验就可以清楚的按照整机组装图纸找到对应的部件；将剩余不能成套组装的备品配件，耗材等单独罗列，提前准备好所有清关所需申报要素。由于很多材料是外购的，需要再和生产厂家确认，所以提前准备材料并做确认可以避免出货时间太赶而出差错。The export involved many items — steel structures, motors, ropes, wooden boards, cables, paint, power tools, hand tools, consumables. Unclear customs declaration would affect the whole shipment. We helped organize all product lists in advance, had Guoyou draw complete-machine assembly drawings, listed set products as single items, applied to customs for pre-classification consultation and submitted the pre-classification conclusion at declaration, improving clearance efficiency. Detailed packing lists made before shipment allowed parts to be found clearly against the assembly drawings during any inspection; spare parts and consumables that could not form sets were listed separately with all declaration elements prepared in advance — since many materials were outsourced, early preparation and confirmation with manufacturers avoided last-minute errors.
业务类型：进口BUSINESS TYPE: IMPORT

英国ATLANTIC 锯片带 进口项目UK ATLANTIC Saw Blade Belt Import Project

客户：ATLANTIC COMPANY (UK) LTD.，生产专业锯片带的英国中小企业。我司E-HENG作为其中国地区代理服务商，采购商为ATLANTIC中国客户。ATLANTIC与易恒初次接洽是在2010年，双方结交于英国商会举办的中国贸易商业促进交流会。基于外贸行业的共同属性，双方相谈甚欢一拍即合，从此建立合作关系，至今已有6年时间。易恒为ATLANTIC提供的服务内容统称为：供应链及商务执行。Client: ATLANTIC COMPANY (UK) LTD., a UK SME producing professional saw blade belts, with E-HENG as its China regional agent service provider and ATLANTIC's Chinese customers as buyers. ATLANTIC and E-Heng first met in 2010 at a China trade and business promotion exchange held by the British Chamber of Commerce; the two sides hit it off and have cooperated for 6 years since. The services E-Heng provides for ATLANTIC are collectively called supply chain and business execution.

商业支持Commercial Support

易恒定期为ATLANTIC提供咨询报告。包括五大方向：产业趋势调研、市场需求定位、高端食品工业发展信息、中国营销方案、贸易简化机制。E-Heng regularly provides ATLANTIC with advisory reports covering five major directions: industry trend research, market demand positioning, high-end food industry development information, China marketing plans, and trade simplification mechanisms.

策展服务Curatorial Services

中国市场是ATLANTIC最大的海外市场。产品的充分展示是ATLANTIC非常看重的环节，因此国内大型展览会成为了首选。易恒具有国内大型展览完整经验，帮助ATLANTIC从定展、产品定装、运输、广告定位制作、展厅布置、展览现场人员安排、本地化翻译、客户接洽等一条龙服务。The Chinese market is ATLANTIC's largest overseas market, and full product display is vital to them, making large domestic exhibitions the first choice. With complete large-exhibition experience in China, E-Heng provides one-stop services from booth booking, product fitting and transportation to advertising positioning and production, exhibition hall layout, on-site staffing, localized translation and customer contact.

资金支持Financial Support

ATLANTIC的国内买家来自国内的各个行业、各个地区。买家要求的付款方式、成交方式、运输方式也各不相同。对于ATLANTIC来说，准确的报价方案是非常重要的。这个时候易恒起到了关键的作用。ATLANTIC只需准确报EXW价格给易恒，易恒负责给国内买家整合满足需求的所有价格条款方案。以2016年9月份广东大川锯业从ATLANTIC购买的15万米带锯片为例，总金额130500英镑，ATLANTIC要求100%TT IN ADVANCE，能提供9.5折扣。而大川锯业希望预付50%剩余50%货物到港前支付以便减轻资金运转压力。这种付款方式的话ATLANTIC无法提供折扣优惠。双方要求的资金时间相差了45天。此时易恒作为ATLANTIC的服务商为大川提供了45天的资金支持。这样既缓解了大川的资金周转压力并使大川得到了折扣优惠，也帮助ATLANTIC成功拓展了一个有潜力的长期客户。真正实现了国内外互赢。ATLANTIC's domestic buyers come from various industries and regions, each requiring different payment, transaction and transport methods — so accurate quotation schemes are vital. ATLANTIC only needs to report the accurate EXW price to E-Heng, who integrates all price-term schemes for domestic buyers. Take the 150,000 m of band saw blade purchased by Guangdong Dachuan Saw Industry in September 2016 — total £130,500. ATLANTIC required 100% TT in advance with a 9.5 discount, while Dachuan wanted to pay 50% in advance and 50% before arrival to ease cash flow — terms under which ATLANTIC could not discount. The funding gap was 45 days. E-Heng, as ATLANTIC's service provider, provided Dachuan 45 days of financial support — easing Dachuan's cash flow, securing the discount, and helping ATLANTIC win a promising long-term customer. A true domestic-overseas win-win.

金融服务Financial Services

ATLANTIC的很多中国买家希望的是海运的运输方式，这种方式下外汇汇率的波动对于买家的成本控制是影响比较大的。尤其在欧盟动荡的大环境下。为了解决这种问题，易恒特为ATLANTIC的中国客户开设了汇率锁定服务。即由易恒在ATLANTIC与中国买家的价格条款中承担锁定汇率的角色，帮助双方规避汇率波动风险，找到各方能接受的汇率平衡点。Many of ATLANTIC's Chinese buyers prefer sea transport, under which exchange-rate fluctuation strongly affects buyers' cost control — especially amid EU turbulence. To solve this, E-Heng opened an exchange-rate locking service for ATLANTIC's Chinese customers: E-Heng takes the rate-locking role in the price terms between ATLANTIC and Chinese buyers, helping both sides avoid exchange risk and find a mutually acceptable balance point.

供应链服务Supply Chain Services

ATLANTIC的货物只需在工厂仓库静静的等候，其他运输到中国买家手中的所有操作流程以及手续全部由易恒完整的供应链体系完成。包括ATLANTIC工厂提货、英国海关申报清关手续办理、空海运国际段运输、中国到货口岸海关清关手续办理、全国各地货物运输安排等等。由于ATLANTIC在中国国内业务量保持着持续稳固的增长，目前ATLANTIC与易恒正在研究成立ATLANTIC产品的仓储配送以及客户服务中心。总部设在上海，由易恒全权代理操作。中心的建设内容包括产品的存储、转运、配送，产品配套维修保养服务，客户意见反馈、品牌建设、客户大数据建立等等。ATLANTIC's goods need only wait quietly in the factory warehouse — every operation and formality to deliver them into Chinese buyers' hands is completed by E-Heng's complete supply chain system: factory pickup, UK customs declaration and clearance, international air/sea transport, clearance at Chinese ports of arrival, and nationwide delivery arrangements. With ATLANTIC's China business growing steadily, ATLANTIC and E-Heng are now studying the establishment of an ATLANTIC warehousing, distribution and customer service center — headquartered in Shanghai and fully operated by E-Heng — covering storage, transshipment and distribution, supporting maintenance services, customer feedback, brand building and customer big data.
业务类型：进口BUSINESS TYPE: IMPORT

中国快消品企业 进口项目Chinese FMCG Enterprises — Import Project

客户：中国快消品企业BA（因涉及客户项目的保密条款，故隐去客户名称）。我司E-HENG作为BA公司的代理服务公司。供货商：BA在世界各地十几个不同国家的供货商。BA公司是一家销售潮流饰品的企业，属于快消品行业，400多家门店遍布全国，采购的产品遍布世界各地。为了顺应各大节日，潮流风向改变，BA公司的目标是快速及时并且费用上能够合理化降低。Customer: Chinese FMCG enterprise BA (name hidden due to project confidentiality clauses), with E-HENG as BA's agent service company. Suppliers: BA's suppliers in more than a dozen countries around the world. BA sells trendy ornaments in the FMCG industry, with more than 400 stores across the country and products purchased all over the world. To keep up with major festivals and changing trends, BA's goal is speed, timeliness and reasonable cost reduction.

易恒的建议E-HENG'S RECOMMENDATION

根据每个国家的供应商提供的货期，提货地点，品类的体积，重量以及需上架时间，让供应商送货或者提货至特定港口，例如将欧盟内的供应商集中在1-3个起运点，集中发运至上海。易恒不仅需要帮助客户协调运输，还需要将各供应商项目根据运输批次进行合并，及时和供应商沟通以避免国外送货不及时造成多余的仓储费用。再根据货期紧迫与否，建议运输方式。Based on each country's supplier lead times, pickup locations, category volume and weight, and shelf deadlines, have suppliers deliver or pick up goods to specific ports — e.g. concentrating EU suppliers at 1–3 departure points and shipping to Shanghai in consolidated batches. E-Heng not only coordinates transportation but merges supplier projects by transport batch, communicating with suppliers in time to avoid extra storage costs from late foreign deliveries, and recommends transport modes based on schedule urgency.

意义：各地集中运输是企业物流作业中实施运输成本控制的重要手段之一。运输成本与运输产品的种类、运输规模和运输距离直接相关。许多具有一流服务的物流系统都采用的是高速度、小批量运输，这种运输通常成本较高。为降低成本，可以将运输整合。一般而言，运输量越大、距离越长，单位运输成本就越低。将小批量运输集中起来以形成大规模的经济运输不失为一种降低成本的途径。Significance: centralized transportation is one of the important means of transport cost control in enterprise logistics. Transport cost relates directly to product type, scale and distance. Many first-class logistics systems use high-speed, small-batch transportation, which is usually costly. To reduce costs, transportation can be integrated: in general, the larger the volume and the longer the distance, the lower the unit cost — consolidating small batches into large-scale economic transportation is an effective way to reduce cost.
业务类型：进口，产品经销商务支持，三方贸易，库存管理，财务管理BUSINESS TYPE: IMPORT · DISTRIBUTION SUPPORT · TRIPARTITE TRADE · INVENTORY · FINANCE

美国HUBBELL集团 进口项目US HUBBELL Group — Import Project

HUBBELL INCORPORATED 哈勃集团成立于1888年，总部位于美国康涅狄格州，其创始人Harvey Hubbell为拉线开关的发明者。目前，通过合作开发与并购，公司产品已覆盖几大领域：线路系统（WDK）、照明系统（Lighting systems）、工业级防爆系统（Killark）和电力系统（Power systems），并已于美、加、意、瑞士、墨西哥、巴西等国建立生产基地，全球员工近12000名。在欧美地区，合保产品以其高品质获得人们的青睐，成为家喻户晓的品牌，同类产品市场占有率95%以上。目前，Hubbell已于纽约证券交易所上市，2008年营业收入达到27亿美元。2008年，Hubbell于中国上海成立了首家投资企业——哈勃贸易（上海）有限公司，2010年于安徽芜湖建立亚洲首个生产基地，正式开展公司亚洲战略。HUBBELL INCORPORATED was founded in 1888, headquartered in Connecticut, USA; its founder Harvey Hubbell invented the pull switch. Through cooperative development and mergers, its products cover wiring device systems (WDK), lighting systems, industrial explosion-proof systems (Killark) and power systems, with production bases in the US, Canada, Italy, Switzerland, Mexico, Brazil and other countries and nearly 12,000 employees worldwide. In Europe and America its products are a household brand with over 95% market share in similar products. Hubbell is listed on the New York Stock Exchange, with operating income of $2.7 billion in 2008. In 2008 Hubbell established its first investment enterprise in China — Hubbell Trading (Shanghai) Co., Ltd. — and in 2010 built its first Asian production base in Wuhu, Anhui, officially launching its Asian strategy.

人民币业务RMB Business

厂商 → E-HENG → 国内客户（人民币结算）Manufacturer → E-HENG → Domestic customer (RMB settlement)

为HUBBELL集团上海代表处提供产品经销商务支持。服务内容包括：对国内最终用户提供人民币报价，签订采购合同，招投标文件准备等；对厂商下订单，完成采购；安排国际物流，进口清关，送货至指定交付地点；会计结算。Commercial support for product distribution for HUBBELL's Shanghai Representative Office: RMB quotations to domestic end users, procurement contracts and bidding document preparation; placing orders with manufacturers and completing purchases; arranging international logistics, import customs clearance and delivery to designated places; accounting settlement.

库存业务Inventory Business

E-HENG → 国内最终用户E-HENG → Domestic end user

受代表处委托在华对部分产品建立库存管理项目，服务内容包括：库存对象为生产周期长，用户采购的标准型产品；库存采购；安排国际物流，进口清关，入库；根据采购订单，交期安排库存出库；进销存管理，提供库存报表；会计结算。Entrusted by the representative office to establish inventory management projects for some products in China: inventory objects are standard products with long production cycles purchased by users; inventory purchasing; international logistics, import clearance and warehousing; outbound scheduling per purchase orders and delivery dates; invoicing/inventory management with reports; accounting settlement.

三方贸易（美金业务）Tripartite Trade (US Dollar Business)

厂商 → E-HENG → 最终用户（美金结算）Manufacturer → E-HENG → End user (US dollar settlement)

针对希望用美金结算方式的最终用户提供三方贸易服务，服务内容包括：对最终用户提供美金报价，签订采购合同；对工厂下订单，完成采购；安排国际物流；会计结算。Tripartite trade services for end users who wish to settle in US dollars: US dollar quotations and purchase contracts with end users; placing orders to factories and completing purchases; arranging international logistics; accounting settlement.