外贸企业如何应对疫情危机？灯具厂老板的焦虑与自救
随着全球疫情蔓延，外贸企业正面临前所未有的挑战。 从订单取消到现金流紧张，许多企业主陷入了进退两难的困境。 一位东莞灯具厂老板的亲身经历，或许能给我们带来一些启示。
As the global pandemic spreads, foreign trade enterprises are facing unprecedented challenges. From order cancellations to cash flow shortages, many business owners find themselves in a dilemma. The personal experience of a lighting factory owner in Dongguan may offer some insights.
欧阳雨晴（化名）的灯具厂主要出口欧洲市场，原本计划在疫情后大干一场。然而，随着海外疫情爆发，法国、英国市场相继暂停，德国客户更是直接取消了价值40余万美元的订单。目前仅奥地利市场维持正常运转。
Ouyang Yuqing (pseudonym)'s lighting factory mainly exports to European markets. They had planned to expand business after the pandemic, but with the outbreak overseas, the French and UK markets were suspended one after another. A major German client even canceled an order worth over $400,000. Currently, only the Austrian market remains operational.
订单危机带来连锁反应：
- 积压成品价值60余万美元
- 原材料损失近20万元人民币
- 订单总额减少近30%
- 现金流极度紧张
Order crisis triggers chain reactions:
- Accumulated finished products worth over $600,000
- Raw material losses of nearly 200,000 RMB
- Total orders reduced by nearly 30%
- Extremely tight cash flow
面对困境，欧阳雨晴采取了三项自救措施：
- 降价保客户：主动提出降价6-8%，换取客户开立全额信用证
- 控制信息传播：避免订单暂停消息扩散影响员工士气
- 制定应急预案：针对不同情况准备应对方案
Facing difficulties, Ouyang Yuqing implemented three self-rescue measures:
- Price reduction to retain customers: Voluntarily offered 6-8% discounts in exchange for full L/C payments
- Information control: Prevented order suspension news from spreading to maintain employee morale
- Contingency planning: Prepared response plans for different scenarios
现金流比利润更重要，这是欧阳雨晴最深刻的体会。他建议外贸企业：
- 优先保证现金流
- 与供应商保持良好沟通
- 灵活调整经营策略
- 做好最坏打算
Cash flow is more important than profit, this is Ouyang's most profound realization. He suggests foreign trade enterprises should:
- Prioritize cash flow
- Maintain good communication with suppliers
- Flexibly adjust business strategies
- Prepare for the worst-case scenario
疫情之下，外贸企业需要更多智慧和勇气来应对挑战。正如欧阳雨晴所说："天无绝人之路"，关键是要保持冷静，积极寻找突破口。
Under the pandemic, foreign trade enterprises need more wisdom and courage to face challenges. As Ouyang Yuqing said: "There are always solutions", the key is to stay calm and actively seek breakthroughs.
