The writing of emails about insurance issues generally has conventional content depending on the transport products. In cross-border e-commerce B2B business, unless the customer specifically asks for a certain type of insurance, the salesperson will generally purchase the lowest insurance. If the customer has special requirements, the cost should be borne by the customer. The following example illustrates the situation where the customer requests to change the insurance type from Ping An to All Risks.
1. Customer requests to change the insurance type
The example is as follows.
Dear Tong,
Have a good day!
The last point before placing the order is the insurance. Could you please change from FPA to All Risks. We hope to do the best against any risks on the transportation. Will it affect the price?
Best regards,
XX X
2.Salesman’s Reply
The example is as follows
Dear X XX
It is my pleasure to hear from you soon
That is no problem to change the insurance to All Risks. This is what we hope to suggest to you as well, considering the easily-changing weather recently and unpredictable political situation in your country. Because the price I have quoted to you is CIF price including sea transport insurance charge, we have to increase the price to USD XXX to cover the difference in the cost of the two different kinds
of insurances
Attached is the quotation I have revised accordingly. I will draft a contract based on it with your confirmation of the quotation.
Your quick reply will be highly appreciated.
Yours faithfully,
XXX
The negotiation of insurance terms is the simplest among all the negotiations. If the customer asks to change your insurance type, the salesperson can accept it because it is the customer who bears the cost and claims. The salesperson only insures on behalf of the customer. Even so, since the salesperson has a better understanding of the properties of the product and is more predictive of the risks that the goods are prone to, the salesperson should recommend the customer to purchase the appropriate insurance when negotiating with the customer.