Shoe And Clothing Enterprises: Pay Attention To Small Orders And Win Big Market.
Recently, a Chinese purchasing officer of a foreign enterprise analyzed the phenomenon of small orders in North American buyers, hoping that Quanzhou suppliers could take seriously and win more cooperation space.
This reporter has arranged for it to be a reference for Quanzhou's foreign trade enterprises.
According to the person in charge, when North American buyers first order to Chinese suppliers, they usually start with small orders. This is especially common in gifts, hardware, daily necessities and other industries. According to the person in charge, buyers in North America have high quality requirements. Once the product has quality problems, the buyer will ask the supplier to accept the return, or substantially reduce the price. For North American buyers, there is a certain risk that imported goods from distant countries can not be tested on the spot. Therefore, they are very cautious when ordering goods with Chinese suppliers. On the basis of not yet knowing the suppliers, they usually do not make the order for the first time.
"In addition, the market timeliness of gifts and daily necessities is very obvious, and buyers in North America dare not place large orders, but the number of purchases is frequent. Take Christmas gifts as an example. After Christmas, North American importers can only sell goods at reduced prices. Most of the suppliers in China are reluctant to accept these small orders, especially hardware and auto parts, because these products need to be moulds and cost more. " The person in charge said.
According to him, at present, the popular commodity market in North America is mostly occupied by large chain supermarkets. Most North American retailers tend to make some distinctive products in order to achieve better sales performance. These products need quality, cheap and competitive. However, although the market prospect of these products is good, the cost is relatively high, which is easy to conflict with suppliers.
In fact, I think that for suppliers, small orders are not necessarily without money. On the one hand, they may be customers' trying lists. On the other hand, it may be because the imported products are new products, and the sales of customers abroad are not yet fully developed, but the market prospect may be good.
He suggested that domestic suppliers take the initiative to adjust their attitude towards small orders. First of all, we must change our ideas, take orders seriously regardless of size, treat each other equally, and make small quotations carefully, offer information to customers and learn from the attitude of suppliers in other parts of Asia. These areas have many years of experience in North American trade, making them more sensitive to new products. As long as new products can embody market trends, they are willing to produce even if the order is small and the development cost is high.
Second, we must prepare the offer. Some domestic suppliers do not pay much attention to quotations. After receiving the inquiry, they often provide only a general quotation without giving detailed notes to customers. In other parts of Asia, suppliers will detail different orders, requirements and prices, so that buyers can see clearly.
He also suggested that if we receive a long term small order and no change in the pattern of the product, the best way is to find a proxy in the place of sales, to realize a large number of pportation to foreign countries, to save the cost, to communicate with the customers, and to better coordinate and manage the customer relationship, so that the small order customers can also enjoy the high quality service. Manufacturers in other parts of Asia can skillfully use agency agencies to help sell.
According to the introduction, buyers in North America usually divide the Chinese suppliers into two categories: one is the enterprises that are in line with the international market, such as foreign investment enterprises and some larger enterprises; the two is the traditional export enterprises.
Generally speaking, enterprises with international standards are more enthusiastic about small orders, and will regard these small orders as opportunities to cooperate with purchasers. As far as possible, they will try to meet customers' needs and deliver them on time.
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