The Second Step Of Foreign Trade: Choose A Popular Distribution Product.

In the selection of distribution products, we should first avoid three common misunderstandings.

　　 One quality The higher, the better.

Absolutely not. Remember that your buyer is also a businessman, not the final. Consumer 。 Businessmen always care about profits. If a low quality product is more profitable than its high quality product, international wholesalers will be more willing to choose the former and try hard to promote it. After all, high quality and high price is the basic rule, high quality products, high profits and large capital occupation, but the market is relatively narrow and the quantity is small. Most international traders will seek a short balance between quality and price based on the degree of acceptance of their local market. The composition of the market is usually olive shaped in Pyramid. In the actual foreign trade, the middle or lower quality is the mainstream. For the first time travellers, there are not many funds and the market is not familiar, and the middle and the big road goods are rather easy to choose. And so on, to develop a solid foundation for breakthroughs, and to consider high-end products from competition and market share.

　 2., the lower the price, the more competitive.

Not the same. One price per cent is the eternal truth of the business world. Experienced international buyers will not forget this. When you talk with foreigners about business, you often hear such bargaining: "the price of a factory is much lower than yours" - don't take it too seriously, and don't let it mess up and sell your products at low prices. If the lower the price is, the more competitive the customer should turn around and sign the contract with the low price. Apart from technological innovation, the production cost of the same product in the same period will not be too large, and the most easy way to cut costs is to cut corners. As an international buyer, it is difficult to know the bottom line of the manufacturer's cost. In order to prevent risks, the most common thing is to "get rid of a high score and get rid of a minimum score". Competitors outside the middle price tend to be more valued by buyers.

　　 3. concerns whether products belong to the sunrise industry.

Many new foreign trade salesmen will be concerned about the issue of state affairs. In fact, for beginners, the problem is of little significance. First of all, with the progress of science and technology, the integration and transformation of industries are more frequent and easy. A traditional product may be replaced by some improvements in structure efficiency, and a new product will quickly replace the latter. The taste of market and consumption is always changing, and the rising sun is still declining. In addition, no matter what kind of industry, it can always be a leader in a few industries. Even sunrise industry, because the prospects are good, the profits are high and the competition is fierce, outsiders can hardly get involved in the game. And some so-called traditional industries, because of mature technology, stable market, and the need for innovation and enterprising, are rather easy to attract fresh troops. New recruits will have more opportunities to sharpen their learning. To eliminate superstitions of high quality, super low price, Chaoyang industry and so on, the mentality is calm and the choice of products can be wider. So how do you choose products?

Itself is the manufacturer, its own industry products are of course the first choice. Because you know craft production, you have to adjust the cost of product control yourself. This is a great competitive advantage. However, the direct export of existing products is mostly not possible, because domestic sales and exports are often different in terms of quality, appearance, function and so on. Domestic well sellers do not necessarily conform to the habits and preferences of foreign consumers. Therefore, you may as well imitate it at the very beginning. Learn from the factories that have export business in the same industry, spy on the military situation, and analyze their products to understand the differences. Pay special attention to those products with large export volume and customers' multiple orders. Once you have the chance, you may even strive to cooperate with your peers factory, and you can also subcontract some production tasks for them without making money, so as to gain practical experience. Copying behind others is usually not profitable, but it is a safe first step.

If you are employed as a novice salesman in a foreign trade company, you are usually ordered to sell the company's products. These products are either produced by a subordinate company or a brother factory, or a stable cooperative manufacturer. In this case, there is not much room for choice, and there is no need to change it in the initial stage. Because the company has mature business, it shows that the product has a market, and strive to learn product knowledge, and actively promote sales. Another situation is that ordinary trading companies want to develop foreign markets. This kind of situation is rather complicated, some of which already have more promising products and suppliers, others are completely white paper: no products, no customers, no stable suppliers. In this case, we must seriously consider and find our own advantages, such as industry knowledge, special products or superior products in the region, interpersonal relationship, etc. The general principle is to focus on the source of goods, after all, your role is the seller.

There is a special case in which individuals engage in foreign trade. Common situation is that there is a relatively reliable source of goods and hope to export, there is no question of product selection.

Two, there are advantages in overseas relations or contacts, such as immigrants, overseas students and so on. This type of person is characterized by neither understanding of products nor understanding of foreign trade, but also no ready supplier or customer relationship. The choice is wide and the situation is more complicated. Taking into account the characteristics and limitations of individual business, the general choice principle is to tend to daily consumer goods, small size, storage, price elasticity, quality standards are relatively vague, do not involve import and export commodity inspection and quarantine products, such as handicrafts, young consumers as the target of popular jewelry, fashion bags, etc., to avoid food, agricultural and sideline products, bulk textiles, electrical appliances, such as more professional, countries restrict more categories.

The quality of foreign trade products is not static. Even if the same kind of products are sold in different countries, the quality is quite different. Foreign trade salesmen should learn to adjust their cost by adjusting their quality to adapt to the market of different countries, so as to achieve competitive advantage in price.

Different market They have different preferences for similar products. Foreign trade salesmen should choose their products when they sell products. Therefore, to understand a little bit of knowledge, customs and history of the world, we will be able to take the lead and take a detour. From the perspective of consumption habits, it can be broadly divided into the United States Canada (US and Canada) market, the European market, the Japan and South Korea market, the Eastern European market, the Middle East market, and the African market. Specific to every customer, although each has its own good and different styles, generally speaking, the Japanese and Japanese markets, especially the Japanese market, prefer refined products with high quality, sharp, sharp, and beautiful appearance. They like Chinese traditional culture. Some products with national characteristics can often be understood and welcomed, and can also accept high prices, but the quantity will not be too great. The markets of English speaking countries such as the west, North and South Europe generally have moderate quality requirements, and are fond of succinct and fluency. The Middle East market has a low demand for quality. The aesthetic aspects of the products are plain and vulgar, low in price and large in number. The elasticity of African market is the biggest, and local culture is interwoven with the former English colonial culture, the former French colonial culture, the taste is complex, and the products with very poor luxury and poor quality are acceptable. {page_break}

Because of the variability in quality, efficacy and appearance of foreign trade products, what kind of distribution products should be chosen, and more consideration should be given to the adjustment of product changes by salesmen and effective control of the cost of products. The factory itself is the best, or at least a few factories are willing to cooperate. It is very difficult to sell the ready made products purely and passively, and constantly changing is the key to successful foreign trade. From this demand, finding a good factory is much more important than choosing a product.

At present, many small and medium private factories want to make their own foreign trade, so whether the conditions are ripe or not, they have recruited new recruits to open up foreign markets. Comparatively speaking, the living conditions and working conditions of factories are not as good as those of foreign trade companies in big cities, but for new people, it is really a good learning opportunity. Learning and mastering specific production processes and cost accounting in factories can lay a solid foundation for independent foreign trade. Whether there is a workshop line or not, the ability to control the quality and price of the product is totally different. This is often highlighted in the fierce competition of foreign trade.

It is not difficult for a layman to learn to do foreign trade. After all, foreign trade is just doing business, but there are more formalities. There are many textbooks on foreign trade. To understand a product, it is not a cold day.

Therefore, choosing factories is more important than choosing products, and it is also one of the keys to the success of foreign trade.

Resolved the export authority, selected the distribution products, then the sales channel problem. So how does foreign trade do? What is the difference between ordinary foreign trade and domestic trade?