The Export Profits Will Be Diluted To Raise The Bargaining Space &Nbsp; Foreign Trade Enterprises Should Be Cautious In The Risk Of Foreign Exchange Losses.

"Our products are mainly exported to Europe and the United States. market The US dollar is the clearing unit. at present Order The decline is very obvious, with a reduction of 30%. " Zhao Liang, manager of the Development Department of Dongguan Zhuo Yi Toys Limited, said yesterday afternoon that the order was quoted on the day of signing the contract. exchange rate As a matter of fact, if the exchange rate falls, it will only be a loss.

On the 20 day, the central parity of RMB exchange rate announced by China foreign exchange trading center was 1 yuan to RMB 6.4592 yuan. In the past six years, the fluctuation and flexibility of RMB exchange rate have increased. Because the expectation of unilateral appreciation of RMB has not fundamentally changed, many foreign trade enterprises still face the test of how to avoid the risk of exchange rate fluctuations.

"In many cases, there is little profit for orders. In the first two months, we thought that the exchange rate would be relatively stable. When the price was negotiated with the customers, the price would be a bit real, but after the presentation of the bill, we lost tens of thousands of the list. Zhao Liang said.

　　 Dilution of export profits

In fact, in the face of pressure from domestic raw material prices, rising labor costs and the appreciation of the renminbi, the signs of export enterprises' profits being "diluted" have already appeared.

According to statistics from the Ministry of Commerce, the average profit margin of China's export enterprises in 2010 was 1.47%, lower than the average profit level of industrial enterprises. In 2011 1~2, the export profit margin further dropped to 1.44%. Zhao Liang believes that the current exchange rate of enterprises with meagre export margins has reached the extreme level, and the situation of being caught in the rear is worrying for the survival of enterprises.

According to a survey data obtained by our reporter, according to the Ministry of Commerce's investigation of key export provinces and cities, the export enterprises' tolerance to RMB appreciation is about 2%.

Zhang Weiheng, general manager of the International Trade Department of Hebei Zhonghai Steel Tube Manufacturing Co., Ltd., also told our reporter that at present, the profits of the company's export products are very low. For example, the Southeast Asian region pays great attention to the price, and the dealer price is very low and the profit is very small, which is mainly supported by the large export base.

"The export market is facing great pressure of appreciation, and the fluctuation rate of exchange rate in the future is not very clear, so long as the order can be reached." Zhang Weiheng said.

In this regard, Zhao Liang also said that in the face of the pressure of RMB appreciation, the company has tried to open up the domestic market to deal with. "We have got the right to produce Disney, pleasant goat, SpongeBob SquarePants and other genuine toys, but compared with foreign orders, domestic orders are smaller, and the effect of relieving enterprise pressure is still small." Zhao Liang said.

A Hangzhou garment export company manager, who asked not to be named, told our reporter that many factories and factories in Jiangsu and Zhejiang provinces that he had contacted was much lighter than last year. "Orders are mainly shifting to cost depressions. The" flying alone "phenomenon is more obvious, like many clothing orders have been transferred to Southeast Asia or Romania, where production costs are lower.

The export sales manager said: "even though European orders are considered in the long-term risk, we also use the US dollar to quote the price. But considering the exchange rate change expectation, it is difficult to further improve the quotation. It is mainly the specific circumstances of the guests. After all, it is the most important thing to get the order. The profit of the product has already been diluted by various factors.

　 Raising bargaining space

Luan Yi, director of the foreign trade business of Anhui China International Economic and trade Limited by Share Ltd, told our reporter that due to the fear of exchange rate losses, the current negotiations with customers are mainly short term orders, and they dare not answer them. "If the period between the order and the documents is too long, the exchange rate fluctuation will be greater, which will lead to greater losses."

Wang Xiuyu, marketing manager of Shanghai Ying Ke Industrial Co., Ltd., told our reporter that at present, the profit rate of the company's products is relatively high, and the gross profit margin can reach about 15%, so the bargaining space of export orders is still relatively large.

"According to the situation in the first half of this year, we expect annual export orders to increase to 30%~40%, and in the past two months, when we negotiate with our customers, we have considered the expectation of appreciation, and the price has gone up." Wang Xiuyu said, "we expect that the renminbi will appreciate again this year, or at least two or three percentage points."

Wang Xiuyu said that colleagues in the company's sales department will check the quotation system of export orders according to the change of exchange rate and the fluctuation of raw material purchase price every month, and work out a new pricing plan. "We have many ways to avoid exchange rate risk. One is to raise prices directly, mainly for small and medium-sized customers, but some customers are unwilling to accept the offer stage. We will consider them comprehensively and make trade-offs."

"For large customers with long term orders, we avoid the risk of exchange rate fluctuations and will ask for a risk sharing contract for exchange rate fluctuations." Wang Xiuyu said, "because if there is a loss, we or our customers will not be willing to take full responsibility. If the company is to undertake, the loss of a high order will probably lead to no profit for several months. We are all signing contracts to make a clear stipulation on how the two sides take risks."

Cheng Li, an export salesman from Zhejiang arts and crafts import and Export Co., told our reporter that the company's orders were relatively stable, which did not change much compared with last year. "We mainly export textile products from Europe and the United States, and the period from receiving orders to documents is generally short, one month and two months long. At present, there is basically no loss due to exchange rate changes."

"We expect that the RMB exchange rate will not change much in the short term. When we negotiate with customers, we will also calculate the cost of RMB appreciation, thus avoiding risks to a certain extent." Cheng Li said, "the renminbi will not appreciate substantially in the short term. If it is only a small increase, the business will still have room for adjustment and can bargain with customers."

However, Cheng Li also said that because of the rising prices of raw materials and other factors, the bargaining power of related products is not as good as before. "There are some high priced products, and there will be some bargaining space, such as wool, rabbit hair, and other low-priced goods such as polyester, and the space for bargaining is relatively small."