5 Quotation Techniques For Garment Export Trade

How can the quotation be effective? The price is too high to frighten the customer, or the price is too low. As soon as the customer knows you are not a professional, you dare not venture to do business with you. Yes Regular customers It is not easy to quote: he will rely on his strength and pressure the price so much that even when you receive his enquiry, he will not know how to quote: he is too low to earn money; he is too high to be afraid of giving orders to others. Experienced exporters will first make full preparations before the offer, choose appropriate price terms in the quotation, and use the terms of payment in the contract, delivery date, shipping terms, insurance clauses and other elements to bargain with the buyers, or you can take the initiative in the quotation by virtue of their comprehensive advantages.

Adequate preparation before quotation

First of all, a careful analysis of customers' purchase intention and understanding of their real needs can lead to a good price list. Some customers take the low price as the most important factor and start to quote him the price close to your bottom line, so the possibility of winning the order is great. Mr. Tsang, an import and export company in Guangzhou, said: "we will officially come after the customer's inquiry." offer During this period, we will seriously analyze the real intention and intention of customers before deciding whether to offer them a trial offer or a formal offer.

Second, do well. market Follow up and investigate the latest developments of the market. Because of the high transparency of the market information and the rapid change of the market price, exporters must quote the price according to the latest market price. Now, some regular and more powerful foreign businessmen in Hongkong and Mainland China have offices, which are very familiar with and understanding of China's internal and external market and market environment. This requires the exporters themselves to be well-informed.

Therefore, business people often go to factories to collect goods, and sell prices to some local manufacturers very clearly. At the same time, as a long-term specialized specialty company, because of its long time expansion in the industry, it not only understands the development of the industry and the history of price changes, but also makes reasonable analysis and forecast of the recent trend.

Choose the right price terms

In a quotation, price terms are one of the core parts. As a matter of fact, what kind of price terms should be adopted determines the division of responsibilities and profits of buyers and sellers. Therefore, before making a quotation, exporters should fully understand the true connotations of various price terms and carefully select them, in addition to satisfying the requirements of customers, and then make quotations according to the selected price terms.

Choose to trade at FOB price, which is favorable to the market under the unstable market conditions of freight and insurance premium. But there are also many passive aspects. For example, because the importer delays the delivery of the ship or delays the shipment due to various circumstances, the change of the name of the ship will increase the expenses of the warehousing and other expenses for the exporter, or the interest on the loss will be caused by the late payment of the goods. When exporters control the export goods, at the FOB price, because the importer and the carrier will contact the ship, if the goods are shipped, the exporter will pay a lot even if he wants to resell the goods in transit or destination, or take other remedial measures.

Under the condition of CIF price export, the cargo cargo connection problem can be better solved, which makes exporters more flexible and flexible. In general, as long as the exporter guarantees that the goods delivered are in conformity with the contract stipulations, the importer must pay the bill as long as the documents are complete and correct. After the goods pass the ship's side, the importer may not refuse payment for the goods even if the goods are damaged or destroyed when the importer pays the goods. That is to say, the export contract concluded at CIF price is a specific type of contract for sales of documents.

A smart exporter should not only be able to grasp the quality and quantity of the goods he sells, but also grasp every link in the process of the goods being delivered to the destination and the collection of the goods. As for the loading, transportation and risk control of goods, we should try to gain certain control power so that the profits of trade can be guaranteed. Some large multinational companies require Chinese exporters to sell at FOB price in order to get preferential terms in transportation and insurance, which is to guarantee their control. Again, most of the goods exported to Japan are FOB, and even if exporters offer very favorable terms, it is difficult to change the price terms. So whether to cater for the needs of buyers or stick to their principles, it is very necessary for exporters to consider more when quoted.

Now that export profits are generally not very high, it is more important than ever to calculate carefully every aspect of the trade process. Some export enterprises in China have good export profits. Their practice is to quote the FOB price before making the quoted price, so that customers can compare the prices of their products, ask CIF price again, and insist on arranging transportation and insurance in the domestic market. They say very frankly that doing so can not only give buyers more choices, but also earn a little difference in the premium.

　 Other elements of the contract

Other elements of the contract include payment, delivery, shipping terms, insurance terms, etc. The price is only one of the factors that affect the transaction. If we can negotiate with other elements and customers, the price flexibility will be greater. For example, for India, Pakistan or other countries or regions, sometimes you give him 30 days or 60 days long term payment of the letter of credit, perhaps he has great attraction.

At the same time, the quotation can be adjusted according to the geographical characteristics of the export, the strength and character of the buyer, and the characteristics of the commodity. Some customers are very concerned about the price. Orders will be given to the cheapest sellers. When quoted, they will quote you the lowest price you can offer. Some customers are accustomed to bargaining, and the price you quoted is not too willing to cut down a bit. Then, the first time you quote, you can reserve the extent that he wants to cut.

If a product is in a downturn for some time, you may be able to quote your lowest price directly in order to grab the order. For costumes such as seasonal goods, you promise fast and punctual delivery time to your customers, which will undoubtedly let customers drop your quotations.

You can adjust your offer strategy according to the sales, the peak season or the order size. Ms. Meng, an import and export company in Shaanxi Province, is engaged in the export of glass products. The products and specifications of their export products are various, so they have a relatively uniform price for different country and regional markets. They are better at responding to foreign queries, but they also make some adjustments according to different seasons. In the face of relatively scattered orders, their quotations are often flexibly controlled on the basis of guaranteeing the company's profits.

Win with comprehensive strength

If you have confidence in your overall strength, you will not have to indulge in low prices to please customers. Mr. Tsang said: quotes should be as professional as possible, try to raise some professional questions before the quotation or offer, showing that they are familiar with and familiar with the product or industry. Therefore, on the one hand, we should consider the reputation of customers, and on the other hand, we must have confidence in our products and quality. When dealing with new customers, it is very important for customers to understand their situation, such as asking them to go to see the factory and let them know their operation procedures, so that customers must be more careful when ordering.

At the same time, from your quotation, foreign businessmen who are very familiar with and familiar with the industry can be aware of whether you are also an old hand in the industry and judge your credibility. Mr. Sun said that if the market price is around ten thousand yuan per square meter, you give the customer 15 thousand yuan per square meter, which shows that you are a real layman or novice. Foreign businessmen are definitely not interested in similar quotations. So you can see if you are an expert.

Finally, we must try to let him know about your company's strength and business mode before offering new customers. Only when you and your company have full confidence can customers consider your terms of business, which many inexperienced exporters often neglect. Mr. Sun believes that although many foreign companies are making inquiries around prices, good corporate image and word of mouth can help you attract and retain customers. It can be said that a good corporate image is the golden signboard that attracts customers.

Choosing the right quotation channel

You can make quotation directly when you are online trading. Alibaba's online quote function is only available to "integrity members".

When you are interested in the purchase information, after you fill out the quotations directly, the buyers can receive your feedback promptly.

1, in the quotations, select "SMS", send your quote to the other phone, or text message to remind the other side to check your offer. The fastest way to convey your quote information to buyers is to get further intention to discuss. In order to avoid timely quotation and loss of potential customers.

2, when your E-MAIL or system message receives a customer's inquiry sheet, you can choose to quote directly through E-MAIL or reply message.

3, you can make use of trade Tong to quote online timely and grasp business opportunities.

1) if you inquire about the purchaser's "online", you can talk with him immediately. Learn more about the buyer's needs and further verify the identity and intent of the other person. You can always quote the other party and get the feedback from the other party.

2) if purchasers hold online meetings to discuss business, you can also negotiate business through trade. Understand the quotation of the colleague, and combine the company's actual situation and profit margin, adjust strategy in time, make the quotation, and finally get a success.

4, according to the buyer's contact method, call directly to communicate with the other side, judge the cooperation intention of the other party, the authenticity of the inquiry, and grasp the customer's demand and budget.