Foreign Trade Clothing Business Difficult To Do Zhejiang Enterprises To Seek Breakthrough In Hong Kong

A week before the opening of the Canton Fair (113rd session, three session), less than P.

At the Hongkong Asia International Expo, which is about 200 kilometers away from Guangzhou, Global Sources spring a target= "_blank" href= "http://www.91se91.com/" > dress "/a" and accessories exhibition was first opened.

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Less than P, the buyer who pulled the rod box went down to the exhibition hall for about 10 minutes.

In the hall, the seller's eyes were fixed on these "foreigners" every move, their eyes or footsteps remained slightly, and the staff immediately greeted them warmly.

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< p > Wenzhou, Hangzhou, Tongxiang, Shaoxing, Yiwu...

These familiar place names occupy quite a number in the venue.

The four day exhibition, "fashion accessories procurement fair", "a target=" _blank "href=" http://www.91se91.com/ "> clothing /a and fabric purchasing fair", "underwear and swimsuit Sourcing Fair" and "India clothing and accessories procurement fair" four professional exhibitions, attracted more than 400 Zhejiang enterprises to participate in the exhibition.

In Hongkong's Asia Trading Center, Zhejiang's SMEs are looking for a new way out.

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< p > < strong > first, we must stabilize orders and customers < /strong > /p >

More than an hour after the opening of the P Procurement Conference, Wang Xuping has already received a buyer from an Australian Department store. The other side has shown considerable interest in the garments produced by Wang Xuping, and the two sides have left contact with each other for further negotiation.

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Less than a year ago, Wang Xuping was the buyer of the global resources spring apparel and accessories fair, just like the other party, P.

This year, the role has changed. Her Hangzhou Zhiqiang import and Export Co., Ltd. has rented a booth as exhibitors. Wang Xuping has been looking for partners from everywhere to switch to sitting on the booth and waiting for customers.

"This year we would like to try and set up a booth as a seller to hang up our products and see if we can make a few deals."

She told reporters.

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< p > considering that the effect of single play may not be good, Zhiqiang has pulled up their fabric supplier Shaoxing County Purple target= a _blank "href=" http://www.91se91.com/ "textile" /a "Products Co., Ltd., both sides share a booth.

Customers have seen the sample of garment, then look at the fabric used in "a target=" _blank "href=" http://www.91se91.com/ "> /a", or look at the fabric, then look at the effect of the garment, it may leave a deeper impression.

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< p > orders from foreign businessmen, factories are processed according to samples, the trade marks are put on each other, then exported to Europe, and hanged on the hangers of department stores. This is the main "journey" of Zhiqiang garments, the standard OEM mode.

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< p > Wang Xuping has been fighting for more than 20 years in the foreign trade industry, and is deeply touched by the changes in the export situation.

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< p > "wages and customs costs have risen by 40%-50%.

In terms of wages, we have a monthly salary of at least four thousand or five thousand yuan for a lathe worker, and more than 100 yuan for workers in Vietnam. (workers' monthly salary), how can you compare it? Factories have moved to Southeast Asia.

Our fabric and accessories are better than garments. "

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< p > order has become "small" is also a new situation in recent years.

"The order of 12 million yuan in the past quarter is now 4.5 million, and the US dollar will depreciate."

The company originally wrapped up a production line of the cooperative factory. Now, the "package" has been changed to "half package", which only takes up the capacity of the production line when there is an order.

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< p > but Wang Xuping does not seem too worried.

"I feel that there is still a market for Chinese products.

At least our customers are relatively stable.

Under such circumstances, it is normal to earn less or even lose a bit. First of all, we need to stabilize our customers.

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< p > but it is obvious that the export mode of low price and large volume is gone forever.

"We must make fine products and make quality.

Now the customer is also very good, things are not good, no price too high.

Also, we need to grasp the trend.

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< p > reporter found that the samples hung by Zhiqiang company are mainly classical ones. This may be a microcosm of the background of the world economy nowadays. When the economy is in recession, the classic and wild clothes are more cost-effective and more marketable.

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"P >" foreign trade is like this, good times also exist, bad times also have, experienced the tide, also have to withstand the current low tide.

The most fundamental thing is to make products well.

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< p > < strong > down garment enterprises do not dare to take orders. < /strong > < /p >

< p > "down jacket, Xiaoshan" - these two words let reporters stop.

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< p > "we dare not take orders. We have been talking to our old customers. Wait a minute. Let's take a look at the situation first."

Wang Zhaozhao, a salesman of Hangzhou Bai Fuli Garments Co., Ltd., told reporters.

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< p > 100 richly in Xiaoshan, it is a factory with more than 200 people. The down jacket is one of the main products of the company.

In the season of raw material acquisition, bird flu is coming.

The live poultry trade stopped and duck feather was not collected.

On the day I came, the price of the down has gone up by about 50%.

If we go up again, our garments will definitely go up, but we don't know whether the customers can accept them after the price rises.

Wang Zhaozhao said.

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< p > this exhibition, Wang Zhaozhao said the boss came in person and was busy to see the customer as soon as he arrived.

"We mainly show products and then old friends.

Our order is still dominated by old customers, and the growth of new customers is relatively slow.

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< p > together with Wang Zhaozhao, the "booth" is the company's < a target= "_blank" href= "http://www.91se91.com/" > designer /a >.

The richly made garments are mainly exported to Western Europe.

Designers can directly communicate with customers and understand the needs of each other.

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< p > the designer "booth" is more than this one.

The exhibition area of "global sourcing of resources and fashion accessories" is the largest number of exhibitors. More than 300 exhibitors, scarves and shawls occupy an overwhelming majority.

In order to stand out from many booths, it is necessary to take a little thought.

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< p > 20 cm long sheet of metal is hung up all over the booth. It can be seen from a distance.

The background wall is the two-dimensional code of the whole wall. If you take out a mobile phone, you can show the company's information. A company that produces clothing accessories in Linping Century Avenue, Hangzhou has its own brand called "Diva".

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The two staff members at the P booth are the company's designers and their assistants.

Pass all the business cards in English. The names are arranged in Hongkong style.

Assistant Designer Ye Zhihao explained the role of metal plates on the top and behind the two-dimensional code wall: "just want buyers to see us at a glance, after all, there are too many scarves."

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< p > in addition to the ingenious two-dimensional code wall, there are two dimensional codes on each sample of the company. Buyers do not need to take samples. They simply scan with their mobile phones, and all information is available.

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< p > these careful thoughts make this enterprise look more fashionable and internationalized.

It seems that designers introduce goods to purchasers better than mere salesmen.

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< p > < strong > the competition of similar products is intense. < /strong > < /p >

< p > "when we came, all of the same flights were enterprises in Linping. They knew each other.

We also joked that it seemed as if everyone had talked about Hongkong.

Pan Xueying, staff of Foreign Trade Department of Hangzhou Fengrun cashmere Weaving Co., Ltd.

Around the booth of Fengrun company, "Acquaintances" scattered by her are scattered.

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< p > in Yiwu, Mo Rongjian, a staff member of Nu Jie Garments Co., Ltd., the foreign trade situation is not bad.

As a world-famous international trade center, Yiwu is not short of businessmen from all corners of the globe, but enterprises are still actively participating in various exhibitions. "There are more merchants in the Middle East of Yiwu. Most of Hongkong's exhibitions are European customers and demand is different."

Nu Jie clothing also plays the role of scarf and comes out to expand the bigger market.

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It is the common feeling of many exhibitors that the price of P is strong.

The average $3 scarf is still expensive for buyers.

A large part of the reason is that there are too many products of the same type and the competition is fierce.

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< p > "some customers come up and ask, can you do this price?"

According to their offer, there is no profit at all. "

Pan Xueying said.

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< p > "I feel that there is still no consensus among enterprises. Customers are holding down prices. Enterprises themselves are also pressing each other down, and orders for losing money are also connected.

In fact, we should embrace this time.

An employee of a Zhejiang exhibitor company told reporters.

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< p > reporter found that there is a popular trend area in the corner of the exhibition.

Photos and videos show the latest season's latest fashion colors and styles released by the Research Institute.

A lot of Zhejiang enterprises will come here to turn around in idle time to see what is going on next year. Whether the Europeans' tastes have changed or not will be enlightening to the company's development of the next season's products.

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< p > < strong > European and American buyers are less than < /strong > /p >

< p > < strong > >? < /strong > < /p >

< p > reporter learned from this spring fashion dress and accessories exhibition organizer global resources company, this year's exhibition, several major product categories have increased significantly: among them, the number of clothing and fabric exhibition has increased by 28% over the same period, and the scarf and shawl products in the fashion accessories exhibition have increased by 10%, and the clothing category has increased by 25%.

85% of the exhibitors were from the mainland.

These data reflect the importance of the mainland's foreign trade enterprises to the global resources exhibition's external platform.

When foreign trade is difficult to do, it becomes more and more important to display products and attract customers.

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Huang Tanwei, President of global resources Exhibition Department, believes that Hongkong, a free trade policy for mainland enterprises, is a good place to display and trade.

"Overseas buyers are very convenient to Hongkong, and for mainland enterprises, they can enjoy mature financial, legal and logistics services in Hongkong."

Nowadays, apart from B2B pactions on the Internet, participating in the exhibition has become an important channel for mainland enterprises to connect with foreign businessmen.

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P, on the other hand, buyers are becoming more cautious.

Global resources began organizing exhibitions in 2003. In the past ten years, the requirements of customers have been constantly improving.

Huang Tanwei told reporters that after the European debt crisis, European and American buyers were stricter in controlling travel expenses.

Before sending out a buyer, many companies first need to assess whether the exhibition in Hongkong can find the product they want. What if we run a white trip? The result of the evaluation directly determines whether the buyer is in line.

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After the discovery of this trend, global resources company has taken some countermeasures, such as organizing all exhibitors to upload their 20 products to the website in pictures in the first four months, so that buyers can have a preliminary understanding of the products before the trip, and buyers and sellers will have clearer goals at the exhibition site. P

In addition to Hongkong, the exhibition of global resources extends to Miami, Dubai, Johannesburg, St Paul, India and Mumbai in the Middle East.

If buyers do not want to spend too much money on Asia, Chinese companies can "deliver door-to-door".

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< p > in order to make purchasers feel more comfortable with the cooperative enterprises, the salesperson of the global resources also visits every company to see the production line and products, and fully guarantee the strength of exhibitors.

The exhibition has also made careful arrangements in the design. For example, the fashion and accessories exhibition is arranged according to the principle of "purchasing from head to toe".

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< p > < strong > for buyers, summed up is two: let the buyer rest assured, help buyers save money < /strong > /p >

< p > for the seller, Huang Tanwei, who has dealt with foreign trade for many years, gave his own suggestion: "if the situation is not good, we must adjust our thinking.

I used to pick up large bills, and now I have to pick up small ones.

At least, it used to be a container. Now, half a cabinet and a cabinet can also be used.

In addition, do not focus on Europe and America. Europe's problems can not be solved at one thirty. The United States is still recovering slowly.

European and American countries are now popular in China to find markets.

Chinese enterprises first seize old customers and then look for opportunities in emerging markets.

The United States has more than 300 million people, but look at Southeast Asia, Indonesia has more than 200 million people, the world's fourth largest population, the market is not small.

And Turkey, which is located in Eurasia, is also a potential market.

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