30% Of Customers Rely On Exhibition 70% To Accumulate Business.

With the last phase shoes At the end of the cap exhibition, the Canton Fair, which was held at Pazhou Island, also came to an end. Whether it's mechanical or not. Shoes and Hats The most important thing for exhibitors is that the popularity of the exhibition is not as good as in previous years, and the intention has also been reduced. At the same time, the objectives of the customers are more and more clear. How to open up the market and grasp its market position?

　　 30% customers rely on exhibitions, and 70% depend on business accumulation.

"The main purpose of our participation in the Canton Fair is to show the corporate identity." Lin Mingbiao, the head of Zhejiang noore Footwear Co., told reporters that they were the first batch of enterprises to participate in the Canton Fair. But with the declining popularity of the Canton Fair and the development of communication mode, many enterprises have changed the concept of placing orders in the Canton Fair. What's more important is to show their products and images through the Canton Fair.

Lin Mingbiao introduced that, at this Canton Fair, several large shoe enterprises in the border area spent about about 200000 yuan to decorate, personnel plus stalls and so on cost more than 500 thousand yuan, a family of about more than 10 stalls, such investment attracted quite a number of customers. However, he said that the intention of the exhibitions, including the Canton Fair, accounted for only about 30% of the company's customers.

"The intention customers at the Canton Fair usually have to go to the factory before they can place the order." Mr. Cheng, who has just returned from the Canton Fair, has participated in the seven or eight Canton Fair. He said that the popularity of Canton Fair has been declining year by year, and that customers who directly place orders on the spot will hardly have customers, but customers will visit the factory for inspection. Since November 9th, Mr. Cheng has begun to receive customers who will be placing orders.

Many people in charge of foreign trade footwear enterprises attending the Canton fair said that their customers are now made up of earlier exhibitions and various exhibitions, and the proportion is roughly 7: 3. The head of the world wind shoe industry Co., Ltd. introduced that the company's customer source was expanded by exhibitions at the early stage. Now it mainly depends on the accumulated business for many years, and some long-term cooperative customers usually rely on e-mail and telephone.

　　 Speed up the development of new products and seize the market at home and abroad.

How to develop new customers while accumulating customer resources? Increasing investment in R & D is indispensable.

"Our enterprises invest 20% to 30% of the annual output value for developing new products." Mr. Cheng said that their children's shoes are mainly exported to European countries. To maintain their customers well, they must satisfy their customers' needs to the greatest extent. They develop new products one year ahead of time according to the needs of European customers.

Europe's shoe manufacturers know that the European market has a strict procurement system. They have a very rigorous process from selecting shoe styles to deciding how many orders they want, and then selling them to the last shelves, and this cycle takes about a year. In order to win more customers in Europe, Mr. Cheng's development of new shoes is one year ahead of schedule. "Our shoes on the Canton Fair are not seasonal, but next year's styles." Three or four years ago, Mr. Cheng began to follow the schedule of European customers. About more than 30 R & D departments were one of their core competencies to seize the resources of European customers.

In addition to relying on the internal resources of enterprises, some enterprises are also using foreign aid power, and hi tech Footwear Co., Ltd. is one of them. A few years ago, hi-d Bao hired a design studio to design all kinds of shoes, fabrics and styles.

"Their ideas are more original, design elements are more fashionable, color matching and styles are very avant-garde." Luo Yuanchun, manager of the company, believes that although the investment in this area is about 2 million yuan a year, plus the enterprise's own design and development team invest about about 4000000 yuan each year, but with the help of foreign countries, Designer The power, and then through the digestion of their own enterprises, the design into products, their sandals, beach shoes and other products are more unique, such investment is very worthwhile.

Today, the shoe industry has a place in Europe, the Middle East and the South American market, and the annual output value of the company has been above 100 million yuan in recent years.

　 Ebb tide, quality strong shoes enterprises or will usher in the dawn.

Affected by the international economic situation, the shoe industry has no boom in machinery, automobile and motorcycle fittings. However, the shoe enterprises that survive through developing new products, improving the quality of products and improving management efficiency will have the dawn.

"The order this year has increased by about 8% on the basis of last year." Lin Mingbiao, chief executive of Zhejiang Province, told reporters that Carrefour and other large chain retailers finally increased their orders this year after two consecutive years of reduction in orders.

In the eyes of many people in the industry, the quality of shoes companies, such as the ability to develop new products, product quality control and enterprise management, will improve. Lin Mingbiao analysis shows that first of all, the demand for customers is increasing. Because of the reduction in orders for two consecutive years, the inventory of these large chain retailers has also been almost depleted. At the same time, customers are optimistic about the economic recovery in Europe and predict the demand for consumer goods such as shoes will increase. In addition, Lin Mingbiao believes that after two years of "ebb tide", the order of customers will be more concentrated, and the order of shoe enterprises will also increase.