Should you pay attention to small orders received from North American customers?

&http://www.aliyun.com/zixun/aggregation/37954.html ">nbsp; North American buyers in and China's new suppliers in the initial order, often from small orders began, especially in the gifts, hardware, daily necessities and other industries. The quality requirements of the products are high in North America. Because once the customer found that there is a quality problem, the merchant must accept the return, or a substantial reduction in prices, loss of shipments, and most of the Chinese products are low-end products, the impression of low price and quality, from the distant Chinese ordering goods, most of them can not go to the field test, For every business, it can be said that there is a certain risk, so they are in order with the Chinese suppliers are very cautious, even with us in the local Chinese suppliers of goods, is also very careful not to order a large number of one-time orders, this is the concept of North American buyers, They have always had such doubts about Chinese products.
For gifts and daily necessities, the timeliness of the market is very obvious, for example, Christmas time, some gifts need to hit 50 percent, so the general gift orders are small and intensive, buyers want to be able to order a container of goods, so can greatly save money, but if it can create a backlog, It is better to order directly to a large importer or other local manufacturer.

In North America, the popularity of daily necessities, hardware market has been large chain supermarkets occupy, such as Walmart,homedepot, if you want to have good sales performance, you must operate some characteristics of the goods, and these characteristics of the commodity often means small, and many products need special, such as a special kitchen cabinet stainless steel stent, a year's order volume is only 40,000 to 60,000, the total is not enough to fill a container, foreign trade companies and domestic manufacturers to discuss, at first they will not be too willing to do, the country for the open mold fee is high, the order is not large, once also only 10,000, but later found that The benefits of making these stents are higher than the stainless steel cutlery for 4 containers, some foreign trade companies most orders are this small, distinctive products, because the product has characteristics, but also high quality, reasonable price, many European products have been replaced by their products, and orders are gradually rising. However, there is still a part, although the prospects are good, but because of small orders, high cost, Chinese manufacturers are not familiar with the North American market, there is doubt, so far can not produce.

Taiwan's manufacturers are different, many years of North American trade experience makes them more sensitive to new products, as long as new products can reflect the trend of the market, even if the small orders, development costs are high, they are willing to produce, so you can grasp the market direction, to earn the first bucket of gold. Chinese factories lack a similar perspective (and, of course, because of international trade experience), always staring at the big orders, of course, there is nothing wrong, big orders are very tempting, but large orders are often not high, customer prices are fierce, competition is also very intense, and sometimes domestic suppliers in order to rob the list, has reached the point of unscrupulous, For example, there is a big single door hinge, a domestic factory in order to and another competition, unexpectedly at a price below the cost of the list, get the list, they also do not down, had to try to, the result of the thickness of the door hinge is not enough, was claimed, and the buyer no longer believe that the Chinese manufacturers, Prefer to buy Chinese goods from European distributors at higher prices, so suppliers should be cautious about large orders.

Often encountered the situation is, when the domestic manufacturers to put forward a small order, they are mostly less enthusiastic, start to calculate the cost, and then raise the price, if there is a special design, the cost of the mold added very high, in fact, more experienced importers are the domestic cost and open mold cost grasp very clearly, through the quote, It is easy to see whether the supplier is sincere. If the domestic trade for a considerable period of time, more understanding of the domestic supplier's heart, single small, in order to this point of goods, to rearrange, the factory is unwilling to produce, take the goods also trouble, to go to the LCL, this small list, customers are not willing to do C, although the price may be higher customers, but a lot of trouble, improve prices and costs, Customers can accept to do, not also save a lot of trouble, based on this mentality many of the following similar orders of customers have been the cold shoulder. And even if the supplier accepts the small order, also is not too attentively to do, the product quality and the service often has the question, "the problem" many. Of course, there are not to borrow the suppliers, regardless of the size of the order, the same, even if the small orders need some special design, increase the cost, will also explain the reasons and rules are very clear, so that customers feel that such a supplier trustworthy, can establish long-term relations of cooperation. According to the past experience, with geographical points, more generally speaking, Guangdong, Zhejiang's suppliers because of the early international standards, in this respect to do a better job.
Small orders for new products often represent potential opportunities, and only companies with sharp eyes can seize the opportunity to develop new markets.

We usually divide Chinese suppliers into two categories, one is the international standards of enterprises, such as foreign-funded enterprises, Guangdong and other open areas in accordance with international practice of domestic enterprises operating; the second is the traditional export enterprises, generally speaking, many enterprises with international standards because of the familiar with the common practice, each time when receiving small orders, Their attitude is to give enough attention, quote list in detail, after orders, will try to meet customer requirements, even if the single small, will also select qualified raw material production, on time delivery, traditional export enterprises, in the concept of relatively backward, often do not do this.

Xiatao Foreign Trade marketing consulting that for China's suppliers, to do a small order, to recognize three points:
First of all: To change ideas, orders regardless of size are seriously treated, this is a measure of service quality and concept is advanced a sign, if you want to do a good job in international trade, quality of service must also meet international standards, export business personnel must seriously treat a variety of orders, should be non-discriminatory, small orders must be carefully quoted to provide information.

Second: To prepare the offer, many Chinese suppliers do not attach much importance to the offer, after receiving an inquiry, the quotation is often just a general quote, most of it is based on a whole container, but does not give a detailed annotation, and Taiwan, Hong Kong's customers are different orders, different requirements and prices in detail, Let the buyer at a glance.

Third: If this product is a long term small order, the product style has not changed, the best way is to find an agent in sales, so that can be a batch of transport, and partial sales, can save market costs, and customer exchanges more convenient, and better customer relations for coordination and management, So that small order customers can also enjoy the quality of service, Hong Kong and Taiwan manufacturers have been very skilled use agent this intermediary to help them trade, and a considerable number of Chinese companies do not know the benefits of agency.