如何取得供應商的客戶參考名單?

Global SourcesUpdated on 2023/12/05

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觀眾問：

當我跟大陸的供應商索取客戶參考名單時，幾乎每一次都被拒絕。讓他們提供客戶參考名單的最佳方法是甚麼呢？

Mike的答案：

的確如此。然而，有一些暗地裏進行的方法可以得到名單，而賣家不知道他們正提供名單。舉例，你和你合作的第三方使用有質素的審計員服務，告訴那位審計員去兩個地方拍照。第一個地方是貨倉。幾乎所有貨倉都會列出客戶的名稱、地點或牌子，有時會有網址和電話號碼。你在貨倉內搜集這些名單，離開後便聯絡他們。有時我會問某牌子關於包裝的問題，而他們會說一些類似「我們沒有在大陸生產」的話。這代表我偶然發現了偽造產品，於是我去做資料搜集。我會傾向使用一點小計謀：去貨倉跟供應商說，我們打算為紙板做一個測試，想將紙板覆蓋起來，看看它的承受力怎樣，而我需要拍一些照片或進行量度工作。我會將紙箱放好位置，讓我的同伴能夠藉由拍照獲取重要的資料，之後我們便可以利用這些資料進行資料搜集。

秉承同一思路，供應商在公司內或許有製作模具的地方，絕大多數都放了很多樣品，或者在模具下面寫了名字、電話號碼或一些資料，能夠讓你進行資料搜集，找出那家供應商將貨品出售給甚麼人。

另外，樣品室、產品宣傳冊及貿易展也是獲得供應商客戶參考名單的來源。可能你以為供應商參加貿易展時，會在列明自己的客戶名單一事上小心翼翼，事實是工廠老闆可能會意識到他們需要保護客戶的知識產權，因此他們不應該只顧著展出任何東西；但是銷售人員不會想到這些，他們只會為即將舉辦的展覽感到興奮，或者為能夠拍到甚麼新照片去製作新的產品宣傳冊而著緊，並準備選取最時尚的產品樣品——甚麼牌子不在他們的考慮之列。因此，或許你可以透過樣品室及宣傳冊找到許多資料，讓你查看供應商有甚麼客戶。假如你的供應商不願意向你提供他們的客戶名單時，以上這些都是讓你獲取資訊的實際方法。

環球資源的採購專家在每星期都會解答關於採購的棘手問題。你可以打開Ask the Experts page的頁面，寫下您在採購時遇到的疑難，然後提交。我們會選出最具挑戰性的問題，在Ask the Experts節目中向Mike或其他專家提出，由他們解答。

Mike來自紐約，在九十年代時去了哈爾濱和北京唸書，其後二十年分別在日本、中國和泰國定居及工作。在https://www.asiabridgelaw.com/，Mike為《財富》世界五百強及小型公司擔任中國企業高級顧問的工作。Mike曾接受《華爾街日報》、全國廣播公司商業頻道、《金融時報》和彭博的訪問，被視為中國採購的專家。

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如何取得供應商的客戶參考名單?

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