How to work with big buyers

The advantage of low price made in China is gradually lost. How will Chinese suppliers seek survival and development? How to formulate an effective promotion strategy? How to make the order profitable, where is the future development direction of export enterprises? Dongguan City Ms. Liu Xianhui, General Manager of Connaught Trading Co., Ltd., shared his insights on how to deal with changes in foreign trade at the "Zhisheng Future Export Series Forum" Dongguan Station.

Ms. Liu has more than 6 years of experience in the foreign trade industry. Currently, Dongguan Connaught Trading Co., Ltd. General Manager of the company. Familiar with the European market, especially the British import and export market.

Connaught Trading Co., Ltd. was established in 1998. After fifteen years of development, it now has a trading company with independent import and export rights. There are 3 sub-factories, namely the ribbon factory, the hardware factory, and the silicone factory.

Liu Xianhui: We are a combination of industry and trade. The main products are silicone and hardware, but because the current customer base is Wal-Mart, Martha and other big buyers, we are also cooperating with some big trading, and there will be some trading parts, which is why there are three factories of our own and a trading company.

Our company really In the trade area, I really want to make it bigger and stronger. It has been three years so far. The company is currently divided into two parts, whether it is product positioning or company positioning, one part is based on major customers, which is just introduced to you. Big customers like Martha and Wal-Mart, this part is mainly groceries; the other group is e-commerce, developing some customers through Global Sources or other exhibitions, this part is mainly based on our company's main products produced by itself, using these foundations Products to develop customers.

What I want to introduce to you today is B2B, because I and Global Sources have been doing it for 6 or 7 years now. It took 3 years to really start using it.

I want to share with you, I'm not saying how successful I have done with Global Sources, or how many guests I have participated in the exhibition, I just want to share with you a little bit, our company also started When it comes to foreign trade business, everyone has the same experience. Some can do millions of dollars a month. Some people have the same experience, the same people, and the same products. Some people have zero. The platform is a support point for everyone, but this platform Whether you can use it and bring you customers depends on how you do it yourself, and whether you can develop customers well through this platform.

When it comes to how to develop customers, it is better for me to analyze it with a case. Including Wal-Mart , Martha, every company has gone through a long time. For example, Wal-Mart, we have been in contact with becoming an important grocery supplier. , one year has passed.

The second year is another development period. From development to proofing, it has also gone through a lot, including writing, factory inspection, and a lot of preparation work. More orders come in. Including shipments and quality are very important. We also talked about service just now. is very important. After one year, customers will have confidence in us, and by the third year, we will grow very fast. They are very large, in a small part of their list, we have accounted for 50% of the share.

From my own perspective over the past few years, I have a point of view. In the past, I used to do more through some trading, but now the cost and price are also very important, and the world is facing this pressure. Those big buyers prefer to cooperate with these suppliers with factories. This is also one of our advantages.

From my personal point of view, when doing business with some big buyers, the first thing is to endure loneliness, don't be afraid of trouble after coming in, take it slowly, don't rush all day long, give it to him Some time, don't let him forget you, step by step. In the end, when there are some opportunities, take good care of them, and finally there are some big guests who can settle down slowly.

When you are a good customer, a customer sees that you are doing it with Wal-Mart. He knows that Wal-Mart is very troublesome and the price is very low. You can do it. Our family seems to be a little better than them. You do it with them. If you do it better, you can do it with me, so there will also be an effect, and gradually there will be more and more big guests.

I just mentioned don't be afraid of trouble. Now people pay more attention to environmental protection, quality and health, so many big buyers require factory inspections. In fact, we have also met some customers through Global Sources. This is only a preliminary step, but the next step is really up to everyone to grasp and strive for, and may need to audit the factory. As soon as many people hear about the factory inspection, they need a lot of information and it is very troublesome, so they don't start it. But you really have to seize this opportunity, don't be afraid of trouble, take your time, and you can still do it well.

Everyone around us has no shortage of customer resources. Now the Internet is very convenient, and a search for a large number of customers is available. My idea is to position the target customers well, whether there are ten or eight companies in each business, or how many in total, you have a target positioning, what grade these customers are, what preparations should be made for these customers, and what these customers need What product and what advantages do you have to match him, you can send him some emails regularly, telling him that there are new products, services or new changes in the company. There are some regular emails, not necessarily new products, just ask if there is an order, there will be some follow-ups regularly, and there are some new news telling him that I am still alive.

In addition, we are still doing some optimization updates every day, and get some inquiries through different channels. We know that there are some of our target customers. At this time, we are a team, discuss what we can do, how to get this customer, what he values more, what we have, and take it step by step slowly . At the same time, I will also tell him that I am now doing it with your competitors, and it is very happy and very good.

Global Sources has a big buyer meeting. For me personally, it may be that I have already made some big buyers, including some relatively big buyers like Wal-Mart just mentioned. We are all doing it. I think the big buyer meeting is quite good. Although I have not received many orders from the big buyer meeting, at least I have been in contact with some big guests through the big buyer meeting to keep progress.

The other is the exhibition. We will fix some exhibitions, and they will definitely appear in the same place, telling buyers that we are here again, and we are still there. In addition, we will tell professional buyers what we have now, and there will be some early invitations.

These are all done bit by bit, step by step. There is no quick trick, just perseverance, hard work, patience, and you can do it well.