The way of doing business: Do business first

30 Ms. Liu Wenjuan, General Manager of Shanghai Xue Rui Import and Export Co., Ltd., who has many years of experience in the foreign trade industry, gave a keynote speech at the Shanghai Station of the "Zhisheng Future Export Forum", sharing her insights on dealing with changes in foreign trade.

Shanghai Xue Rui Import and Export Co., Ltd. Co., Ltd. was established in 1997, specializing in the export of medical products, cosmetic packaging materials, steel, gifts, etc. The products are sold all over the world, and the company has passed ISO9001:2008 certification.

Liu Wenjuan: These years have been particularly difficult because we have not Price advantage, we make medical products, and packaging materials for cosmetics. In recent years, customers have asked me, do you have a factory, which is very passive for us. What do we use to compete with their factories? We have no entity .We mainly give customers very professional and rich information, and then support and after-sales service. We use these to win customers' trust in us.

Our products also go out and hold meetings. I think it is very important to carry out meetings. The United States, Germany, and Southeast Asia, we go to the exhibition every year, sometimes there are not many guests, sometimes it is zero, but we give customers a message, we are still alive, we are still on this line.

After some customers see us, they see you in the first year, the second year, and the third year they will talk to you, especially when they are in Europe. Their customers pay attention to this, I am the first When I arrived in Italy in 2010, a client, a large company, told us that it was your first time, and I was surprised. I said how do you know, and he said that I come to this exhibition every year, and you are the first year. He also came to see me in the second year, and came to see me in the third year. Then he started to do business with us slowly. So in this, for our foreign trade company, we are very passive.

Do I have been in business for so many years, I think it is very important to do business first, and then to do business. This is very important. After some customers meet you online, they can talk to them, maybe one year or two years, and we will not give up. , some customers will come back. I don't think we should give up customers easily. I also heard from them that after watching Global Sources or other Alibaba, this small one might not work, so they gave up. I don't think it should be easy. Give up, because it's very difficult for us to do business now, don't give up easily.

Now we say we want to develop new markets and new products, and we want to go out and open a branch abroad because we hold meetings Many customers asked us, do you have a warehouse in the United States or Europe? We are not a factory, and now the delivery time is a big problem, so we are going to set up a branch in the United States. We have In the warehouse, we can deliver products to customers in a timely manner. This is also one of our major advantages.

Because we have a lot of customers in the United States, and now there are many The customer asked us if we have a warehouse in the United States. These customers are from Canada, Mexico, including the United States. I think if there is a warehouse, we have some better products that can be delivered to them in time. First, it is more reassuring for them, and also It's faster, he doesn't have to wait 25 or 30 days. We have a company over there, and he feels more confident when he contacts you.

Our ISO helped us a lot. Why do you say that? Sometimes when we negotiate, customers see that we have the ISO management system, and they are also very relieved. Especially when the ISO came to our company for inspection this time, he asked me a question, is this ISO requested by the customer or by yourself. I told him that we requested it ourselves. He said that many foreign trade companies will not take the initiative to apply for ISO, but they are requested by customers. I want to tell you that if you have an ISO, it will help you a lot.

They will be very reassured about your management. We are doing medical treatment now. Some customers buy one product, and he asks ten companies for ten products. If you make a package for him, if you do a good job, he will buy all of them at your home. This is also a very good direction for you. Sometimes when you make products, you can make some accessories for him, so that customers are also very at ease.

We have cooperated with Global Sources for 14 years, one is advertising, one is holding conferences, the other is visiting guests by ourselves, visiting guests face-to-face, and when we hold conferences, we also invite guests Come by and see what new products we have to offer them. I think, for our foreign trade company, a platform like yours is actually very important to us, because we can get in touch with many customers every day. I ask our staff to respond within twenty-four hours, which is very important.

Some customers, ordinary customers, I will take a look first, I will have a general understanding, and then I will assign it to the sales manager. I know in my heart what the customers I have asked one day and which are more important. In fact, I think the most important thing is the exhibition, which is very important.

We used to be in the European and American markets. We didn't do it in the Middle East and Africa. Later, we did it in the Middle East and Africa. In fact, the African market is not bad. When you travel, you still bargain. If the product you give in Africa is good and the delivery time is no problem, he is also OK. Now the market in South America is very good, everyone can try it, because the economy of South America has recovered quite well. I went to Miami in August to hold a conference. This exhibition is for South America, and their prices are also good.